When the Real Estate Market Changes, REALTORS Get Back to Basics

By Kevin Shirley, Associate Broker (DC), ASP, GRI, e-PRO

When you joined the real estate profession after getting your license, you might have performed the grueling exercise of writing down the names of relevant people in your sphere of influence along with their contact information so that you could announce your new gig. Maybe that was some time ago; have you checked and updated your own list of contacts recently?

The market trends are changing, and so has the way real estate is done. Buyers and sellers now have myriad options for navigating the local real estate market. As a result, if you want to be their top choice, it is essential to refresh your relationships by getting back to real estate marketing basics.

People in your network are already aware that you are in the real estate industry; it is now time to reach out and let them know that you care. It may help them to get back to you when they are interested in investing or selling. Get ready to help them through all the ups and downs in the market so that you can find potential deals to close in the future.

Here are a few tips and tricks that REALTORS can follow to get back to basics in the changing real estate market:

• Mail out encouragement. The COVID-19 pandemic has changed the way we handle our schedules, workspaces, and routines. Before the epidemic, maybe it was enough to carry out some simple email drip campaigns, but now, people expect an authentic human touch in every real estate conversation. It is the right time to manage your client-relationship management system, prepare a list of anniversaries and birthdays on the way, and send them best wishes on every occasion. It may help them feel connected to you, and they may contact you back for potential sales.
• Offer exclusive services. It is not always possible to capture an audience’s attention via emails. Their inboxes are already overflowing with an extensive range of information on keeping productive and stress-free during a pandemic. You need to plan something out of the box. Try to use Facebook Live and Instagram Live to share your daily story. You can also use Zoom tutorials to connect to the clients and support them during these challenging times. It is not just about showing new deals to them; you can have a general discussion about their life and special moments to hold a deeper connection.
• Provide local market updates. Like most other business sectors, the real estate industry is also experiencing lots of uncertainty these days. It is your responsibility to keep your clients updated about the conditions of the local market. Make sure you educate your clients periodically about attractive real estate deals. Add the human touch to all your customer services and show them that you care about their interests.

These simple tips and tricks may help you to achieve your goals during uncertain market conditions.