ClientLinkt

The Secret to Real Estate Advertising

Real Estate AdvertisingAs a real estate agent, it can feel like there’s a plethora of marketing & advertising channels available. Mail outs, Google Adwords, Zillow, Yellowpages.com, Facebook, billboards…. the possibilities are endless.

The only problem? As consumers are hit with more and more ads – it becomes easier to ignore them. The media landscape has become so crowded, that getting your voice heard above the noise is increasingly difficult. Not to mention, managing advertisements across so many different platforms can be a headache for any agent.

There’s no magic bullet advertising solution that guarantees success. No Facebook ad, Zillow profile or billboard can catapult your business. While they’re all great tools to have in your arsenal – in real estate we grow our business through relationships. And our connections with past clients and professional contacts is how we grow our client list  in a sustainable, scalable way.

So, what’s an agent to do?

Stay Connected with Past Clients

For agents in business 16 plus years, 41% of their business comes from repeat clients while another 20% comes from referrals. Moral of the story? By staying in touch with past clients, you can save money on advertising and create a self-replicating sales funnel. 

Add Value After Closing

Staying in touch isn’t enough though. As a REALTOR – your expertise includes the entire real estate cycle and not just getting to the closing table. Add value after closing by sharing home maintenance tips, market updates or by recommending your list of trades professionals to help clients with their home.

Strengthen Relationships with Professional Contacts

Your professional network – like lawyers, mortgage brokers, home stagers & trades professionals are all so important for showing clients your position in the market and showcasing your reputation.

Engage in Referral Reciprocity

With a strong professional network, these individuals are strategic partners for growing your business. By referring clients to lawyers, mortgage specialists, contractors and other contacts, you’ll benefit from referral reciprocity and have them send referrals.

 

At the end of the day, research has proven that the most trusted form of advertising is recommendations from people you know. So by focusing on your sphere of influence, you can feel confident that your advertising time & money is well spent. 

5 Things Every REALTOR Should Do After Closing

Your Post Close To-Do ListFor any real estate agent, getting to the closing table means we’ve done our job. We’ve guided our clients through the real estate process, helped them find perfect home, negotiated the best deal and ensured all the T’s are crossed so everything goes off without a hitch. The truth is though, getting to the closing table doesn’t mean our job is over. Real estate is about relationships. And if we want to drive repeat business and referrals, the relationships we build with clients can’t end when the deal is signed.

 

So, how do you foster client relationships after you close? Here’s our list of the top 5 things you should do with every client.

 

1.Say Thank You

Thank you is one of the most powerful phrases in the English language. For sales professionals – it should be a regular part of your day. After you’ve finished working with a client, send a personal thank-you note or drop off a closing gift. It shows you’re sincere and care about more than your commission.

2.Connect Clients with Your Trusted Service Pros

Buying a home is just the first step. New owners need a long list of home service pros and local businesses make their house a home and help them get settled in their neighborhood. Share with clients your list of trusted vendors – like movers, landscapers and painters – and your favorite local restaurants, hang outs and attractions.

3. Ask for a Review or Testimonial

Honest feedback from recent clients is the best way to understand why clients love working with you, and what improvements will take your business to the next level. Send clients a short feedback survey after you close and ask if they’d be willing to provide a testimonial or write a review.

4. Let Clients know you Love Referrals

As a real estate agent, referrals from past clients can provide a steady stream of  highly-qualified leads. Referrals decrease your marketing costs, minimize prospecting time and improve your time to close. But don’t assume that referrals will just come your way – you should be actively engaging with your referral network. Let past clients know referrals are the backbone of your business, highlight the type of client you like working with and ask if they know anyone looking to buy or sell that fits this profile. For example, during a check-in call with a past client, you could say “I’m really glad to hear you’re enjoying your new home. I love to helpling first-time home buyers find the perfect property, and I was wondering if you have any friends or family looking at buying their first home that I could contact?” If you’ve done your job – you don’t need to be afraid of asking for referrals.

5. Plan to Stay in Touch

If you want to increase repeat clients and referrals, you’ll need to stay in touch with clients after you close. Create a communications roadmap to stay top of mind – this could include a follow up call 1 month after move-in date, monthly email newsletter to past clients with market updates, and holiday cards.

 

How do you stay relevant and top of mind with past clients?

 

With ClientLinkt  real estate agents & offices can share their list of trusted home service providers and local businesses with clients via their own custom-branded mobile app – helping them to increase client value, stay top of mind & drive referrals. 

 

Reciprocity, Referrals & Real Estate

Referrals, Reciprocity & Real EstateThe Theory of Reciprocity states that as humans, we naturally want to return a favor. Simply put – when someone does something that benefits us, we feel obligated to do something in return.

