As a beginner real estate agent, you may be faced with the challenge of getting leads. I have shared with you some ways you can get leads in real estate in Kenya.
1. Family and Friends
This is the easiest way to get clients in real estate. You need to make a list of everybody that you know including everybody on your social media sites. Let all those people know that you are doing real estate and that you are there to help. Try not to come up as being pushy but just let everybody know that you are in real estate and you are there to help.
Some real estate agents are so secretive of what they do. When people know that you are in real estate, they will think of you first when they are looking to buy or sell or when they know about someone who needs to buy or sell.
It would be great if you post links about nice real estate articles you come across on your social networking sites.
2. Open houses
Open houses are a great way to find clients especially if you are a new agent. You can go to your brokerage and ask them if there are any open houses to sit on. Chances are another listing agent who doesn’t want to be sitting in an open house every weekend, so they will want someone else to step in. That is your opportunity to step in and sit in an open house and you can meet great people.
Chances are if someone is coming to an open house, they are there for a reason. It is good if you find the reason for how they found the listing. If they saw a post somewhere, then those are clients you should engage in small talk with. Engage them to know what they are looking for and if that property does not suit them, you can recommend other properties you might be selling.
It is good to have everyone sign in open houses by putting in their phone numbers and email addresses. You can do follow-ups with them maybe they are looking to buy in the next six months. Stay in touch with people that you meet in open houses because if you lose touch with them, it is usually a complete waste of time.
It is also very important to have discussion with everyone that comes to your open house. Make an effort to find out why they are there. Do not make the mistake that a lot of agents do which is basically sitting on the couch on their cellphone and then when someone walks in they say, ‘let me know if you have any question.’ This is the laziest approach to have in real estate.
Make an effort to talk to everybody, show your personality. Show how much you are interested in helping them and that effort will pay off in the future.
3. Door Knocking/ Cold Calling.
Traditional cold calling creates a negative experience for prospects and undermines your status as a trusted real estate agent. According to the Harvard business review, cold calling is ineffective 90% of the time. However, if you need to make an outreach call, there are effective strategies you can implement to make sure you are more successful and turn cold calls into warm ones.
First, you need to make the prospect feel like you did your research. This call is about them and their needs and not about you needing to make a sale. Ultimately, make your outreach call an opportunity to learn about a prospect’s company, challenges and goals. This will show the prospect you truly care about what they are saying and warm up to the idea that your property may be the real solution to their problem.
4. Online Marketing
You can post all real estate listings that you have on eCommerce platforms such as Jumia, Jiji, buy rent Kenya and people will contact you. If people do not buy the home that they called on, you can find them something else. Those people might end up buying from you in the future or referring you business.
You can ask for referrals from your clients. Asking for two or three referrals is not too much to ask. If your clients have received value from your services, they are likely to recommend you to their friends or circle.
Repeat clients will continue using you because they are already familiar with the way you work. They like the way you handle things and just have a connection with you. Those are the best clients to have. Eventually, over time, you will find your repeat business increases.
It is a total snowball effect. The more clients you have, the more repeat business you get. It will even reach a point that the only clients you have are repeat clients.