Building a thriving real estate business means connecting with the right prospects, offering something of real value, and continually reminding them that you’re their local resource on neighborhoods, property value, and more!

The following tips may help you build and maintain your real estate business.

Network with the most valuable people

Real estate coach Michael J. Maher stresses the value of connecting with connectors. Connectors are people who, by sheer force of personality, have legions of friends and mountains of influence. These people who know people are fundamental to growing your network.

Before attending a networking event, Maher recommends talking to the organizer and asking them to identify a few of the most respected people in the group. Since others trust these charismatic folks, connectors are your gateway to networking and referral business.

Offer your clients value beyond real estate knowledge

Shaking hands isn’t enough to leave a great first impression, and neither is a quick plug for your services.

When you put the sales pitch aside and go into every new encounter with the intention of helping others, people are far more likely to reward your generosity. And if they’re homeowners, they have a vested interest in the local market, so figure out what they want to know and prepare.

Let the conversation flow naturally, listen carefully, ask the right questions, and offer to pass any helpful information along.

For example, if your client wants to know more about overall market trends, offer to share the latest article you read on the topic. This builds trust and allows you to position yourself as a real estate expert.

Manage your leads for real estate success

Client Relationship Management (CRM) software is great for managing your contacts. A good CRM helps you segment and prioritize your leads, manage email campaigns, keep notes on every contact, and more.

Two of the most popular CRMs for real estate pros are Top Producer^® and Market Leader. You have a wide range of options that vary significantly in price, so do your homework, and choose the one that matches your needs and budget.

Stay in contact with your clients

Regular contact is essential for building trust (not to mention simply reminding people that you exist), and different types of contact are required for different prospects.

Hot leads, for example, demand quick follow-up and personalized communication. Past clients, on the other hand, might benefit from a monthly newsletter.

Try ORHP’s free and customizable newsletter, Between Friends, which is accessible from your complimentary Toolbox account.

Always ask for referrals

Always remember to ask for referrals at the end of a good conversation. Consider including a request for referrals in the tagline of your marketing emails.

It may seem repetitive, but that’s how marketing works. Consistently reminding your clients you’re here to help their friends, family, and colleagues is essential to building a thriving business.

Reference to any specific brand, product, or service does not constitute an endorsement by ORHP. ORHP does not receive compensation for providing third-party links.