How to Get Clients as a Real Estate Agent?

May 15, 2024 by Amanda Berthelot

The real estate industry is one of the biggest business sectors around the globe and being a real estate agent can be a highly rewarding profession. On average, a real estate agent in the US makes approximately $99,000 every year. Depending on your skills and experience, you can make way more than that.

However, although it is highly lucrative, real estate agents face fierce market competition, especially from new entrants. According to statistics, the National Association of Realtors had 1.6 million members in 2022.

These figures can be stressful for someone who has just entered the real estate industry as an agent. How do I get into the industry? What to do for your branding? How to get clients as a new real estate agent? These are the questions that may pop up in your mind.

If you have just started your journey and need guidance on how to get clients as a new real estate agent, this guide is tailor-made for you.

Common Challenges for New Real Estate Agents

Rather than directly jumping to getting clients as a new real estate agent, it is important to know the challenges you may face in your early days. Here are five major challenges for new real estate agents.

1. Fear of Rejection

The first and probably the biggest hurdle for new real estate agents is overcoming the fear of rejection. You will inevitably encounter many “no” responses in this field. However, you must embrace this reality and understand that a “no” today does not mean “never.” Also, if someone is not an immediate buyer, they may need your services in the future. Therefore, stay in touch with those who say “no” at first.

2. Managing Clients’ Expectations

Often your clients might not know much about real estate except for stories they have heard. They might use terms they don’t even understand just to look knowledgeable. Sellers might ask for high prices while buyers might offer low amounts. In such situations, patience is key; teaching your clients and assisting them in reaching their real estate goals is important.

3. The Feeling of Being a Newbie

Starting as a new real estate agent can be overwhelming, especially if you are switching careers. You must expect to face challenges and make mistakes, but remember that every agent was once a beginner. One way to tackle this phase is to find a mentor for better guidance and confidence building.

4. You Earn Via Commission

One of the best and the worst things about being a real estate agent is that you mainly earn through commission. Simply put, you are responsible for your income, which means no regular paychecks until you make a sale, which may take weeks or months. The best way to go through this period is to do another part-time job to sustain yourself, or you must have savings to cover your living expenses for some months.

5. Learn to Sell Yourself First

Learning how to sell your skills is as important as selling properties in real estate. To stand out, it is important to highlight your strengths, whether negotiating or technology skills. One way to market yourself better is to hire real estate marketing agencies. Doing so will allow you to focus on skills-building in your early days.

How to Get Clients as a New Real Estate Agent—10 Expert Tips

Establishing yourself as a successful real estate agent takes time, but after taking the first step, you will see how things improve. Here are some expert tips on getting clients as a new real estate agent.

1. Contact Your Close Associates

They say “Charity begins at home,” you can do the same as a new real estate agent. Your circle of friends, colleagues, family, and neighbors can be valuable contacts. Given your existing relationships with these individuals, you might feel at ease. You can easily contact them about their property needs or if they know anyone interested in buying or selling. Also, they can help you with much-needed referrals at the start of your career.

2. Door Knocking

The conventional prospecting method of door-knocking is still among the fundamentals of starting as a real estate agent. This method allows you to target homeowners in specific neighborhoods directly. However, many agents fail to use it properly by neglecting to add value to their interactions. Offering value such as insights into a home’s worth makes the conversation beneficial for homeowners. Providing homeowners with information about their property’s value not only informs them but also boosts the chances of future engagement. This approach builds trust and positions the real estate agent as a trusted resource in the homeowners’ minds.

3. Meet New People

Networking is key to success in any professional sphere, let alone real estate. Your network can help you generate leads and get new clients. You can strengthen your network and connect with new people by:

- Joining a gym
- Volunteering
- Taking classes
- Attending group meetups, seminars, charity events, webinars, etc.
- Going to new public places like coffee shops, restaurants, etc.

However, while doing that, being open-minded and thinking critically is important. For example, when talking to strangers, you should assess how to turn them into potential clients. Again, focus on building trust and credibility by providing value.

4. Choose a Niche

Being a real estate agent opens many opportunities, but it is neither possible nor recommended that you try your luck everywhere. That said, choosing a specific area or niche of real estate to specialize in can set you apart from other agents. People prefer working with experts rather than a jack of all trades. Therefore, highlighting your specialized knowledge could attract more potential clients instead of presenting yourself as a general real estate agent. For instance, you can choose a neighborhood to work on and customize your online marketing on properties in that neighborhood. A webpage detailing the neighborhood’s history and properties can showcase your expertise. Doing so can urge clients to contact you to buy or sell there. Common niche markets include condos, farms, vacation properties, waterfront homes, golf, beach, and luxury homes.

