Top 10 Real Estate Agent Marketing Tips To Find Buyers

It’s estimated that more than 83% of homebuyers go through a real estate agent or broker.

The same NAR study also showed that more than 73% of buyers spoke with only one agent before deciding to move forward.

That means if you’re not the first person they get in touch with — your chances of working with them are incredibly slim.

If you want to make sure you’re the first agent they contact, you need to generate your own inbound qualified buyer leads.

In this guide, I’ll break down 10 different ways you can ensure you’re the first agent they reach out to and how you can make your mark in your local area.

#1 – Build Your Brand

One of the first things you need to do as an agent is establish a website and start building your presence on social media platforms.

When someone searches for you online, you want to put your best foot forward.

A great website will show your potential leads exactly how you can help them, how you’ve helped other people like them, and which listings you currently have available.

It becomes your digital hub online and gives potential prospects a place to keep visiting as they look through your listings.

They’ll also be able to learn about you before ever reaching out — making that initial conversation significantly smoother.

Establishing your own website and building your brand online doesn’t have to be difficult, either.

With a tool like Carrot, you can have a professionally-designed website up and running in just a few short hours.

With it, you can use their built-in design templates to perfectly match the brand look and feel you’re going for while also including baked-in elements that turn website visitors into new qualified leads.

Then, you can start sharing your website and listings across social media platforms like Facebook, Instagram, YouTube, TikTok, and others.

#2 – Showcase Your Knowledge

After you’ve established your website, the next step you need to take is making sure it’s showing up in the major search engines like Google and Bing.

Since Carrot websites are naturally optimized to rank well in the search engines, the only thing you have to do is showcase your area knowledge and expertise on your blog.

Then, when someone searches in your local area, your blog posts (and website) will show up in the search results pages, making it easy for them to find you first.

A strong content marketing strategy can become the foundation of your inbound buyer leads, when you do it the right way.

To get started, you’ll want to use a tool like Wordstream to figure out what people are already searching for in your local area.

When you’re using it, search for the local areas that you have listings in — as well as the areas that you want to obtain listings in.

Then, after you’ve pulled keywords from Wordstream, you can create content specifically around those.

As people search, your content will appear in the search results, giving you the opportunity to connect with new buyers and showcase your expertise.

#3 – Stay In Touch With Prospects

While more than 83% of buyers use an agent or broker to purchase their home, many of them do not do it as soon as they reach out to an agent or broker.

It’s pretty rare that someone makes first contact and is ready to start signing papers to purchase a new home right away.

That means you’re going to need to stay in touch with any visitors to your website and prospects that have reached out to connect with you.

You want to focus on nurturing the relationships you have with them because, for some, it could be up to a year (or sometimes even longer) before they’re actually ready to buy.

You don’t want to let them go cold and find another agent or broker during that time.

To solve this problem, you can use email marketing and text message marketing to stay in touch with them while they’re warming up and getting ready to finally purchase a new home.

You can send everything from monthly updates and local area roundups to more direct response-related messages that help people move forward in their decision making process.

Using other strategies we’ll give you in just a second coupled with your email marketing campaigns is a great way to stay top-of-mind with them and be remembered whenever they are ready to move forward.

#4 – Use Virtual Staging Software

One of the best ways to get a potential prospect to move forward is by showing them the inside of a home you know they’re looking for.

Online and virtual staging saves you a TON of time and lets your prospects get to experience multiple different properties from the comfort of their own home.

Plus you can do it without physically staging the properties — which costs a TON of money.

When you showcase these on your website (and in your email marketing campaigns) you can help potential buyers experience the property before actually visiting it.

They’ll get to see how to make the best use of the space and what it could look and feel like if they lived there.

This is especially true in a post-pandemic world where savvy agents have realized they can take their open houses online, saving them time and money and making the buying process even easier.

#5 – Leverage Paid Advertising

When you have each of these strategies in place, you’ll naturally want to put your marketing on overdrive by leveraging paid advertising campaigns.

What you don’t want to do, though, is start running paid ad campaigns until you have the necessities in place.

You want to ensure your website is established, that you have a strong content marketing foundation, and that you’re collecting information so you can stay in touch with visitors and leads as they come in.

Without these in place, you’ll lose a good portion of the visitors that land on your website.

Fixing these leaks with strategies like collecting information, grabbing and keeping attention with your content, and proper followup campaigns is critical to making paid advertising work.

