What is the best way to get real estate customers?

I agree with Agent Smith. Networking & referrals are the best long term strategies. However, you will be out of the business before those pay off for you. Like it or not, I think you will have to do some form of direct marketing so you can eat for the first year or so.

Also, make sure you know how to network before you show up to an event. Don't be that guy handing out cards left and right trying to talk about what you do all night and looking for a sale. Focus on everyone else and how you can help them. Listen and ask questions. Know what to say when someone asks "What do you do?". The answer is not "I'm a realtor".

Originally Posted by Derek I agree with Agent Smith. Networking & referrals are the best long term strategies. However, you will be out of the business before those pay off for you.

I've seen that viewpoint before but I don't subscribe to it.

When I mention "Networking" by the way I'm not talking about "Networking Events" or such. I'm talking about building a "Network" of mutually supportive and trusting relationships. There is a book called, "Power Networking" by Donna Fisher & Sandy Vilas. Their book covers this quite well. :wi

Agent Smith,

How long does it take to cultivate one of these networks of supportive and trusting relationships? How do you get started?

Originally Posted by Derek Agent Smith, How long does it take to cultivate one of these networks of supportive and trusting relationships? How do you get started?

That depends? How big of Network are you building? How much time are you investing? How good of a job are you doing? etc., etc.,

I've met people one day who sent me a referral the next. It happens... more than some might think. :wi

Originally Posted by Agent Smith I've met people one day who sent me a referral the next. It happens... more than some might think.

True Fact. :bg

Originally Posted by realtor Ok, how about if I make referrals my main focus and prospecting Expired Listings and FSBOs second? When you say prospecting that means telemarketing right? Do you think a website is a good idea for someone just starting out? Will networking, prospecting and a website be enough or should I start advertising once I make some money? Where is the best place to advertise? Thanks, Val

The easiest and best referrals come from your existing clients. Therefore, the most difficult and least productive time to get referrals is when you are new in the business and have very few clients.

When we talk about “prospecting” with Realtors, we primarily mean high probability telephone prospecting to Expireds and FSBOs. That is very different from “telemarketing,” which generally equates to “cold calling,” an onerous activity.

Telephone prospecting, done well, can be highly effective and enjoyable.

Developing a productive website is expensive and time consuming.

The most successful Realtors that we know do not do much advertising. Most of the advertising that they do is in the form of postcards directed to:

1. Their existing client base; and

2. The few neighborhoods that they are “farming.”

Networking is one of the least productive marketing activities. The exception is people who have a natural talent, marked by a compulsion, to do it.

Originally Posted by JacquesWerth The easiest and best referrals come from your existing clients. Therefore, the most difficult and least productive time to get referrals is when you are new in the business and have very few clients.

It's true, the easiest and best referrals do come from existing clients. However those are not the only sources. The more people (This includes friends, family, neighbors, vendors, etc.) on your side that know what you do (exposure) the more referrals you will receive.

Originally Posted by JacquesWerth Telephone prospecting, done well, can be highly effective and enjoyable.

I'm currently not grasping how an agent would consider calling hundreds of prospects each day, with a small conversion rate, as being "effective" and "enjoyable". I am open to different viewpoints. What makes this effective and enjoyable?

Originally Posted by JacquesWerth Developing a productive website is expensive and time consuming.

I'm not sure this is the case any more. I think you can get a Point2 Agent site for about $40 month including the hosting.

Originally Posted by JacquesWerth Networking is one of the least productive marketing activities.

In your opinion, what makes Networking one of the least productive marketing activities and what do you consider to be one the most effective marketing activities?

As a middle-aged 1-yr rookie in realty with lots of corporate industrial purchasing experience, the farming has been the least productive for me in my first year. Working my network has accounted for 50% of the few transactions I did. The other 50% came from working leads off of other agents signs.

I also have a website, very inexpensive. It may not win any website awards, but, after 8 months, I'm getting hits and leads.

I tried the door-to-door, FSBOs, calling - and quickly learned I don't like the "cold" calling. I'll admit I may need to change my attitude a little (switching from purchasing to sales), but its much more enjoyable chatting with people and adding them to my network. Yes, leads are starting to come from that effort.

Originally Posted by Agent Smith I'm not sure this is the case any more. I think you can get a Point2 Agent site for about $40 month including the hosting.

For anyone considering building/buying a real estate website check out Real Estate Webmasters.

Morgan (aka SEO GUY) builds the best real estate sites I've seen so far and his prices are ridiculously low. He even provides a Real Estate Forum where you can ask questions about his templates and anything else that relates to real estate.

Originally Posted by Jeff Blackwell For anyone considering building/buying a real estate website check out Real Estate Webmasters. Morgan (aka SEO GUY) builds the best real estate sites I've seen so far and his prices are ridiculously low. He even provides a Real Estate Forum where you can ask questions about his templates and anything else that relates to real estate.

I have another long day ahead of me but when I get back tonight I'll check it out. Thank you for the recommendation. :sm