5 TIPS TO GET NEW

5 Tips to Get New Clients

If you’ve been in the industry for a while, you’ve probably built up a healthy percentage of repeat and referral business. Although it can be tempting to just maintain those relationships rather than generating new business, there’s something to be said for staying on top of your game by never resting on your laurels. Actively pursuing new clients is not only a way to generate more business, but depending on how you do it, it could even lead to a profitable new niche. Here are just a few ways to build up your new client base. Top Agent Magazine

1Become a referral partner with industry peers

Everyone from mortgage lenders, to financial planners, to insurance agents, can be potentially lucrative referral partners for a Realtor®. You may already have great relationships with some that just need to be more formalized. But, you don’t just want to partner with anyone, make sure these are people you also feel completely comfortable referring your clients to - people who share your values and work ethic. Another avenue to consider is divorce attorneys – yes, you heard that correctly. Helping people go through this difficult period actually requires a very specific skill set. You need to be able to handle the legal aspects, as well as the emotional ones. There are numerous training courses you can take if you decide to take this route, which could end up being a lucrative and much-needed specialty.

2Cold Call Expired and FSBO Listings

This is a route a lot of agents take when they are just starting out, that usually leads to great success. You probably haven’t cold called since you started out, and this is a great skill to build up again. It will not only sharpen your sales skills, but could generate a lot more business.

People with For Sale By Owners (FSBOs) and expired listings, are usually very motivated to sell. This is a great chance for you to really hone in on why they need to hire you. Do you offer innovative marketing plans? Access to a large sphere of influence? Expired listing clients are looking for ways to sell a property that seems impossible to move. With FSBOs, you need to show them how you can get them more money in their pocket, even Top Agent Magazine

with paying you a commission. Pursuing both will really engage your mind to think outside of the box, which will not only get you more business, but make you better at what you do. 27

3Partner up with a Relocation Company

This is another niche market that you can really capitalize on if you want to pursue a new specialty. But, it is a specialty, so getting educated on the process will help you generate the business you want. It’s a complicated area of real estate, you’ll often times be helping to facilitate dual transactions, as you try and secure a property at the same time you are helping your relocation client sell their previous home. This specialty is becoming an in-demand skill in areas that have major corporate headquarters.

4Become a Builder’s Realtor® of choice

This can be a real score for any Realtor® . The competition might be fierce to land a client like this, but there are numerous ways to make yourself stand out from the rest. Gain certifications and become knowledgeable about the construction process. Be wellversed on what trendy materials, features, and finishes will add value to a property.

Get the builder on board with you by offering to take just a segment of the subdivision then wow them with your marketing skills. Take on properties they haven’t been able to sell. You can even offer to throw an open house for them. This is another way to show them the level of service they can expect from you. These clients might be harder to land, but the payoff will be enormous.

5Create a Website that Offers Real Value to Potential Clients

Perhaps the most useful way of getting contact information for people looking to sell is by adding a home valuation feature to your website. When people are first considering selling their home, finding out how much 28 it is worth is one of the first questions they want answered. By becoming a resource to potential clients (and current clients!), you just might be the first person that comes to mind when they’re actually looking to sell. Top Agent Magazine

ROB MARIN

ROB MARIN

Rob Marin’s mission as a Realtor is to help people. He began his professional career in IT for graphic design in the entertainment industry. “I ultimately realized that I was more of a people person, plus my mom was a Realtor, so making that transition seemed like a natural one,” he notes. “I had a good understanding of how the industry worked.” He then transferred all of his contacts from his former job to his new profession. That was five years ago, and Rob has loved every minute of being an agent.

He now runs Rob Marin Realty for Keller Williams in Larchmont, California, and covers the Whittier area as well as L.A.’s Westside and the Hollywood Hills. Rob reports that 90% of his business is repeat and referral clientele. “I enjoy working with others, to help them reach and achieve their goals,” he asserts. “In real estate, I take that same approach. I befriend someone who has concerns, needs or questions and approach them as a friend to help them. I am detail oriented, professional, and focused on how I can best meet people’s needs.”

His noteworthy certifications include First Time Home Buyer Certification, Seniors Real Estate Specialist Certification, Fundamentals of FHA, VA & Conventional Renovation Loans Certification.

What sets Rob apart from his peers is his strong commitment to community service as well as his charitable spirit. “I have a public commitment that for every home that closes escrow, I will donate $500 to the Women’s and Children’s Crisis Shelter.” He created and chaired a fundraiser for the Women’s and Children’s Crisis Center (WCCS) for victims of domestic abuse several years ago and is now the board’s vice president. He also works with humanitarian causes in the Dominican Republic, volunteers his computer skills to the Pregnancy Care

Clinic of Orange County, serves in leadership to junior high students, and mentors high school and college students. He’s also been an Ambassador for the Whittier area chamber of commerce for a number of years and serves on the board of the Whittier Rotary. In 2019, he was given the community service award from Downey Association of Realtors. “During my acceptance speech, I ended it by stating, ‘I believe everyone is put on this earth to help and love each other, especially those in need.’”

To maintain connection with his clients, Rob sends out a weekly newsletter. “It’s not just about real estate,” he says. “The introduction always includes something about my mother, which clients tell me they find endearing. Then I offer lifestyle tips and advice and conclude with a positive message.” He’s also very active on social media, and makes a lot of calls and texts, “I also like to stop at clients’ homes and drop off gifts that are meaningful to let them know I appreciate them.” During the pandemic, Rob says four of his clients lost loved ones to the disease. “I helped one family pay for the funeral, which meant a lot to me as well,” he notes.

Rob individualizes the process when marketing his listings, because no two properties are alike. Using his graphic design skills, Rob creates brochures and digital posts using professional photography. “I ask my clients what they want,” he says. “After all, no one knows their home better than the client.” He also utilizes mailing lists, and markets to other agents, often targeting specific regions.

Rob relishes the relationships he forges through his work. “Not only do I love helping clients through the business, but I enjoy being a resource for people in the community,” he states. “If someone is looking for a good plumber or painter, I hope they come to me first for a referral.”

When not working or donating his time, Rob can be found outdoors having fun with his two Australian Blue Heeler rescue dogs, Nalani and Kona. “I use my dogs in all of my advertising,” he laughs. He’s also big on physical fitness, working on his own home, and spending time with friends and family. To learn more about Rob Marin,

email rob@robmarinrealty.com, or visit http://robmarinrealty.com/index.html or call (562) 688-1873