The good news is, though, that once you’ve addressed any leaks in your marketing strategy, paid advertising can be one of the best ways to generate a steady stream of qualified buyer leads.

#6 – Shoot More Videos

Today, more video content is consumed than ever — and it’s only set to grow over the coming years.

If you’re not already picking up your phone or camera and shooting videos on a regular basis, you’re missing out on a great way to convert attention into a new qualified buyer for your business.

Whether you’re giving a quick update on something happening in your local area, like an upcoming event or new school opening, or you want to put a drone in the air to do an aerial showcase of a property, shooting more videos helps you gain more exposure.

And it’s super simple to do.

The videos you create don’t have to be professionally edited.

You don’t need $10,000 worth of camera equipment or a full team of people to help you.

Sometimes, the most authentic method you can use is to simply grab your phone, hit record, and start talking into it.

But these promotional videos help add a human touch and start cultivating an emotional connection with potential clients, helping you differentiate yourself from your competitors.

#7 – Optimize For Search

With a combination of Carrot and Wordstream, you can create content focused on specific keywords that people in your area are looking for.

This helps you appear in the search results pages so potential leads can find your website, look at your content, and decide whether or not they want to work with you.

But truly optimizing your business, brand, and website for the search engines goes a bit deeper.

One of the best ways to think about search engine optimization is like looking at it as a popularity contest in high school.

Think about a high school prom that votes on who will be the prom king and prom king.

Whoever in the class gets the most votes gets elected to be king or queen.

When it comes to search engine optimization, your website can be voted to be king or queen if you have other websites casting their votes for you — in the form of linking directly to your website.

And when you have more links pointing to your website than your competition, your website shows up higher in the search results pages than theirs do.

To make this happen, do newsworthy things in your local area. Go out of your way to make sure you’re being mentioned by other people’s websites — whether that’s through networking or through your achievements.

Doing this will ensure that you have more links pointing to your website which, in turn, gives you more opportunities to rank higher and drive all that search traffic to your website instead of your competition’s.

#8 – Partner With Local Businesses

A great way to get more links pointing to your website while ALSO establishing a strong referral network is through partnering with local businesses.

Partnering with contractors, attorneys, staging companies, news outlets, local charities, and other types of small businesses is a great way to generate referrals.

You can also partner with local news outlets, newspapers, magazines, and columns to be featured as a guest contributor for their publication.

The key here is making sure you’re developing mutually-beneficial relationships.

#9 – Find Motivated Cash Buyers

You can learn a lot from how investors and wholesalers find buyers for their businesses.

While they primarily focus on finding cash buyers, you can find the same motivated buyers by using the same strategies they use.

One of the most common tools used by investors for finding qualified cash buyers is Propstream.

With it, you can find people who have certain factors in common that would signal they’re either in the market to buy a home right now or that they will be in the near future.

Then, when you’ve established a list of potential prospects, you can reach out to them to begin building and nurturing a relationship with them.

To see how effective this strategy can be, and to learn from top investors on how they do it in their own businesses, check out our guide on How To Find Cash Buyers now.

This strategy works great for finding investors who purchase properties with cash but, with a bit of creativity, can be used to find local homebuyers before they enter into the market.

#10 – Reach Out To Them First

After you’ve generated your own list of potential buyers, the next step is reaching out to them first.

You can use a wide range of strategies from cold calling to door knocking but, in our experience, one of the most effective (and profitable) is direct mail marketing.

This is especially effective when used in combination with your email list and buyer leads that you’ve generated through your content marketing, SEO, social media marketing, and paid advertising campaigns.

Since most buyers may not be ready to move forward right away, staying in touch with them will help them remember you when they do make the decision that the timing is right.

To see how savvy agents are using direct mail to stay in touch with buyers (and get more listings), check out our guide on Direct Mail For Real Estate Agents In 2024.

When you use each of the strategies on this list in combination with direct mail, driving more qualified buyers to your business becomes a lot easier — and a lot more predictable.

The key, though, is using them in combination.

Don’t just set up your website and hope for the best.

Make sure you’re active with promoting your website, establishing strong relationships with your network, and tapping into different traffic sources like social media, SEO, and local marketing.

When you do, you’ll show up in front of buyers at the right time — and give yourself the opportunity to become the only agent they speak with before they move forward.

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