Yes, winter is coming. But there are still plenty of opportunities to gain clients and get deals done.
A recent thread started in our RPR Connect Facebook group made us realize that agents don’t have to screech to a halt in the last two “-ember” months. Here’s a collection of the some of the best responses when a new agent asked how RPR could help her find clients and help her business grow:
- Look up a lead’s address
- Sharing reports so owners can gauge recent home value appreciations
- Generate and crosscheck CMAs
- Check on approximate property values
- Create mailing lists for farms
- Create customizable presentations for clients
- Identify property values in neighborhoods
- Share reports that can be used for annual reviews
- Look up past sales records and mortgages
- Showing a potential listing client a price range to determine initial asking price
- To conduct buyer tours (using the RPR mobile app)
- Open house mapping
- Investor reviews
These are great! We love to see how our users are putting RPR to work to build their businesses. Here’s a look at three of our favorite ways you can use RPR to find buyers and sellers right now…
Dial up your social shares: Use Canva and RPR together
In today’s real estate marketing and self promotion world, having a strong social media presence is mandatory. Four generations of home buyers and sellers are active in all types of social channels and you can reach them with just a simple “post”.
However, what you post is of the utmost importance. Typing out long-winded paragraphs of text or scanning an open house flyer aren’t going to grab those eyeballs. You need graphics! Beautiful, well-designed graphics that engage the viewer/reader. You need images that you can easily create and customize with local market facts and figures. You need Canva and RPR working together and working for you!
Canva is an online design and publishing tool that you can use with the data you pull from RPR reports. Give your friends, followers and soon to be clients market activity updates, new listing and open house announcements, testimonials, or even fun facts and trivia that pertains to their market or neighborhood.
We’ve gone ahead and created six ready to use graphic templates for you to download and customize. For all the details and a step-by-step on how to pull it off, check out: How to Create Instagram Posts for Your Real Estate Business with Canva.
Dig, mine and search for prospects with RPR
Referrals and repeats are like gold—no question there. However, most agents need to actively look for leads to get to that next level. And that’s where prospecting comes in. Which is also where RPR comes in.
RPR gives REALTORS® access to a slew of prospecting tools, including powerful and dynamic ways to geographically farm neighborhoods and ZIP codes. And after you get your farming list nailed down, you can also create mailing labels in RPR, up to 2,000 per month, for free.
You can also take advantage of RPR’s reports and data as ways to send your prospects marketing materials. For example, Bruce Inman from Houston, Texas sends out five RPR Seller’s Reports directly to addresses he’s identified using RPR Maps. And folks, he does this every day! His story and approach is a great way to personalize RPR deliverables to homeowners who hit the sweet spot in terms of listing potential.
Another inspiring story comes from Julie Toy, from Garner, North Carolina. Julie also uses RPR Seller’s Reports, and she sends them to her past buyer clients on their “house-aversary” (a year after the date they bought their home.) Along with the report, Julie sends a note congratulating them on how much their home is now worth. This tactic is noteworthy because the recipient gets a personal note, a report specific to their home, and stats about their home home value. Instead of being a pushy salesperson, Julie comes off as an information ally, and it’s led to a handful of her past sellers becoming “now” sellers.
As you can see, there are many ways to prospect for new leads and customers. So many ways in fact, we decided to write a book on it! Download How to Farm and Prospect for new Clients today. This exclusive REALTOR® download is yours for the taking and will show you, page by page and step by step, how to identify and market yourself to potential new clients.
Gaining clients isn’t strictly about marketing and prospecting. When you reach the next stage, which might include face to face meetings and listing/capabilities presentations, you need to stand out and show off your strengths.
Clients base their decision on: experience and expertise, educated guidance and advice, local market knowledge, and help guiding them through the process.
One other big reason is your ability to price a property. This skill sets you apart from the competition and can go a long way in helping you get a contract after a listing presentation. That’s where knowing how to put together a solid CMA comes in…
A CMA (comparative market analysis) is a process agents use to establish home values and set listing prices.
You create CMAs by looking at comps (short for comparable properties). These comps are similar properties, mostly in the same neighborhood, and tend to have the same square footage, number of bedrooms and bathrooms, features, upgrades, etc. You want to compare things that are equal, or at least as equal as possible, to help price your listing.
Creating a spot-on CMA is crucial to your skills and success, and your ability to bring clients to the table. Here are step-by-step instructions on how to do it in RPR…
The CMA 180°: helping buyers
CMAs are an essential tool for working with sellers, that’s pretty standard. But RPR’s Training team has figured out a way to turn CMAs on their heads and use them to help buyers prepare an offer.
RPR CMA tools can help educate your buyers about market conditions, show them how to use pricing strategies to help formulate competitive offers, help them consider other details that can affect an offer such as days on market, financing concerns, appraisals, inspections and deposits.
For details and to see how to put a CMA into play for buyer clients, check out this video tutorial: How a CMA can Guide Buyers in a Tight Market.
Use these tools and tactics to find customers now… and in the future
Although November and December are looked at as “down” months in relation to housing sales, the fact is hundreds of thousands of sales will still take place. Sure, the pace ticks down a bit in the fall and winter months, but there are still buyers and sellers out there who need your expert guidance.
We hope you can use these ideas and RPR to your advantage to find clients now and/or to start planting seeds to kick start the New Year.