How to grow my real estate client base? Get these great tips

There’s no denying that clients are the heart of a successful real estate career. And if you find yourself wondering, how to grow my real estate client base, we’ll help you. 

We have some great strategies that combine the right marketing and communication techniques to turn leads into clients. Whether it’s creating your real estate website, volunteering in your community, hosting events face to face, or posting on social media, there are some smart ways to attract clients.

The bottom line is that building relationships is the most important thing you can do as a real estate agent. These relationships will drive your success this year, next year, and beyond. Every new person you meet, get to know and interact with increases your chances of making a sale. The great thing about building relationships is that even people who don’t need your services right now can still help you through referrals.

Here are some effective methods to help you achieve a successful real estate career.

Specialize in a niche market

Differentiating yourself by specializing in a niche market. It can reduce competition and enhance your appeal. Whether focusing on luxury real estate, residential properties, agricultural properties, commercial properties, or another specialty, try to establish yourself as the local expert. You can do this through targeted marketing, partnerships, and informative content.

Create your sphere of influence

Your sphere of influence includes everyone you know – family members, friends, people in your volunteer group, and acquaintances. Everyone in this circle can become a potential client when they need real estate advice or help. For example, when someone in your circle needs to sell their home or buy a new one, your warm connection will make them more likely to hire you. This is just one way your sphere of influence can benefit you. You never know what people need until you put yourself out there. Moreover, you might discover that some are interested in buying or selling a home.

Be open to purchasing real estate leads

Acquiring leads from lead generation companies is a straightforward approach. These companies advertise on your behalf, providing contact information for interested buyers or sellers. What’s more, many of them may also offer Customer Relationship Management (CRM) features, such as automated follow-ups and appointment scheduling, to streamline your client interactions.

Engage with your community

Building strong relationships within the neighborhoods where you wish to work is essential. Participate in community events, donate to charity auctions, or organize local business giveaways. Increased outreach will enhance your visibility, making you the go-to agent when residents are ready to buy or sell property. You can also boost your presence with branded items like logo backpacks, pens, or drinkware—practical giveaways that keep your name in front of people and spark conversations long after the event.

Host open houses as much as you can 

Open houses provide an excellent opportunity to meet potential buyers. If you’re hosting one, remember to collect contact information from attendees through sign-in sheets. This allows you to follow up later. And, if you lack listings to host open houses, consider partnering with other realtors who might appreciate the assistance. The idea is to expand your professional network.

Utilize your cold calling skills

While not always enjoyable, cold calling can effectively generate leads, particularly for for-sale-by-owner (FSBO) sellers or expired listings. The first step is to obtain contact information, and prepare scripts to handle objections professionally.

Leverage social media to expand your reach

Social media platforms are invaluable for client acquisition. Learn to maintain active profiles on major platforms such as Facebook, Twitter, and Instagram. It’s a good idea to share updates on your current listings, services offered, and client success stories. Also, consider using pay-per-click (PPC) advertising. It will help you reach your targeted users. Furthermore, you may utilize social media management tools to schedule posts and maintain consistent engagement.

Develop a professional website

A well-designed website is crucial for attracting online traffic. An Internet Data Exchange (IDX) site showcasing all your MLS listings is ideal, but even a basic site detailing your specialties, affiliated brokerage, track record, and contact information can be effective. With 51% of interested home buyers using the internet for their search, an online presence is indispensable.

Read more: How a website can help real estate brokers?

Contribute to news publications

Enhance your credibility by contributing to news articles. You can use platforms that help you connect with the right people. Remember that being quoted in articles positions you as an authority in your field and provides valuable backlinks to your website. The ultimate goal is to improve your search engine visibility.

Request referrals from your existing and past clients

Your current clients can be a significant source of new business. The National Association of Realtors (NAR) reports that 68% of clients found their agent through friends and family. Deliver outstanding service to encourage organic referrals, and consider offering incentives, such as gift cards, for successful referrals or positive reviews.

Join a real estate network

Collaborate with other real estate professionals, such as home appraisers, contractors, home inspectors, and mortgage brokers. Establish reciprocal referral agreements to expand your client base and enhance service offerings. This mutual support benefits all parties involved.

Offer your complimentary services

Providing complimentary services can attract potential clients. For instance, you can offer professional photography or free comparative market analyses to differentiate yourself from your competitors. And, don’t forget to highlight these services in your marketing to appeal to budget-conscious sellers.

Useful tricks of the trade that a budding real estate professional must know

• Leave the ego behind. Initially, you’ll need to reach out to clients rather than wait for them to find you. 
• Go all out and find clients. Promote yourself online and within your local community to build a solid client base. It would help if you were top of mind when someone thinks of selling, renting, or buying a house.
• Adopt a purposeful networking strategy. Focus on connecting with individuals who can provide valuable advice or financial support at networking events. Keep your real estate business cards handy for impromptu events. Set specific goals for each event and seek introductions from attendees you know.
• Enhance your time management skills. Organize tasks and allocate specific times for potential distractions. This will ensure you stay on track and productive.
• Engage your leads via email and text messaging. Don’t forget to engage undecided leads with informative emails. Include clear calls to action to encourage further interaction. 
• Overcome your fear of social media. It pays to be active on at least one social media platform to run ads, share content, and drive leads. It’s a good idea to use live video tours, client congratulatory posts, and targeted ads to reach a broader audience.
• Hire an assistant when things become too big to handle. As your business grows, hire an assistant or use virtual assistants and contract workers to handle administrative tasks and projects. This will allow you to focus on client relationships.
• Don’t shy away from requesting referrals. In fact, you can encourage referrals from current and past clients through gifts, website requests, and branded materials. 

Last thoughts

Entering the real estate industry can be challenging, especially when it comes to attracting clients. However, with persistence and the right strategies, you can build a thriving client base from scratch. And, this can be key to your long-term success. Keep in mind that consistent dedication to delivering value and maintaining professional relationships will set you apart in the competitive real estate market.

Read more: Real estate test, practice, questions

Written by Ramona Sinha. July 14, 2024

Ramona is the Senior Content Writer for Kukun. This experienced blogger uses simple and succinct words to decipher the complex phenomenon called life. She has written articles covering a broad range of topics, such as real estate, lending and mortgage, finance, business, taxation, home designs, home improvement projects, decor concepts, and more. An avid traveler, she’s a digital nomad at heart and an animal lover from the depth of her soul.