Creating Value Connections with Clients and Leads
Do you want to buy a house?
We’ve all seen that caption on a realtor’s Facebook page or Instagram. It’s paired with a stock image, or some clip art.
“Call me,” they say.
But there’s no value, and no connection!
When you’re constantly just pinging your leads, asking them if they are ready to buy or sell, they aren’t going to answer the phone. In fact, when they decide that they are interested in buying or selling a home, they aren’t going to contact you - they’re going to go with a friend, or maybe a relative.
What would happen if instead, you shifted how you approach your leads? Provide them with exceptional value, and you’ll be amazed at how your conversions increase!
Kevin DaSilva, an agent in West Los Angeles, is here to share some of his best tips on the #REalAdvice podcast. Don’t miss the full episode HERE
Provide Service Through an Email List
Through his career, Kevin has amassed an email list of roughly 1700, and sends out weekly emails.
These emails are more than just giving a list of what is available on the market. Instead, they are carefully curated to provide value and achieve different results.
Here are a few examples of what Kevin sends his email list:
State of the Market email - general status of the real estate market in the area
Email that shows latest houses sold - this email is meant to attract people who are interested in selling! They’ll see the results that he is getting!
Email that shows what’s available - this email attracts those who are interested in possibly buying; it just shows them what is out there.
Kevin’s email list is a way that he provides consistent value to his leads, without being pushy and constantly asking them if they’re ready to buy or sell.
Provide Value on Social Media
If you’re thinking that you don’t have the budget or the skills to use social media well, then it’s time to change your thinking.
It costs nothing to pull out your phone and take a short video clip when you’re at a home inspection, or showing a home to a client.
You can use a phone-based editing tool to put together a short video that shows your clients just how much you do to serve them! They’ll be impressed at the short videos, showing just how much you really do to serve them.
Don’t be afraid to go live on Facebook, or Instagram to help create those connections.
If you feel like you don’t have something of value to say, that’s ok! Post something that will help create that connection with your clients. In the end, that will be incredibly valuable because it strengthens the connection that they feel with you.
The Digital Age Report estimates that the highest percentage of leads comes from organic social media posts, so get out there and post!
And if you’ve let ad costs stop you from advertising, then you might want to try again. Kevin frequently runs Facebook ads for less than $5 a day.
Change the Industry by Providing Value
Negative perceptions of the industry run rampant, but there are ways that it can be rectified.
“Go the extra mile,” Kevin encourages.
You can’t just post online and that’s it; you have to help your clients get the best that they can.
Purchasing a house is, after all, probably one of the biggest purchases that a person will make in their lifetime. You can help them make the process as smooth as possible!
If you’re willing to help your clients find the absolute best house for them, and help advise them based on your expertise, they are more likely to give glowing referrals.
These referrals will keep your inbox full of new leads, ready for you to help them buy or sell a house.
Social media connections can help you escape feeling desperate for commissions, and constantly pinging your leads, asking them if they are ready to buy. Focusing on creating personal connections, and providing value to your clients will help build trust, so that when they are ready to buy or sell a house, you’re the realtor on their mind.
What are some ways that you provide value to your leads, and try to connect with them? Are you using social media to build those connections? Tell us in the comments.
And don’t forget, catch the full episode of the podcast interview with Kevin below: