Build Relationships and Leads Will Follow

Starting out in the real estate business (or any business for that matter) can be a little anxiety inspiring. The initial stage of getting off the ground is always a challenge. There are plenty of ideas out there on how to get new business, but one of the best ways to build your business is by building on the relationships with your current clients. If you offer outstanding service and do the job right, you will get the referrals. Word of mouth is still one of the best marketing tools a business can ask for.

Always keep your seller in the loop - give them information and updates as to how their home is being marketed, provide prompt feedback from buyers who have seen the property. Make sure your buyers have the new listings as soon as possible.

When your clients seal the deal send a gift card or a bottle of wine. Give a gift for possession. It shows your client that you recognize this milestone in their life, and the personal touch makes all the difference. "When we moved into the new house there was a lovely gift basket filled with fancy preserves, crackers, chocolates and champagne from our realtor," says one new homeowner. "We had a little celebration picnic in our new home."

Consider implementing a customer satisfaction survey - after your business is done, give your client an opportunity to provide feedback. Set your ego aside and consider this an opportunity. Take the time to really learn from what they say - and find ways to improve in areas that might not be your traditional strengths.

Even after a deal is done, remembering your clients will show them that you think they are important, that you appreciate their business. Depending on the client you may want to offer personalized notes, email messages, website links and newsletters.

Not only is this good interpersonal relationship building, it will also build your reputation as a caring professional earning you well deserved referrals and repeat business. For repeat clients you might consider lowering your commission slightly, as a thank you for the continued business.

As much as you might want to, resist from asking clients to refer you. It's cheesy - by providing great service you will naturally come to mind in conversation, which is far more genuine. Continue to offer services that will ensure your name is easily recalled in the community.

One way to do this is by being active in the community - sponsor fundraising events for local causes, family events, etc. Go farther by becoming a community resource - after all this is your market, you should know it well. You want to be the person people think of when they need local info - like where to go for the best Chinese food in town or what family friendly activities are being offered in the neighborhood. Be a wealth of information for new comers and established residents alike. Also develop other sources for referrals: HR departments for corporations in the area and relocation companies are a good place to start.

When you do get referrals, regardless of where it came from, remember to send a thank you note to the person who referred you.

By establishing your reputation as a thoughtful business person who is active in the community and willing to go the extra mile to provide exceptional service, you will find your business grows on its own and your reputation in the community will grow with it.

A New Approach to Suburban Home Marketing

The American dream is changing, and real estate professionals are doing their best to keep up in order to sell homes. Many buyers still want a big house in an uncrowded neighborhood, especially if they have a family, but there are conditions attached now. Long commutes into the city are more of a deal breaker now than ever before, and areas without a nearby business community, parks infrastructure, or future-proof layout are generating less interest. Realtors working in the suburbs must now learn to identify and market smart growth, and a well-rounded lifestyle, as well as the old ideals of comfort and privacy.

Soaring gas prices have made the suburban commute a tough sell, but rail lines are a cheap solution in many metro areas. Cities with long-established commuter rails have upgraded their routes to accommodate growth, while cities that expanded rapidly during the mid-20th century are building new commuter lines. One example of a large center with a newer commuter line is Vancouver, BC, Canada, where an extensive line called the West Coast Express opened in 1995. An area like suburban New Jersey offers well-established commuter railways, but here too the traditional routes are augmented by new routes, such as the Morristown Line which runs 40 miles between Hoboken and Hackettstown. Real estate agents who know the rail routes in their area, and stay on top of development plans, can help more buyers find a suburban home suited to their needs.

The high-tech bio-tech industries have brought another marketing angle to the suburban home market in recent years. Many companies in these rapidly expanding sectors operate at the outskirts of large metro areas, where they can develop large campuses and research facilities employing thousands. High-tech and bio-tech professionals can live in low-density neighborhoods, and avoid a lengthy commute altogether, if they find a home near their campus. Realtors sensitive to the high-tech market will find these home searches easy to accommodate.

Other new marketing angles for suburban real estate can include high quality school districts, parks systems, improved inter-municipal planning, outdoor shopping plazas, cheaper home prices, and a larger new home inventory. Knowing what makes these areas attractive to buyers will help real estate professionals close more deals, and promote smart growth where they live.