Business is booming, so you should cut down on your marketing efforts, right?
Doing this could leave you with an empty pipeline in the not so distant future. No matter how busy you are, you have to find ways to keep looking forward. Continually marketing and building your pipeline will ensure that you never have downtime, aka no paycheck.
So how do you keep building a pipeline when it’s busy? Check out our tips below.
Use Your Confidence to Boost Sales
Believe it or not, you may attract more business when you are busy. Why is that? When you are busy, you exude more confidence. In other words, you aren’t desperate. Your sales pitch, conversations, and other interactions will come across as genuine and helpful. You come from a better space than one of ‘oh my gosh, I need new clients now.’ When you take the desperation out of the pitch, clients are more likely to come to you.
With confidence comes knowledge. Show your potential leads how you can benefit them. Don’t market to them out of a space of neediness. Instead, make them feel like they need you. Use specific examples. For instance, what are you doing for your clients right now? What big accomplishments have you achieved? Maybe you found the perfect home for the finickiest client or you helped a client successfully buy a short sale (no easy feat). Whatever you’ve accomplished, share it with your leads. You never know when someone will resonate with it and want the same results.
Find Your Niche
Every realtor has a niche – something they are good at that makes them the expert in the field. Dig deeper than the fact that you can help buyers and sellers in housing transactions. Think of the one thing you do that sets you apart from the rest.
In other words, what value added service can you provide? Sure, buyers and sellers could find realtors on every corner, but most people want more than a realtor. They want someone that will provide value. Are you an expert in buying/selling condos? Do you evaluate the market data and create charts that you can send out in a newsletter? Dig deep and think about what you can provide potential leads that they can use and will think of you as a leader in the industry.
Remember, consistency is key. Leads take an average of six to nine interactions with you (in person or digitally) before feeling comfortable. Just keep doing what you do best, even while you are busy. With enough consistency, the clients will appear just when your pipeline begins to empty.
Don’t Skip Networking Events
No matter how busy you are, don’t skip networking opportunities. Yes, we know you could use a few more hours in the office or even some lovely downtime with your family, but you’ll have plenty of that if you don’t network now.
Networking events and meetings only take up a few hours of your time. Think of those few hours as an investment in your future. You want potential clients to know that you provide value all of the time, not just when you need the business. Establish yourself as the expert in the community that’s out there to do good for one and all. The minute you take the sales out of the equation and put the focus on the community and potential clients is the minute that you’ll see your pipeline grow.
Use Your Current Clients to Gain New Clients
Referral programs are no joke. Are your current clients happy with you? Encourage them to share your information. Current clients are even more likely to pass along your name if you show your gratitude. It doesn’t have to be much, but every little bit counts. Send a ‘thank you’ Starbucks gift card or gift card to your local restaurant. Even buying them a simple cup of coffee goes a long way.
After you thank your clients, encourage them to pass your name along to anyone they may know that’s thinking of buying or selling a home. Make a game out of it. Offer referral bonuses. The more referrals your clients send you, the higher the referral bonus they receive. Make it fun – everyone loves a competition. Your clients will be more likely to pass your name along, especially when there’s something in it for them.
The bottom line is never stop marketing. There are always ways to sneak it in without feeling overwhelmed. If you feel like your leads are leading to a dead-end, it’s probably because you aren’t following up in a timely manner.
Are you ready for some help? Check out how Sparky can simplify your leads system and help you build the bursting pipeline you desire.