 

While the theory is simple to understand – it has powerful implications for real estate agents. As a Realtor, your work is based on relationships with clients, professional contacts & your network of trusted service providers – like mortgage brokers, lawyers, contractors & home service professionals. And if you foster these relationships – you can grow our business exponentially through reciprocity.

 

Think about it. Buying or selling a property is the biggest financial decision most people will ever make. So if you build meaningful relationships with your clients, really help them through the process and offer exceptional service – they’ll want to reciprocate the hard work you’ve done by sending referrals your way.

 

Where reciprocity gets even more powerful though is when it comes to your network of trusted service providers. As a Realtor, your clients are constantly asking you for the name of a mortgage broker, real estate lawyer, contractor, home decorator or moving company. You regularly refer clients to these vendors – and these vendors depend on referrals from real estate agents to grow their business.

 

By formalizing your referral process with mortgage brokers, lawyers, home service pros & other professionals – you can therefore drive leads through reciprocity. First, have your list of recommended service providers easily accessible to your clients. With ClientLinkt – you can share your list of via your own custom-branded smartphone app so its always accessible to your clients. Then – contact each of these service providers to let them know you’ve included them in your list of recommendations. Plan follow-up calls with vendors to check-in about clients you’ve referred to them, and thank them when they deliver great service to your clients. They’ll be thankful for the clients you’ve referred to them – and return the favor by sending referrals your way.

 

How I’m Becoming My Area’s Go-To Real Estate Agent

Melanie Galea - Learn how she's becoming the Go-To Agent for her area!As a REALTOR®, Melanie Galea understands the importance of being a connector to grow her business. “When people move to town, they’re always asking me ‘Who should I call to do my landscaping?’ or ‘Who’s the best handyman?’ ”

This kind of local expertise and willingness to help a neighbor is key for connecting with potential clients. It’s about being a resource first, then when it comes time for someone to buy or sell – they remember Melanie’s name as the real estate agent they want to do business with.

So just how has Melanie become the go-to agent for her area??

She’s created a local business directory so people in the area can find everything they need, then she shares her curated list with the community via her smartphone app – Discover Fort McMurray, Powered by Melanie Galea.

The app is free to download from the Apple & Google Play stores and acts as a guide for everything in the community – whether you’re looking for a painter for your home, the best coffee shop, or something fun to do on the weekend.

It’s a simple way for Melanie to show her expertise, be a valued resource, stay top of mind, and gently let people know she’s a real estate agent without being pushy. Then when someone’s ready to buy or sell – they remember her name as the go-to real estate agent in town.

Better still, “the response from the businesses has been amazing” says Melanie. Melanie has built out a directory of over 100 businesses, and the majority that are able to are also offering a discount to people using the app.

But it’s not a one-way street.

The relationships formed with these local businesses and service providers is crucial for increasing referrals and her sphere of influence. By promoting local businesses to clients, these businesses are now ready and willing to send referrals Melanie’s way.

“I really love my app… My clients absolutely love it…. And it’s super easy.”

To learn more, visit  www.clientlinkt.com.

How I’m Strengthening My Vendor Network & Driving New Revenue

Jason WaltersAs a real estate agent, Jason Walters knows his role goes beyond getting the deal signed: He provides clients with expert advice and guides them through every stage of the buying or selling process.

Part of that expert advice is connecting clients with the trusted vendors they need – like landscapers, financial advisers & contractors.

That’s why he shares his list of recommendations via his branded smartphone app, ClientLinkt Connector. His clients can download the app from their app store, see Jason’s profile, and have his list of recommendations always at their fingertips.

For Jason – it’s a perfect way to add client value, stay top of mind, and strengthen referral relationships with his vendor network. Vendors like moving companies, landscapers & home stagers know that referrals from real estate agents are key for their business and love that they’ve earned a spot on Jason’s list.

But the benefits aren’t just strengthened referral relationships.

Many of Jason’s vendors have selected to advertise in his app. By choosing to advertise – they get extra exposure to Jason’s clients & prospects who are looking for businesses just like them and Jason is able to generate new revenue.

Within just months, he’s already paid for the cost of his app and created a steady stream of residual income. Jason doesn’t have to worry about collecting advertising payments or setting up the ads because the process is fully automated. He simply logs into the ClientLinkt web manager, selects which vendors he’d like to invite to advertise, specifies the ad rate, and hits send.

His vendors can sign up to advertise, and Jason can withdraw advertising revenue from his account anytime. In under 30 minutes, and with just a few clicks – he’s able to generate new revenue from the vendors he’s already promoting to his clients.