5. Cold Calling

Cold calling is like digital door-knocking, which you do over the phone. It involves reaching out to leads without a prior connection to see if they want to sell or buy a home. The good thing is that you can do it from anywhere, such as your home or office. Success in finding your first client depends on making a lot of calls. Providing value to leads, such as helpful information, increases your chances of building a relationship. Even though you contact leads out of the blue, offering value can warm up the conversation. Giving them useful knowledge, like the worth of their house, can motivate them to consider selling. While they may not sell immediately, you might catch someone already thinking about it. Giving them the extra push may convert them into your first sale.

6. Develop a Strong Marketing Strategy

If you want to keep your relationships strong and stay on your prospects’ radar, having a clear plan for sharing your marketing materials is important. This plan might involve:

- Setting up a regular schedule for sending out your materials
- Using templates to make creating content easier
- Sticking to a consistent way of communicating with your contacts

When developing your marketing plan, think about the people you are reaching out to and what they are interested in. You might have different contacts interested in different things, so customizing your approach for each group can help you share content that resonates with them. For instance, how you market to potential buyers and sellers could differ. Adjusting your messages to match their needs ensures you are sharing content that is helpful for their specific goals.

7. Establish Your Digital Presence

Any marketing strategy would be incomplete without a strong digital presence. Establishing a digital presence can attract real estate clients without searching actively. Agents achieve this through content shared on platforms like Instagram, Facebook, LinkedIn, Twitter, YouTube, and personal websites. While some prioritize face-to-face interactions like door-knocking or cold calling, they may underestimate the power of social media ads and digital engagement. Balancing traditional methods with a strong online presence can maximize the chances of getting clients as a new real estate agent. Here are some well-known channels to establish your digital presence.

Regarding digital marketing, social media comes first because of its reach; there are over 5 billion social media users worldwide. Using social media ads is an effective way to reach potential home buyers and sellers online. It is just like placing an ad in the newspaper, but in the digital world. Social media ads can target specific groups based on age, interests, and location to connect with the right clients. For example, on Facebook (a popular platform for all age groups), your ad can appear in the feeds of people in your target area. If someone is thinking about buying or selling a home, they might see your ad and click on it, providing you with their contact details. This may create a warm lead, someone already interested in your services. Even if you don’t want to run ads initially, you can build an audience by sharing informative content on your social media profiles. You can create reels, short videos, podcasts, or even conduct live sessions. The key is to build a strong system to handle these warm leads and increase your chances of turning them into clients. This shows the hidden potential of social media advertising, which many new real estate agents underestimate.

Content Marketing

The impact of content marketing is undeniable in any business, let alone real estate. Content marketing and famous real estate agents go hand in hand because these agents understand the power of creating content. By making content, you can connect with people beyond your usual circle. When your content is good, viewers share it with others, ultimately increasing your reach. Ryan Serhant is a prime example of how content marketing can help you establish yourself as a trusted figure in the industry. He is a well-known figure in the real estate world and has gained fame among other agents and with a broader audience. Many people know him just because of the content he shares.

Website Marketing

Having a website is vital for being visible online and attracting clients. Your website can be basic—featuring a summary of your services and contact details. If you want it to be more comprehensive, add a portfolio, testimonials, and additional content like a blog or FAQ page. Moreover, you can enhance your online presence by adding relevant keywords to your services. Keywords are the words people commonly use when searching online. Using them strategically can make your content easier for potential clients to find. Building such a comprehensive digital marketing strategy on your own can overwhelm you. For this, you can let real estate marketing solutions like Infinity Curve take care of complex marketing solutions that require professional expertise.

8. Arrange Open Houses and Events

As a new real estate agent, you can organize open houses to present your skills and knowledge. Arranging open houses allows you to connect with individuals interested in buying a property or who might know someone who is. Engaging with all attendees during these events is important. Sharing your knowledge about the property or the surrounding area can also enhance your credibility with potential clients. Open house gatherings offer valuable chances to connect with people considering real estate purchases or sales. Such events usually present more sales prospects than other types of networking. Also, hosting real estate events like webinars or workshops can connect you with potential clients. These events offer valuable information on buying or selling properties while allowing for networking. Additionally, hosting social gatherings for friends and neighbors can build useful contacts. Such events provide opportunities to meet potential clients in a relaxed atmosphere.

