In some circles, people talking about you behind your back is a bad thing...in the real estate world, it's everything! Building a positive reputation is important but having that word-of-mouth (or advocacy) marketing is what gets you those new buyer and seller leads.
Not sure where to start? Here are 5 ways to jumpstart your word-of-mouth marketing!
1. Be Involved and Engaging on Social Media
If you’re still a member of the real estate camp that asks, "why the heck do I need social media?" consider the audience you are missing out on by NOT using this important platform. However, a word of caution. It's not enough to simply set up an account on Facebook with your info and hope that leads flock to you. You need to be involved and engaged!
This means:
- Tagging community members and local businesses in posts
- Asking questions to get interaction
- Answering questions your friends and followers may have
- Posting compelling content that educates, entertains, or elicits emotion from your leads
2. Become Active in Your Neighborhood/Target Community
To become your neighborhood expert, you've got to put in some face time. Look at your community's event calendar and make sure you are there when the community is coming together. Bring business cards, mix and mingle, and post content from community events onto your social profiles. With some diligence, you will become the person that others recommend when a friend asks if they know a real estate agent in the area.
Example events to attend:
- Farmers markets
- Fairs or festivals
- Parades/holiday events
- Sporting events
Not a lot of activities in your community or just want your own spin on things? Host your own event! This is a fantastic way to meet neighbors without being in a "salesy" environment. Get them to know you and like you as a person, and it's much easier to get a referral down the road.
- Community BBQ or picnic
- Host pictures with Santa around the holiday
- Sponsor a fundraising event
3. Always Show Your Gratitude
The best way to ensure a referral is to treat your clients like gold. While this should always be your goal throughout the entire buying or selling process, it's particularly important at closing and beyond. Put thought into your closing gifts and always show how grateful you are when a client has chosen you.
In addition to a closing gift, show continued client appreciation by:
- Celebrating/acknowledging milestones (birthdays, anniversaries etc.)
- Thanking anyone who does send a referral
- Holiday cards and/or gifts
4. Don't Be Afraid to Ask
Once you have created that great rapport with your client, don't be afraid to actually ask for a referral. It's as simple as saying "if you know of anyone who is looking to buy or sell their home, please pass my name along." Asking this puts you at the front of their mind next time they see a friend or family member asking them in person, or on social media, if they know anyone in the area that can represent them.
5. Utilize Social Proof
People trust people, not always companies. As a real estate agent, you are both and guess what? You can tell someone all day how great of an agent you are but until they hear that from a peer, they aren't going to believe it. This is where social proof comes in.
Let your present or past clients do the bragging for you!
- Collect testimonials
- Post great feedback on your social media accounts (ask for permission first)
- Send a survey to past customers
- Host these reviews on your website
The longer you continue utilizing these 5 tips, the better your results will be. In addition to building your referral business, set some realistic goals for 2018 with our free Real Estate Business Plan download.