“My ClientLinkt app has been a huge success. Clients love that my vendor list is always at their fingertips, and I’m generating income from my advertisers every month – without increasing my workload.”

You can get started with ClientLinkt here, or contact sales@clientlinkt.com with any questions!

*Real estate agents should consult with their real estate association to ensure compliance with regulations in their area regarding referrals & joint advertising.

How to Become a Local Real Estate Expert

How to Become a Local Real Estate Expert

Whether a client is moving across town or across the country, they’re going to need trusted advice about their new area. Everything from neighborhood profiles, school districts, the best local restaurants, recreation centers and commute times – they all factor into the home search process and settling in after finding the perfect property. This means that for real estate agents, becoming a local expert can differentiate you from the competition, increase leads and add new client value. So just how do you become a local expert??? Here’s our 5 steps.

1. Do Your Research

Before you can be recognized as a local expert – you’ll to have to do your research. Study up on neighborhood demographics and market reports to know the ins and outs of why people love the area, and what homeowners can expect from their property investment. Most of this info is available from your real estate association and municipal government. Local politicians, city planners, other real estate agents and people currently living in the area are all great resources too.

2. Be Involved

Getting involved in the community is key for becoming the area’s go-to agent. Join community associations, volunteer at charity events, attend festivals and shop local. Being an active community member helps you learn more about the neighborhood and make connections. Don’t forget to introduce yourself as a Realtor!

3. Get Connected

Align yourself with other professionals and great businesses in your local area. This network can keep you connected with what’s going on, add new value for your clients and drive more leads. If you’re still building your network, consider joining a business networking group. Already have strong local connections? Use these contacts to refer clients back and forth, or start a client affinity program to provide your clients discounts and specials from your contacts. 

4. Share Your List

Connect clients with the best home service professionals and local businesses by sharing a list of recommendations. After moving, clients always need the names of painters, plumbers, landscapers or even the best pizza joint. This is such a simple way to add more client value and help clients even after you close.

5. Keep Clients Up to Date

Do you send client newsletters, have a blog or actively post on social media? Make sure to include info about your neighborhood. Keep clients informed with market updates, community events or when new construction is planned. This is an easy way to show your knowledge, add value even after you close and establish yourself as a local expert. 

 

With ClientLinkt by QuickLinkt real estate agents & offices can share their list of trusted home service providers and local businesses with clients via their own custom-branded mobile app – helping them to increase client value, stay top of mind & drive referrals. 

The Three R’s for Success in Real Estate

Building Success in Real Estate

Being a REALTOR® is a tough job. You work long hours, face huge market swings and are constantly competing for clients. So how can agents rise above and have long-term success? It’s about the 3 R’s: Reputation, Repeat Clients & Referrals.

 

Reputation

As a REALTOR®, your reputation is the backbone of your business. It’s dependent on your sales history, how you approach potential clients, how you foster relationships with current clients and the interactions with your professional network – like mortgage brokers, lawyers, appraisers and home service pros. Think of every business dealing as a chance to grow your reputation. Make sure you’re also monitoring your reputation on sites like Zillow, Yelp, Trulia & RankMyAgent – positive reviews are great for generating word of mouth!

 

Repeat Business

Securing repeat clients is big business for any real estate agent. While the average REALTOR® has 21% of their business from repeat clients – those in business 16+ years average 41% of business from repeat clients. And that’s not small numbers when you realize that securing a new client can cost 7X more than retaining a past client. Whenever you spend time prospecting, make sure that you’re also allocating time to stay connected with past clients. Doing a quick check-in call, sending a market update report, having a client appreciation event or offering home maintenance tips are all simple ways to stay top of mind.

 

Referrals

For the average REALTOR® – referrals account for 21% of their business. Driving referral leads means you can minimize prospecting time, decrease advertising costs and generate a steady stream of highly qualified leads. To drive referrals make sure you’re providing client value even after you close – like sharing your list of trusted service providers or having an affinity program to past clients by offering discounts from your favorite local businesses.

Affinity Programs – A Secret Weapon for Client Referrals

The Secret to Client Referrals

Any real estate agent or broker will agree that the best form of lead generation is referrals from past clients. These prospects are not only highly qualified leads, but they also already know and understand your expertise and what niche market you serve.

 

Unfortunately, there’s just one problem. While most past clients say they’re willing to make a referral, few actually follow through – which leaves real estate agents in a difficult spot. How do stay relevant with past clients so they send referrals your way?

 

One of the ways we’re seeing agents and offices have huge success driving referrals from past clients is by having an affinity program. Realtors can negotiate rewards, deals or specials from local businesses to offer their clients – which creates new client value and keeps agents top of mind after closing – all helping to drive referrals.

