3 Behind the Desk Tactics
By BB admin January 25, 2018
In the past, the tried and true methods of office drop-bys, one-on-one coffee meetings, and networking events were viable ways to grow your business. But in today's fast-paced, mobile real estate industry, tracking down your clients can sometimes feel a little like herding cats.
“Don’t go to where the puck is, go to where the puck is going to be.”
As the great Wayne Gretzky once said, “Don’t go to where the puck is, go to where the puck is going to be.” Applying this great logic to real estate, consider marketing and connecting with your clients where they are likely to be— on their phones, email, and social media. Gone are the days of driving hundreds of miles per week to meet real estate agents and spending hundreds of dollars at Starbucks. Some of the most effective activities you can do to connect with your current and prospective clients can be done from the comfort of your desk.
Try out these three tactics seasoned Title Sales Professionals are using to work smarter and not harder and leverage this business environment to their advantage.
1. Personal phone calls. Most, if not all, real estate professionals use their phones as if they were another appendage. They live and die by phone communication with their clients and prospective leads, so calling your real estate agents is a highly effective use of your time. You can have meaningful, value-driven conversations with four to five contacts per hour, touching exponentially more prospects every week. Do the numbers: if you held three one-hour coffee meetings in a day, you would connect with three agents. In that same amount of time, you could have connected with fifteen of your Realtor clients via phone and had a similar effect. Keep an eye out for our next blog post titled “Three Phone Conversations That Will Have Realtors Raving About You” for effective phone dialogue tips and strategies.
2. Engaging and consistent email communication. The real estate industry is as noisy as it has ever been and, hearing that, you may think that you should communicate with your real estate agents less. But you should actually be communicating more, and with a killer message. To be seen and noticed, you need to deliver the best content in your market. Developing and sticking to a thoughtful, result-driven content marketing strategy is proven throughout all industries, and real estate is no exception. Set up a great drip email campaign that will deliver ideas, strategies, and tips to make you look like a thought leader. The more you contribute to your real estate agents’ success (in compliant ways), the more you will be remembered when the time comes to direct title. Effective email campaigns are great top of mind strategies to retain and grow business. For more insight into effective email and content marketing strategies, see our blog post, “Your Email Drip Campaign: What to Say and How Often to Say It” coming soon!
3. Awesome Facebook Business page posts. Yes, I said awesome. Create a Facebook Business page that your real estate agents love to visit. This is the hardest and most time consuming of the three tactics, but it can win you the most business in the long run. Your Facebook Business page should be engaging, valuable, and endearing. Spend at least fifteen minutes per day on your Facebook strategy. Post industry-specific events, valuable articles, and interesting statistics. Don’t forget to sprinkle in some posts about your business and clients. Take pictures of your team, office meetings, and fun outings so your real estate agent contacts can see the personal side as well. Stay on the lookout for our “Facebook Playbook for Title Agencies and Mortgage Pros” coming soon!
We are not saying that face-to-face human contact is not a great way to win and retain business. Of course, when you can get the meeting, go for it! It will always be a great chance to build a lasting relationship. Then add on these great “behind the desk” tactics to build your business like never before.