New agents are always asking me how to grow their client database. Well, most growth comes from a solid reputation and word of mouth. Experience leads to referrals, which leads to a well-versed client database.

That said, there are a few tricks new agents can implement to start growing their database as they learn the ropes.

1. Speak highly of yourself

Photo by Wang Xi on Unsplash

You might not be very well-known right now, and that has to change. Tell everyone you meet that you are a real estate agent, and keep your business cards on you at all times.

It should become second nature to introduce yourself to a new person and mention that you’re a real estate agent. You’ll be surprised by how many people will mention that they (or their uncle, or their neighbor, or their best friend) is looking to buy or sell.

2. Start handwriting cards

Pixsooz /

And don’t get picky about who you send them to or what you send them for — send them for everything.

Sure, social media and hashtags are important, but are you really connecting with people on a personal level? Send birthday, holiday, graduation and anniversary cards. Keep notes on every conversation you have with your clients — even little personal details that might not seem important — because it’s those little details that make for the perfect cards and calls.

Show your clients you care. It’s the personal touches that people remember. They remember how they are treated by you and how you make them feel.

 3. Be patient

YanLev / Shutterstock

Having patience as you strive to achieve growth is essential. Your time investment is huge, and there’s no way around that if you want to grow a solid client base. Patience, persistence and a dash of charm — especially if many of your clients come through referrals — are absolute musts.

The most important way to build your client base is to maintain your relationships with the clients you already have: follow up, call back and always stay in touch.

Remember, established and new agents can’t lose sight of the fact that people are people. Are you working your relationships? In order to gain that word-of-mouth and experience needed, you are going to have to saturate the clients you do have with personalized attention and use that as your weapon for growth!

Personalize everything, pay attention to details and sell yourself to everyone. You never know where or when your next lead will come in, so keep track of who you know and how you interact with everyone you meet.

Sam Benson, SRES, is a real estate broker in the greater Walnut Creek, California, area. You can follow him on Instagram and Facebook.

Show Comments Hide Comments


Sign up for Inman’s Morning Headlines
What you need to know to start your day with all the latest industry developments
By submitting your email address, you agree to receive marketing emails from Inman.
Thank you for subscribing to Morning Headlines.
Back to top
Log in
If you created your account with Google or Facebook
Don't have an account?
Forgot your password?
No Problem

Simply enter the email address you used to create your account and click "Reset Password". You will receive additional instructions via email.

Forgot your username? If so please contact customer support at (510) 658-9252

Password Reset Confirmation

Password Reset Instructions have been sent to

Subscribe to The Weekender
Get the week's leading headlines delivered straight to your inbox.
Top headlines from around the real estate industry. Breaking news as it happens.
15 stories covering tech, special reports, video and opinion.
Unique features from hacker profiles to portal watch and video interviews.
Unique features from hacker profiles to portal watch and video interviews.
It looks like you’re already a Select Member!
To subscribe to exclusive newsletters, visit your email preferences in the account settings.
Up-to-the-minute news and interviews in your inbox, ticket discounts for Inman events and more
1-Step CheckoutPay with a credit card
By continuing, you agree to Inman’s Terms of Use and Privacy Policy.

You will be charged . Your subscription will automatically renew for on . For more details on our payment terms and how to cancel, click here.

Interested in a group subscription?
Finish setting up your subscription