In an ideal world everyone would just live off referrals and would have no stress about where their next client would come from. However, reality is that real estate professionals have to go look for their business. The key to finding new clients is networking, networking, networking. Did you know your neighbor 2 houses down, “Jack”, works for Northrop Grumman and he is friends with Sue in Accounting? You probably didn’t know. Does Jack know you’re a real estate professional who specializes in listing and selling condos in and around the soccer complex in Germantown, MD? When Jack is chatting over coffee with Sue she mentions how she would like to upgrade to a 3-bedroom condo because she feels as though she has outgrown her 1-bedroom condo. Hum… What will Jack tell Sue? You see where I am going with this.
Although this is a completely fictional story, it shows that opportunity is out there, but people need to know you exist – and what you specialize in – because it sets you apart from every other real estate professional they may know.
Here are just a few ideas:
1) Join a jogging group, book club or sports league, etc.
2) Talk to your neighbors during homeowners association meetings
3) Accept invitations to social events with friends where there will be other friends of theirs you have not met
And the list could go on. But when it comes down to it, you have to promote yourself beyond your friends and past clients. Though they may love to send you referrals, they may not know anyone looking at buying or selling real estate (a sad, but true reality). Lastly, once you make contact with people, stay in touch through newsletters, social media, etc., so that when the day comes that they know “a friend of a friend who’s mother is moving”, you will be the first name referred.