New agents are always wondering how to grow their client database. Well, most growth comes from a solid reputation and word of mouth. That said, there are a few tricks new agents can implement to start growing their database as they learn the ropes.

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

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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

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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

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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.

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