We’re in this together — separately. Real Estate has always been a relationship-first type of industry, and during this situation, many agents and brokerages have gotten creative in pivoting to social-distancing friendly alternatives to their typical day in real estate. We’ve put our heads together to come up with 3 new ways to conduct your typical flow of business.
Number One – Buyer Seminars
Brokerages Holding Buyer Q&As or First-Time Homebuyer Seminars
You know the drill: an agent looking to drum-up buyer business partners up with a loan officer, orders a bunch of pizzas, and walks a group of neighbors and friends through all the ins and outs of home ownership. Those clients leave feeling less afraid of buying their first home and ready to evaluate their buying power. But, if we shouldn’t have people gathering in groups – especially in public spaces and sharing food – how do we recreate that atmosphere?
Host a Facebook Live Happy Hour to answer questions live for your sphere.
Agents for their sphere, or Brokerages for your entire company — start up a regular cadence of providing this kind of information virtually. Recreate the laid-back mood of pizza in a lounge by setting up a time that you’ll be Live on Facebook to answer questions and share info. Invite your friends and followers to ‘BYOS’ (bring your own snacks) and submit their questions through the comments section.
Number Two – The Pop-By
Dropping off ‘Pop-by’ Gifts for Your A-list Clients
A thematic pun, a thoughtful gift — this classic sales tactic perseveres because honestly, who doesn’t enjoy giving and receiving presents? However, now is not the time to be out and about, ringing doorbells or knocking on doors. We need to respect that some homes have residents whose immune systems need to be protected at all costs.
Send a digital gift card to your typical pop-by recipients.
Many large brands, but also a lot of small businesses, offer digital purchase and delivery of gift certificates. What are your clients probably looking for right now: Groceries? Entertainment? Send them a gift card for grocery delivery or to download a new eBook or movie!
Number Three – SOI Groups
Staying Top-of-mind by Staying in Sight
If your communication strategy depends on regularly scheduled meetings, you may have to pivot how you stay in touch with those individuals. Perhaps your business revolves around a community that you regularly meet with — outside of real estate. Many agents have spheres of business that involve their religious congregation, a work-out group, children’s sports team, or other gathering that is now on hiatus due to distancing orders.
Same Sphere, New Routine
Bring those groups together virtually, and be the shepherd that facilitates camaraderie and communication. Maybe your weekend bike-ride buddies can’t come out, so jump on a video chat and reminisce about some of the best trips you’ve taken. Got a group that normally goes to yoga? Ask your yogi to host a personal live video class for you and your crew!
What do I do now?
Just because we’ve had to change the ways we communicate and engage, doesn’t mean you need to fundamentally change the way you do real estate business. Here’s an exercise. Get a motivating beverage, sit in a comfy chair and do the following.
- Get out a sheet of paper and pen (or the doodle app on your smart device, whatever) and make a rough itinerary of a typical day-in-the-life of your business. Or – even better – what do you wish a typical day was like?
- Then, look at each activity and think about a creative way to engage your sphere virtually or digitally.
- Third step? Do it.
Now is the best time to try something new. We’re all more forgiving and understanding during the current crisis. We all enjoy something outside the mundane when we’re getting itchy waiting for this ‘storm’ to pass.
Did it succeed? Share your story! Did it flop? Learning opportunity.
Consider investing in the human element of your business. We’re all in this together, and for many that means ‘paycheck-to-paycheck’ isn’t even an option. Were you working with first-time homebuyers that may now need rent assistance? Find all of your community resources and be an advocate for your eventual-client to stay solvent so that when the time is right, they will qualify for their mortgage. You are their expert in real estate, their guide, and you can do that before and after a transaction – not just during.
Looking for more guidance? Explore MoxiWorks resources specifically around productivity, education, and positivity during the COVID-19 situation.
April 2, 2020 | June Laves, Sr. Marketing Manager