9. Purchase Leads

Purchasing leads at the start of your career as a real estate agent might look expensive, but it is a fast way to present your skills and get clients as a new real estate agent. Buying real estate leads is a good plan to improve your business as you try different ways to find clients. You cannot just sit around and hope clients come to you, and it takes time to create your system for finding clients and deciding on the kind of clients you like working with. However, investing in purchasing leads will help you get early experience working with actual clients.

10. Be Grateful to Those Who Give Referrals

Creating a personalized hand-written thank-you message is an excellent way to express gratitude to individuals who promote your business by referring potential real estate clients. A sincere personalized note to each recipient shows appreciation and strengthens your connections. To further express your gratitude, you might consider adding a small token of appreciation like a gift card to a local business. This thoughtful gesture sets you apart from other professionals and helps build deeper relationships with your contacts.

5 Mistakes to Avoid When Starting as a Real Estate Agent

When starting, learning how to get clients as a new real estate agent is important. However, it is equally important to avoid the costly mistakes that can negatively affect your career. Here are five common mistakes real estate agents make.

1. Inability to Communicate with the Clients

Many real estate agents make the key mistake of not communicating enough with their clients. Not updating clients can lead to unhappy experiences and missed opportunities for new clients. It is important to keep clients informed every step of the process, even if not much is happening. If things are slow, explain them via call or email but schedule time each week for client communication. Also, it is important to teach clients about the buying or selling process. This helps prevent problems later. Good communication means listening to clients and meeting their needs. Building strong relationships with clients who can refer others is key. Remember, what people say about you is vital for your business.

2. Sticking to Overpriced Listings

One of the most common mistakes new real estate agents make is to stick with overpriced listings. Agreeing to take such clients can be costly when you are certain a property is overpriced. These listings demand significant time, effort, and resources, which can divert your attention from more feasible opportunities. Educating clients about market realities is vital if they insist on unrealistic prices. If they are persistent, it is better to move to other opportunities.

3. Not Choosing a Niche

As mentioned, a jack of all trades is a master of none, and people prefer niche experts. When starting your career, narrowing your focus to a specific niche is essential. Where it is important to educate your potential clients, it is equally important to educate yourself, especially in understanding your target audience and ideal clients. Specializing in a niche enhances your marketing efforts and strengthens your competitiveness against experienced agents.

4. Not Managing Your Time Effectively

Being a real estate agent is like you are a solopreneur. Working for yourself, especially from home, can lead to distractions. These distractions can be your family members, or you may be spending too much time on social media. If you want to stay productive, you have to set achievable goals every day. It can be communicating with past clients or reaching out to potential leads. Focus on tasks that generate income, like networking or following up with leads. This helps you stay on track and grow your business.

5. Not Having a Solid Business Plan

To succeed as a real estate agent, you need a business plan outlining your goals, services, budget, and marketing strategy. Regularly review this plan to track progress and adjust for overspending or goal changes. This practice is vital for both new and experienced agents.

Frequently Asked Questions

How do I brand myself as a new real estate agent?

As a new real estate agent, learn how building your personal brand can enhance your career. You can start by determining your core values, setting yourself apart from others, designing attention-grabbing visuals for social media and property listings, producing content for both online and offline platforms, and maintaining consistency across all marketing channels.

How do I introduce myself as a new real estate agent?

Some highly recommended practices for introducing yourself as a new real estate agent include greeting, mentioning your background, talking about your relevant experiences, explaining how you can help with your potential clients’ real estate needs, and providing contact methods.

How do you talk like a real estate agent?

As a real estate agent, it is important to be genuine and grateful. Listen to your potential clients and contacts with intent and be humble. Don’t just ambush leads and potential clients with calls or emails. Most importantly, be honest and always end your conversation positively.

Conclusion

Being a real estate agent can be a highly rewarding career that offers financial freedom and convenient working hours. However, navigating this lucrative field can be challenging, especially for beginners. New real estate agents face common challenges such as fear of rejection, managing client expectations, and the pressure of commission-based income. Overcoming these hurdles requires patience, mentorship, and a strategic approach. Moreover, getting clients as a new real estate agent requires a mixed approach including building a network, door knocking, cold calling, niche specialization, and a solid digital marketing strategy.

At Infinity Curve, we provide comprehensive customized marketing solutions to boost your visibility and elevate your real estate brand. Feel free to send us a message or give us a call to discuss your realty marketing needs.