 

Think about it. As a real estate agent, you’re a an expert in everything real estate. You know all the best moving companies, painters, landscapers & home decorators that can help your clients with their new home. These service providers love when you send clients their way, and your clients really appreciate your trusted advice. So, these are perfect businesses for negotiating deals for your affinity program with.

 

But you’re also a local expert. You know the best restaurants, boutiques, tourist attractions… even daycares and children’s activities. When clients move to a new area, it’s these local businesses that make them love their neighborhood and feel at home. So these types of businesses are also great candidates for your affinity program.

 

At the end of the day, providing more client value and staying top of mind after you close are how you’ll drive referrals from past clients and grow your business. Does your office offer a client Affinity Program?

How to Ask for Referrals

The Best Way to Ask for ReferralsAs a real estate agent, our success is driven by our ability to create the most value for clients in their buying or selling journey. We spend countless hours ensuring that our clients are happy – and when we’ve done our job we pat ourselves on the back and wait for the referrals to flow in.

 

But despite the thank yous – unsolicited referrals don’t just happen. While it’s been found that the vast majority of clients are willing to make a referral, less than 30% will actually follow through.

 

So how do we ask for referrals without feeling pushy? Here’s our top 3 ways.

 

1.Use a Client Survey

Does your office send satisfaction surveys to past clients? If so, this is a great opportunity to ask for referrals from happy clients. Include a question at the end of your survey for clients to provide the name & contact info for anyone they know looking to buy or sell – it’s a simple way to ask for a referral when your client is already reflecting on the service you provide.

2. Ask During a Follow Up Call

Follow up calls to clients after they buy or sell is a great way of showing you’re truly interested in helping them, and not just collecting your commission. After checking in with how they’re doing, be specific when you ask. Outline the type of client you like working with and be genuine with why you’re asking for the referral. For example, you could say

“I’m really glad we were able to work together to find your new home. I always enjoy helping first-time buyers explore their real estate options, and I was wondering if you know anyone in a similar position looking to buy their first home?”

3. Be a Resource

Whenever you ask for a referral, you should always be providing value at the same time. Being a resource to clients after you close is a perfect way to ask for  a referral and stay top of mind. Share with clients a list of recommended home service providers to help them with their home, offer negotiated discounts from local businesses, or share updates on local events in their new community.

 

When it comes to referrals, always remember that a referral is the ultimate compliment from your clients. Provide clients with great service, provide value after you close, and then watch the referrals come your way!

With ClientLinkt by QuickLinkt real estate agents & offices can share their list of trusted home service providers and local businesses with clients via their own custom-branded mobile app – helping them to increase client value, stay top of mind & drive referrals. 

How to Evaluate Real Estate Technology

the best tech products

Today, as real estate agents we have an almost unlimited number of technology tools at our disposal. With products ranging from social media management to accounting software to e-signatures, it can be a complicated process to figure out what actually helps grow your business. But how do you evaluate new products and decide if the investment is worth it???

 

Unless you’re especially tech savvy – or want to spend days reading through product reviews – deciding on new technology can be a daunting process. Turning to your colleagues, broker or local association for advice is always a good idea, but how can you decide what’s actually the best option for you?  You only need to ask one question:

How will this create a better buying or selling experience for my Clients?

The fact is, as a real estate agent our job is about creating client value. We’re in the service industry, and therefore our decisions need to be based on what’s best for our clients and not which solutions have the most bells and whistles. At the end of the day, if a product doesn’t help our clients – it’s not worth the investment.

 

When evaluating tech, there’s 2 categories that products fit into: Client-Facing Products that our clients interact with and Internal-Facing Products that help us increase productivity so we can better serve our clients.

 

Client-Facing Products are solutions that our clients see. These tools help with buying or selling, and include virtual tour software, automated listing updates or live chat on your website. When evaluating these solutions, you should assess the technology based on how they help your clients in their real estate experience.

 

Internal-Facing Products increase productivity, allowing you to spend more time building relationships. These solutions include CRMs, accounting software or marketing automation tools. While your clients may not see these products, you should evaluate them based on the time you’ll save and how you can allocate this time to clients. If you can’t quantify your increase in productivity, then investing in these solutions isn’t worth it.

 

At the end of the day, any tech solution should help leverage our current strengths. We should be able to articulate how the product helps us build relationships, and not just provide a laundry list of features. As a real estate agent, what products do you find the most beneficial?

 

ClientLinkt by QuickLinkt enables real estate agents & offices to share their list of trusted service providers and local businesses with clients via their own custom-branded Smartphone App, allowing agents to add new client value while growing their brand. Learn more at www.clientlinkt.com