By Maddie Jostol, Marketing Manager
As a real estate agent, you need to be able to reach out to the right people at the right time, because when it comes to winning listings, it’s all about timing. People tend to work with the agent who contacts them first. In fact, 74% of recent sellers contacted only one agent before finding the right agent they worked with to sell their home (NAR). So, how can you ensure you’re there right when they need you?
In this article, we are going to hit you with the facts and offer up some ideas for how you can make sure you win more listings by reaching out at the perfect time.
First of all, you need to master the art of staying in flow with your sphere. This stands true not just after the sale, but in the long-term. According to NAR, in 2017, sellers had typically lived in their home for 10 years before selling. That’s 10 years that you need to stay top-of-mind with your clients in order to win that repeat business.
Manually keeping track of clients over the years is time consuming and inconsistent. There’s an art to staying in flow with your sphere without costing you a ton of time. Here are a few ways to easily keep in touch with everyone in your sphere:
- Newsletters – Set it and forget it. Put your marketing touches on autopilot by leveraging automated newsletters. Your sphere will receive valuable reminders that you’re their real estate expert, without you having to invest a ton of time.
- Social Media – Social media is a great way to stay relevant in the minds of your sphere. Publish helpful, valuable, and engaging content to the masses, and they’ll surely remember you when it comes time to buy or sell. Here are some tips for which social media sites to focus your efforts on.
- Events – Regularly host events that will bring together people in your sphere. Include those you haven’t talked to in years along with those you communicate with regularly. It builds a sense of community and helps you stay relevant in the minds of past clients.
- Special Dates – House-versaries, birthdays, anniversaries, etc. Use these special dates as a reason to reach out once a year.
Keeping in touch is not only the key to winning repeat business, but it’s essential in winning referral business as well. In 2017, the typical seller has recommended their agent twice since selling their home and 33% of sellers recommended their agent three or more times since selling their home (NAR).
Predictive analytics is gaining popularity in real estate, and rightfully so. Using data to gain predictive insights can enable agents to anticipate who might be gearing up to buy or sell a home. Applying this to your sphere selling methodology means using data to get to know your sphere better. Moxi Insights, for example, auto-fills your Moxi Engage CRM with public data, giving you consumer insights for everyone in your sphere. It then notifies you when someone in your sphere is likely to buy or sell. This type of functionality gives you a leg-up because you can be more strategic about when you reach out to your contacts to check in. It’s like having insider knowledge that allows you to be right on time.
Remember, 89% of buyers say they would use their agent again or recommend their agent to people they know (NAR). Don’t let those listings pass you by. Use timing to your advantage and keep in touch with your sphere so that you’re always there when they or someone they know need you.