The real estate business is extraordinarily competitive. The bulk of a real estate agent’s business comes from referrals, yet 90% of homebuyers never use the same REALTOR® twice. It’s critical that you stand out from the pack to win the listing.
If you want to grow your reputation as a REALTOR® of choice in your community, you need to put yourself out there and build a rapport with your clients that will last long after the initial transaction.
The traditional ways of staying top of mind—sending out new neighborhood listings, branded closing gifts, the occasional cookie recipe, etc.—only go so far. To stay top of mind, you need to build your authority and provide REAL value to your clients. Go that extra mile to communicate and connect with your clients, and they’ll come to think of you as someone through whom they can receive unique benefits.
So how exactly do you become valuable in the eyes of your clients? Keep a finger on the pulse of what today’s homeowners want most. Provide information on how to lower their monthly utility bills. Save them money. Help them improve the value and comfort of their home.
You may think, “Easier said than done,” but in truth, there are tricks and tools out there that make expanding your sphere a breeze! Try out of some of the strategies listed below, and you’ll be remembered as the REALTOR® who went above and beyond the competition, even years down the line.
1. Share sought-after content via social media.
You want to remain first and foremost in the minds of your customers and you also want them to think of you as someone who provides useful information. You can do both by sharing home-related content through your social media accounts, positioning you as the expert agent in your area.
The higher the quality the content you share, the more likely your followers and former clients will share that content—an instant endorsement to their friends and family! You improve your visibility and increase your chances of getting a referral.
2. Provide valuable energy information that can lead to savings.
As the number of appliances, devices, and smart gadgets in our homes increase, so do our energy costs. Today’s homeowners are more savvy than ever in regards to energy, and want to know how they can lower their utility bills.
What better way to show your clients that you care than by giving them a personalized path to lower monthly utility bills? Do a quick energy audit of their home, or send them a DIY energy audit. They can complete it in just a few minutes, but those few minutes could save homeowners hundreds of dollars in the years to come. You can also send out the DIY audit as a way to scope out who’s thinking of buying or selling a home. You build rapport with your sphere and stay top of mind when it comes time to buy or sell!
3. Energy is an asset—so leverage it!
Did you know that according to a recent study by MRED, including energy in a listing can raise the value of a home by up to $4000 and help it sell up to 33% faster? Even if that home isn’t energy efficient.
By showcasing energy efficiency in your listing and marketing materials, both you and the property will shine! Your clients will thank you for it—and they’ll be more likely to pass on the word to friends and family.
4. Provide better energy information so clients can make informed decisions.
How many times have you been asked about the utility cost of a home? To really showcase your expertise, look for opportunities to provide unique information beyond the listing. Prospective clients always want detailed information about what a home will cost, so don’t stop at telling them the asking price.
Make sure you also give them detailed information about the likely operating costs of the home they’re about to purchase. Think heating & cool, plumbing, landscaping, amenities like pools, etc.—the extra upkeep beyond the mortgage that your client may not necessarily consider.
You can then propose ways to mitigate those costs, via upgrades such as solar panels, low-flow faucets, treated windows, and so much more. Freely giving your clients this energy information and following up with these through the home improvement process is a great way to remain actively involved with your clients. A DIY energy audit can help here too.
5. Money for upgrades makes YOU the hero!
Many people aren’t aware that the government provides rebates and subsidies for energy upgrades in homes. For example, did you know that you’ll earn a $100 rebate in California by purchasing an ENERGY STAR® certified pool pump? You do now, and you just found your clients free money.
Power companies across the nation have millions in unused rebates. By tapping into this rich resource, you can save your clients more money and save the day! That’s just the kind of insider knowledge that will keep you valuable in your client’s eyes—and earn you repeat business and new client leads.
At the end of the day, it’s all about connecting with your clients and cementing your relationship long-term. Using the above strategies, you can quickly establish yourself as a REALTOR® who puts in the extra effort for each of your clients. Nurturing your sphere with relevant, rich content and developing a strong reputation as a thoughtful, expert agent will help you get more referrals, win those coveted listings and grow a thriving real estate practice.
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