Walk the talk

Almost 50 percent of buyers contact a real estate agent who is referred to them by someone they know, while another 13 percent use an agent they have worked with previously. Often buyers and sellers contact only one agent before making their transaction. If you can give them the information they want and convey a sense of honesty, integrity and trustworthiness, you’ll establish a relationship that should pay dividends. 

The 2021 Profile of Home Buyers and Sellers report released by the National Association of Realtors (NAR) highlights the phone as being the most important tool for communication despite the proliferation of online options available. In fact, many buyers want their agent to keep them updated telephonically, either via a call or a text.

Meanwhile, sellers want listing agents who will offer advice on home improvements to increase their property value. That’s in addition to being able to combine competitive pricing with strong marketing to sell their home in the desired timeframe.

Work with the network you already have, before wasting time and effort nurturing new leads. You could target parents who have adult children with the potential to be first-time buyers. (Top tip: establish an automated system for receiving and responding to referrals.) 

Once you’ve connected, keep communication flowing with a follow up call, text or email. Sharing useful information on optimizing a property’s value through smart improvements is a good way to start. When that buyer or seller is ready to transact, you’ll be the one they reach out to.