This is What Every Agent Should Be Doing Right Now

The past couple of years have been a rollercoaster ride of shifts.

Many agents right now are asking themselves, “what does that mean for my real estate business?”

The key to staying competitive in any housing market is making sure everything you’re doing is relevant, timely, and meaningful. That means taking a long hard look at your current marketing and revising it so it resonates with buyers and sellers and current conditions.

Remember, the market is in your hands. Here’s what you should be doing right now to keep your business thriving.

There are three basic phases to every customer’s journey: gathering leads, nurturing them and converting them into clients.

Here’s the breakdown:

Prospecting Leads: online advertising, cold calls, landing pages, website, social media
Nurturing Leads: emails, texts, phone calls, social media
Converting Leads: Seller signs contract, buyer purchases home

For many of us, converting leads right now is more difficult due to general uncertainty about the future of the real estate market and economy. But there are two very important steps in this process you can still be focusing on: prospecting and nurturing.

As the trusted advisor, your sphere of influence is looking to you to answer some tough questions, even if they aren’t openly asking them.

A picture says a thousand words, and visuals are the single best way to communicate data and hard facts.

Instead of trying to explain why the housing market won’t collapse, show them.

Here’s how to do it:

1. Sign up for a free trial of Keeping Current Matters
2. Link your social media platforms
3. Set up auto-posting
4. Add local hashtags. For example: #chicagorealestate
5. Engage with your followers

Not only are you boosting your social media marketing and growing your following, you’re providing relevant market data that educates. It’s a win win.

CRM and Database

There won’t be a better time to organize your database. Don’t have one? Create one. Make sure all your leads are labeled appropriately. That way you have a solid list of promising prospects that you can hit hard and don’t waste time.

Email

The same goes for your email campaigns. If you use an email marketing platform, now is a great time to do a deep dive and see who opens your emails. If they’re interacting, that means there’s potential. If they aren’t, you can probably write them off as a cold lead.

On that note, a tone-deaf email could make or break your brand right now. Go through all of your campaigns and make sure your emails are delivering value. That’s what will make them impactful.

How do you do that? Make sure your:

• Content has context.
• Sphere is current on housing market insights and trends.
• Marketing answers their biggest questions before they have a chance to ask them.
• Buyer presentations or listing presentations are perfect and value provers.

Website

You should also be taking this time to update your website with the latest information. Create a new landing page addressing the needs of buyers and sellers in the market right now. Update images, include SEO-charged language. Comb through every piece of your site to make sure it reflects your brand and is easily navigable by prospects.

Social Media

This is especially true for social media. If your strategy usually consisted of sharing your listings, this is a good time to pivot. Fill your feed with graphs, charts and quotes that keep your followers informed and promote engagement.

Just about every major media outlet has written articles speculating what’s going on in the real estate market or what’s going to happen. And odds are, your sphere has seen at least one of them.

For instance, a survey found that 1 in 5 people believe home prices will drop. So, share content that shows that experts are projecting that’s not going to happen anytime soon. Like, they’re supposed to keep appreciating for the next five years.

The key to creating balance in the market and helping inventory catch up with demand is building buyer and seller confidence.

Sharing information like this will do that.

Now more than ever, your leads, clients and sphere need to hear from you. They need a trusted advisor. It’s your job to educate them on the market and what it means for their real estate decisions.

As Tom Ferry, the #1 coach in real estate, says:

“We earn income in direct correlation to the value we deliver in our marketplace. Not satisfied with your income?

Ask yourself, ‘What can I do to improve and scale the value I deliver to more prospects and clients in my market?”

By keeping your contacts informed with facts and insights about what’s really happening in the market, you’re helping to calm fear while building trust and credibility with your clients.

You can do this by:

• Creating market update videos
• Sharing on social media
• Sending emails
• Sending texts
• Making phone calls

Consumers are out there. The digital space is booming. The agents that are able to adapt and create new business in this environment will not only survive, they’ll thrive no matter what’s going on in the market.

With all the uncertainty surrounding real estate today, people are searching for answers.

This is an important time to prove yourself as a valuable asset, connect and correct any misinformation with research-backed facts so that when everything is said and done, you stand out as a real estate expert that can be trusted.