This real estate marketing plan is designed to do one thing: generate real estate listings within 2 months. While there are many other real estate marketing ideas you can explore, we’ll focus on the core activities that will help you build your real estate business as quickly as possible.
Note – While digital marketing strategies like Zillow and Trulia leads can work, they require an advertising budget, a lead nurture system, and experience. For new agents, it’s best to focus on proven marketing tactics that have stood the test of time and will always bring results.
The Cold Hard Truth: It’s All About Your Database
In the real estate industry, your success depends on lead generation and building a strong database. The more potential clients you meet and the deeper your relationships, the more successful your marketing efforts will be. Your database should consist of people who trust you and value your real estate services. The truth is, without a solid database, you’re missing out on key opportunities to connect with prospective buyers and sellers who are most likely to use your services when the time comes.
To start, begin by organizing your contacts into different groups. These groups could be past clients, leads you’ve met at events, your family and friends, and other business connections. This sphere of influence can act as the cornerstone of your marketing strategy. By reaching out to your contacts and keeping them updated on market trends, property listings, or any relevant local real estate information, you can establish yourself as a knowledgeable agent in your area.
Sphere of Influence
Your sphere of influence—or network—includes people you’ve built relationships with before you became a real estate agent. Start by reaching out to them to let them know you’re now in the real estate agency business. Ask if they know anyone considering selling, and encourage them to become brand ambassadors for your real estate marketing strategy. These are people who already trust you, and word of mouth is one of the most powerful marketing tools you can have.
Here’s how to ask for referrals:
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Send them a direct message on social media or text/call them, depending on your relationship with them. Keep it friendly and conversational.
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Start with something like, “Do you know anyone thinking about buying or selling a property? I’m just trying to connect with new potential buyers or sellers.”
It’s important to stay consistent in your outreach and to give your network ample opportunities to share your contact information with others. The more you nurture relationships with those within your sphere of influence, the more your database will grow.
By nurturing these potential buyers and sellers and encouraging them to refer others to you, you’ll rapidly grow your database. Don’t forget to engage your target audience by building an emotional connection first. When people feel like they know you, they’re more likely to trust you with one of the most important decisions of their lives—buying or selling a home.
Build a ‘Farm’
Building a farm is a classic real estate marketing tactic that remains effective. Choose a neighborhood with at least 1000 homes and begin distributing flyers that contain valuable information, like market trends or “Monthly Neighborhood Price Update.” Homeowners are always interested in their property listings and how the average selling price in their area compares. By regularly keeping the neighborhood informed, you’ll increase your visibility and brand recognition.
Start by researching your neighborhood or area. Understand the local market trends, including average home prices, time on the market, and seasonal fluctuations. Armed with this knowledge, you can create informative and helpful content that will appeal to homeowners looking for accurate and up-to-date real estate insights. These flyers can be sent monthly or quarterly, depending on your strategy.
While doing this, focus on two main goals:
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Stay consistent with your flyer distribution, keeping you at the top of your mind in the local market.
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Engage with local businesses and homeowners when you see them outside. You can start with a conversation about your flyer, which will naturally segue into a discussion about their home’s potential value.
For example:
“Hey, I just wanted to give you this flyer. Did you know this house down the street just sold for $XXXXX?”
This not only provides valuable information, but it can also position you as the local expert who knows the real estate market inside and out. If they show interest, you can follow up with:
“Well, thanks for your time! Are you interested in getting a free home valuation? All I need is your email to send it over.”
Once you’ve collected their email, your goal is to nurture relationships by providing valuable insights into the home buying process or selling process, increasing the chances of them reaching out when they’re ready to make a move.
Open Houses: The Ultimate Lead Generation Tool
Open houses are one of the most effective ways to generate leads for real estate professionals. They’re not just for sellers; they’re for agents, too! Hosting regular open houses—ideally every weekend—will consistently bring in real estate leads and interested buyers.
Don’t just rely on the traditional open house format. Be creative with your approach. Advertise your open house online with targeted advertising on Google ads or Facebook local groups. Additionally, consider hosting a themed open house or inviting local businesses to participate to increase foot traffic. The more prospective clients who visit, the higher the chances of generating new business.
By holding open houses every Friday and Saturday, you’ll accumulate at least 20 leads within a month. One of these leads will likely be ready to act. Plus, you’ll get the opportunity to showcase your real estate marketing message and develop an engaging social media presence. Utilize virtual home tours and 360-degree photos to attract online leads who may not be able to attend in person.
Door Knocking FSBOs (For Sale By Owners)
If you’re a scrappy agent willing to do whatever it takes, knocking on the doors of FSBOs can be a great strategy. These sellers are the hardest to convert because they’re already trying to sell their property without an agent, but they’re also the most motivated sellers. The key to door-knocking is to approach it with a helpful attitude rather than a sales pitch.
Instead of relying on cold calling, which is often ineffective, go directly to their home and talk to them face-to-face. By understanding their reasons for selling, you can tailor your pitch accordingly.
For instance, if they’re planning to move to a tropical paradise, say:
“I know you’re dreaming of Florida, and I want to help you get there. Your house has been on the market for X days—how much longer are you willing to wait? Let me help you sell it quickly and get you to the beach.”
This approach has worked for years, and it’s proven to help real estate agents connect with motivated sellers. While FSBOs may initially resist working with an agent, the reality is that many of them simply don’t know how to effectively market their property, negotiate offers, or navigate the legal aspects of selling a home. By positioning yourself as a trusted guide and resource, you can win their business.
Final Thoughts: Building Your Real Estate Marketing Strategy for Success
Building a successful real estate business is not a get-rich-quick venture, but with a successful marketing plan and consistent efforts, you’ll see growth. As long as you continue executing your marketing plan effectively and stay committed to building relationships, your real estate business will thrive.
Every interaction you have, whether in person, over the phone, or online, is a step toward your next real estate listing. Keep in mind that client testimonials and referrals are invaluable assets that you’ll earn as you build trust with buyers and sellers.
Always stay motivated, visualize your future success, and don’t give up. Every conversation and every piece of content you create is an opportunity to generate leads, engage your target clients, and move closer to achieving your business goals.
By focusing on unique value propositions that resonate with your audience, you’ll continue to stand out in a competitive marketplace. Building a social media presence, offering virtual home tours, and targeting interested buyers through both online and print advertising will continue to fuel your success. Additionally, FlyerCo makes creating real estate flyers easier than ever, allowing you to design and print eye-catching, professional flyers that showcase your listings and attract more buyers to your properties.