Top 5 Things New Agents Should Do to Build Their Client List

Robbie Breaux, Licensed AgentAugust 1, 2022

Business,Person,Reading,Emails,On,Smartphone,And,Laptop,Computer,ScreenBetween memorizing property law and ethics in real estate school, you kept yourself motivated to study for the state exam by daydreaming about walkthroughs. You finally passed! You’re a licensed realtor and can’t wait to help your new clients imagine family BBQs on the sustainable, low-maintenance deck or snuggle up together under vaulted ceilings while watching movies on rainy days. Your client smiles, looks at you and you freeze. She is your Aunt Beverly who gets vertigo under high ceilings and prefers staying indoors with her cat, Larry. Yet, she’s the only person you can imagine who is looking for a new place to live.

Putting a client list together can feel overwhelming. Here are 5 things you can do to branch out, build your database and become recognized as an expert in the housing market.

1. Start Your Client List Now

There’s no doubt that you’ve been told to build your client list and email database as soon as possible. Don’t underestimate how important this is. A lot of agents will wait until they’re “settled in” to create it and regret not starting it much earlier. Begin by looking at your sphere of influence. Include all of your friends and family members, including aunt Beverly, people you’re affiliated with at the gym, church or other extra-curricular activities. These people are the foundation of your database. They already trust you, so you don’t have to prove yourself to them.

Don’t worry if the list seems small to start with. Just start something and get into the habit of returning to a designated place where your list can grow. There are a lot of great resources out there to help you organize your lists. Don’t overcomplicate it. A simple Excel spreadsheet will work to get you started. Once you have the names, phone numbers and email addresses down, you can look into more advanced options that help you build your database. The point is don’t wait, get ahead of the game and make your list today.

2. Make Your Interactions Personal

Executives,Discussing,Over,Computer,In,OfficeSending Facebook messages and mass texts is not personal and doesn’t feel organic. An old-school handwritten letter, face-to-face meeting or phone call builds a greater bond with leads and establishes a relationship. If you can’t meet face-to-face, a video call is a great option because, after seeing each other digitally a few times, it shows your client, or potential client, they have your full attention.

Communication is an art form and your most valuable tool in standing out. Show the people you want to attract that you’re willing to go the extra mile for them, you value their input and care about them as a person. These personal touches will shift your business from being transactional to forming lifelong relationships you can draw upon throughout your career.

3. Stay Relevant

Fall back in love with email and share relevant topics. It’s still the most common way people share important information. Everyone has at least one email address and it’s how most businesses share communication.

If you want your emails to stand out, you have to offer information that matters. Keep up with what’s new in the local real estate market and send tips that are helpful. Market updates like local inventory and interest rates are relevant. Personalize content by sending landscaping or interior design articles to leads that share an interest in these topics. Sending out regular emails with thoughtful content will keep you top-of-mind when your prospective clients are considering a move and will build your credibility.

4. Align Yourself With Success

Happy,Successful,Multiracial,Business,Team,Giving,A,High,Fives,GestureGet yourself lined up with a successful team to see agents operating on a high level. Find an agency that aligns with your core values and will help you with continued training. Their success will be part of the culture, and you’ll learn how to negotiate, ask questions and navigate difficult situations. If you’re working with a successful agency, they’ve made it that far for a reason. You could go out on your own. In that case, your commission is more. Keep in mind that an agency is spending more on marketing to stay relevant than you’ll make in a year. You also won’t have to deal with overhead, signs or advertising because the team takes care of it. By sharing in their marketing strategy, you’ll automatically be dialed into a pool of clients. That way, you can spend more time focusing on your clients and growing your database.

5. Social Media

While your direct communications should still be heavily focused on phone calls, face-to-face interactions and email, you can gain the attention of a broader audience by leveraging social media. This is a place to post digestible content, establish yourself as an expert and remain top-of-mind.

Videos are a great way to grab attention and can be used over and over again across all platforms. Create short segments that are easy for people to watch. Record interviews with other agents or unique features in a home you’re selling. Create a vlog about the market and real estate experiences. Videos feel personal to the audience, build trust and open a door to a possible relationship.

Also, in all online conversations shared or opinions expressed, stay professional. The way you speak about challenging situations can make or break your credibility. The next time one of your followers thinks about making one of the biggest decisions of their lives, buying or selling their home, you want them to think of you as the person who can handle any situation with ease.

About the Author

Robbie grew his business rapidly at an independent brokerage, to the point he decided to form a team. Not only to help him in his growing business, but to help others achieve their goals. After consistently being the top producing agent and team at that brokerage, Robbie decided it was time to move on to new challenges backed by a nationwide brokerage to better serve his clients.

Robbie Breaux Team agents have a tremendous drive for achievement and are always enhancing their skills and education. We have an aptitude for applying the latest technology to our work in real estate. Technology allows Robbie Breaux & Team to serve clients more effectively and gives a clear advantage when it comes to locating and marketing homes.

Last Updated: 8/1/2022