October 19, 2017 by Jonathan McGowan in Articles
You have the contact information of hundreds, maybe even
thousands of friends, neighbors and contacts in your CRM -- but do you
know how to mine your database for listing opportunities? Here are eight
awesome ways to engage potential sellers in your sphere this fall.
1. Offer a great discount
Team up with a local car wash to offer a Buy One, Get
One deal you can print and distribute residents in your neighborhood and
sphere. It doesn’t have to be a car wash deal, of course. You could
also partner with a restaurant, bakery or any local business to give a
discount on a certain product or date. Just make sure it’s dual-branded
to represent your business.
September is one of the busiest months of the year for families with
school-aged children. If there’s an upcoming night with a school open
house, soccer club meeting or other widely attended event, partner with a
restaurant to give 15% off meals that particular evening. Every parent
will thank you!
2. Give the gift of beans
Coffee beans, that is.
Look over your CRM to find the
homeowners who have been in their homes for five years or more. If it's
within budget, send them each a $5 coffee gift card to a local chain or
Starbucks. Send a personal note, saying that you're thinking of them as
they send their kids off to school // prepare for empty nest mode //
enter their fifth year of coaching the local soccer squad.
The next time you have a brag-worthy sale, be sure to
post and boost the information on your social media channels. Here’s a
sample post to get you started:
Image overlay text: JUST SOLD IN THREE DAYS — FOR 12% OVER ASKING!
"Even in today's crazy low-inventory market, I'm still getting my
clients 8% more than the average county closing price! Call me if you
want to talk about selling your house or getting a market value
4. Host a pumpkin patch event
As October approaches, work with a local nursery to buy
pumpkins in bulk, then host a pumpkin patch event at a local park. Set
up tables with hot chocolate, coffee and apple cider to keep parents and
kids warm as they peruse the selection. In your flyer and online
promotions, be sure to advertise it as “first come, first served” to
boost excitement and get early turnout.
5. Run a jack o'lantern contest
If you’d prefer to steer clear of pumpkin distribution,
you can also hold a quick and easy pumpkin carving contest. Drop off a
flyer to every house in your neighborhood and sphere, requesting that
they enter the contest by:
Liking your business page/account on Facebook, Instagram or Twitter
Posting their jack o’lantern on their own profile
Tagging your profile in the photo along with the message:
“Boo! This is my entry for @Jane C. Agent’s Spooktacular Pumpkin
Carving Contest! #JaneAgentSpooktacular”
Track all entries via your own hashtag, then give rewards
(gift cards are great) for the scariest, cutest and most original
Post the winners (or all entries) in an album on Facebook
wall or a collage on Instagram. Tag the winners and follow up with
6. Run brand-building online ads
While you’d never forget to share a Just Listed // Just
Sold campaign to your farm, it can be easy to lose touch with sphere
contacts over time. Consider designing some general ads with your name
and expertise, then run the on social media channels targeting people
you already know. In some cases, they may be ready to list or have a
friend who needs the help of a local expert.
Wish you could run retargeted ads to your sphere on social media and highly-trafficked websites? Now you can. With SmartTargeting Sphere’s Brand Booster Ads, you can target your sphere by IP address, ensuring that they see you (and your brand) wherever they search online.
7. Share your bounty
Here’s a great idea shared with us by agent Shannon
Brooks, of Engel & Volkers Downtown Minneapolis. Rather than giving a
bag to every member of your farm, distribute the bags to your sphere or
host an event to collect the donations.
fall and spring, I drop off branded grocery bags to all the homes in my
farm, and I door knock to drop them off and ask for any non-perishable
food donations they could contribute to local food shelves. It started
off with basic paper bags, but now it has evolved into a branded bag
with my name and brand, and my lender and title partner’s brands, too!
“This started as a
great way to help my own community but after I shared it with other
agents locally and nationally, I realized it was a great strategy for
agents who don’t like to door knock in a traditional sense. Going door
to door to sell yourself can be difficult, but when you’re working on
behalf of a community need, it’s easy to speak with each homeowner and
make an impact.”
8. Share a cup of coffee or wine -- and ask directly for referrals
Asking for referrals can feel awkward, but it doesn’t
have to be. Make a goal to invite one member of your sphere out for a
cup of coffee or a happy hour each week. Chat with them about the topics
you know best — if you sold their house, ask how they’re enjoying their
new downsized abode. If you worked together on the PTA, commiserate
about the failed bake sale that only made $12. Whatever it is that
brought this person into your life, create a casual and personal
conversation that doesn’t feel forced. When they ask how you are, be
sure to remind them that your business is powered by referrals from
people like them.
Here’s a sample script:
“Business is booming and we actually just hired a new
administrative assistant so we can support even more clients. And, after
helping the developer over at Edens Bluff, we’ve expanded our reach to
the west side of Avonsdale. Do you know anyone looking or who needs help
this fall? I’d love to help them out!”
Need help finding opportunity in your sphere?
Our new product, SmartTargeting Sphere, is designed to
help agents like you find likely sellers from the contacts you already
know. SmartTargeting Sphere can mobilize ads to your entire sphere so
you’re in a position to land more referrals, while turning up the heat
on the contacts who are most likely to sell — so you earn repeat