Help Clients Find a Home for Sale by Bringing Farming to the Internet

Farming is an effective tool when it comes to generating leads and increasing client interest. Farming entails targeting a specific geographic area such as a neighborhood and distributing information about listings, real estate investing and industry related activity in that area.

Direct mail is the most popular method of distribution. These days, real estate agents include their website URL or blog domain name somewhere on their direct mailings.

However, many are making the same mistake. Instead of supplying potential clients with a link to the information pertaining to a specific area essentially aiding them in their quest to find a home for sale, they are providing a link to their homepage.

Why is this a downfall? People who type in the URL are being directed to information that has nothing to do with the area of interest targeted in the direct mailings.

When they see information that is of no value or interest to them they either log off or move on to another site. To stop this from happening, provide a direct URL to the information you are advertising. Why are you leaving it up to your clients to search and find the right information?

The reason clients have come to your site is to find a home for sale and because they are interested in real estate investing in that specific area and it is your job to make this as easy as possible.

Many of the top websites and blogs, (the ones with high traffic and page rankings) have web pages and categories dedicated to specific neighborhoods.

On a website, create a site map to make it easier for clients who haven’t been directed by a link to find neighborhood specific information.
For blogs, create appropriately named categories. Not only is it important to establish individual web pages and categories, keeping the information in these sections up to date is vital. Up to date information attracts those interested in real estate investing.

Another tactic that is quickly catching on among real estate agents is to buy domain names associated for specific neighborhoods. These are easy to link to your main website and just as easy for clients to remember.

A domain name that is simple and easy to remember can quickly be passed along from client to potential client and affiliated real estate agents.

Prospect Marketing for Real Estate Agents

Prospect marketing can generate a massive amount of leads if you do it correctly. Most potential clients in the housing market establish a relationship with the first agent they contact online and continue to use that agent to find a home for sale or for their selling needs.

As the agent, it’s important to open the door to the right market and then put in the work needed to establish that necessary and profitable relationship.

One of the fundamental steps in prospect marketing for real estate agents is determining which prospect leads you are looking for, i.e. those who want to find a home for sale, sellers or those looking for a mortgage.

Relationship Marketing

All relationships must begin somewhere, especially pertaining to the housing market. In order to retain a healthy relationship with your clients, you must first start out with a solid foundation.

There are four vital steps which must be followed in succession when building a solid relationship.

* The Introduction: The introduction process involves finding prospective clients to build relationships with. Keep in mind the fundamental step in prospect marketing.

Introduce yourself to prospective clients through the internet, advertisements, direct mail, referrals, networking, etc. Always make sure your prospect knows what your intentions are.

* Set up a Meeting: The meeting is where you tell your prospective clients about yourself, your agency and services. Listening to and inquiring about your potential clients is extremely important at this step. Find out what they want.

Do they want to find a home for sale or to sell their current home? Let them know you are able to provide these services for them.

* Making the Proposal: Successful real estate agents explain their services and fees. Verbally communicate, send an e-mail or write them down for your prospective clients.

* The Closing: The closing is when the client accepts your proposal. This can take anywhere from a few days to a year to happen as the housing market is constantly changing. Be patient and be available.

All four steps must be taken when building a relationship with a client. Putting forth an effort and continuing to build on a client relationship should be an ongoing process.