The eCampaignPro Blog

The latest news from the eCampaignPro Headquarters

08 Oct

5 simple tactics to get referrals from customers and other real estate agents

by Robert Dodd in Email Marketing | Social Media Marketing

Let’s face it the real estate industry is very competitive. According to the National Association of Realtors, as of July 2019, there are over 1,383,010 members and over 1,100 local associations across the US. With so many realtors saturating the market, prospects have many options for choosing their next agent.

 

That’s why it’s crucial to build your business through referrals. Furthermore, NAR recently reported that about 75% of an agent's business comes from referrals and word of mouth.

With that much growth potential coming from referrals, the savviest most successful real estate agents focus on activities they can do to increase and amplify the number of referrals they receive.

Here are five great ways to increase your real estate referral business:

 

#1:  Send post-closing surveys to customers.

Once you’ve closed a deal, your relationship with your customer should not end there. A great way to get referrals is to send them a post-sales survey where they can rate your experience and provide testimonials. A company like YesInsights is a great way to facilitate that communication. It’s a tool that allows you to send post-closing surveys to your customers, asking questions about your service and their experience working with you. At the end of this survey, you can ask them to refer you to their friends and family providing they had a positive experience working with you.

#2: Build relationships with other real estate professionals

There are a lot of moving parts in a real estate transaction. Just think of all the people that are typically involved. There are mortgage lenders and brokers, home inspectors, construction firms, attorneys, title companies, insurance agents, and of course, other real estate agents. Building strong relationships with these different individuals is a great way to have trusted experts provide you a referral.  By working together to cross-promote each other’s services, you will be able to increase your referrals exponentially. In fact, according to a report released by ReferralExchange.com:

 “The number of agent-to-agent referrals received remained steady in 2018 from 2017. Twenty-five percent of agents received between 6-10 referrals, and another 19 percent of agents received between 11-25 referrals last year.”

Furthermore, the report stated:

"Referral fee earnings were strong in 2018, with some agents earning more than in past years. The number of agents earning between $20,000 and $50,000 in referral fees increased to 20 percent last year from 17 percent in 2017."

Another great way to get referrals is to use a tool like eCampaignPro. It allows you to build an opt-in list of real estate agents anywhere in the US that you can send emails to introducing yourself so that you can begin establishing relationships with them.

For instance, say you are a south Florida real estate professional who deals with a lot of seasonal buyers from up north. You could reach out to agents in Chicago or New York and introduce yourself, letting them know that you are a local expert and would love to work with any of their clients who are thinking about relocating. Putting together a professional-looking email that lists your experience, qualifications, client testimonials, and any referral fees you are offering is a great way to build your referral pipeline.

Here is an excellent example of a Naples Florida agent using eCampaignPro email marketing to build a list of agents in specific Northern states promoting his 50% referral fee.

Dennis does a great job highlighting the value he provides, his qualifications, and 5 star Zillow reviews to show the agents receiving this email that he is a trusted source and that any client they refer him is handled with courtesy, professionalism, and respect.

#3: Establish a post-closing email sequence providing useful tips and local resources.

Sending a follow-up email to your customer is a great way to stay top of mind and make sure they do not forget you. These emails can provide useful homeowner tips, information about upcoming local events in their new area, or even a few restaurant recommendations.  Continuing to be helpful after the sale will go a long way when it comes time for that future referral. It also allows you to build trust with your customers and increases the chances they refer you to friends and family. eCampaignPro provides an easy way to upload your customer contacts and then set up several emails on a schedule that can be deployed automatically over a pre-determined time period.

#4: Display customer referrals on your website and social channels

Another great way to get more referrals is to display them on your website and your social media channels. Once you collect positive client feedback, from things like surveys or a Zillow review, you can show them on various pages within your website. Another tip is, capturing your happy clients, post-closing with a video, or a picture, then displaying that on a testimonial page of your website, Facebook or Instagram feeds providing social proof allows you to influence potential customers even more. For instance, one of our clients, Heather Palo, does a great job of doing this with consistency. Check out her Twitter, Facebook, and Instagram feed here.  

#5: Provide an incentive or referral rewards program

Create a contest or incentive around client referrals. An incentive could be anything from a Starbucks gift card to dinner at a local restaurant or a gift certificate to a home improvement store. Of course, nobody knows your customers better than you, so choose incentives that will appeal to them. Rewarding your customers for referring business to you will show your appreciation and increase the likely hood that they refer you to a new client or use your services again in the future.

In Conclusion

Real estate referrals are a fantastic way to grow your business and keep your pipeline full. Taking the time to employ some of these tactics outlined in your marketing, communication, and branding efforts will help you establish yourself as a caring, expert that always provides a high degree of service. The stronger the relationships you build, the higher the chance you have of receiving a referral.

Let me know in the comments what methods you are currently using to increase your real estate referral business and if any of these tips worked for you.

If you would like to discuss how my team at eCampaignPro can help you grow your referral business contact us or give one of our marketing experts a call at 888-362-4547

30 Aug

Creating the Perfect Open House Real Estate Email Flyer

by Robert Dodd in Email Marketing | Open House

How to conduct an open house campaign

Open Houses are one of the many tools agents have at their disposal for generating interest in a new listing. Marketing the open house to fellow agents and prospective buyers is an extremely effective way to help attract a potential buyer. eCampaignPro allows you to quickly and easily create open house email flyers that you can send to fellow real estate agents and prospects to generate some buzz.

 

The first step in using eCampaignPro to have an effective open house campaign is to target the right audience.  There are two ways you can do this. The first way is to upload a list of your personal contacts or SOI (Sphere of influence) and invite them to your open house. The next way is to invite your fellow agents in the area to attend and bring any potential buyers. 

To build a list of agents to target eCampaignPro has a tool that allows you to search for local agents in your market and invite them to attend and bring their clients. 

In the link, you will find a full tutorial on how to How to utilize eCampaignPro’s agent request tool.

Once you have requested your requested agent lists, it’s time to start crafting your open house email flyer for this campaign.

eCampaignPro’s Campaign Wizard is a powerful, user-friendly tool for creating real estate email flyers and distributing and sending them to your audience.

For an open house campaign, you want to prioritize the critical facts, such as the time, date, location, and price of the listing.

Below you can find a helpful video on how to use the Campaign Wizard:

Make sure to use space on the email flyer to talk about any promotions you will be doing at the event, such as special offers or giveaways. Also, be sure to emphasize information that will catch other agents’ attention, such as commission incentives or additional seller bonuses offered. Furthermore, don’t forget to highlight if you are having a giveaway or if refreshments are being served. These types of details allow you to gain the interest of the area agents and increase the likely hood that they will attend.

For instance, the open house flyer below does an excellent job of highlighting all the critical aspects of the open house. It clearly shows the day, time and address of the open house. There is a clearly defined benefit in the form of a $500 bonus for a full price offer and a 3% commission. It also has a clear CTA (Call to action button) allowing explore the listing.

 

Example open house real estate flyer

Pay special attention to the subject line of the campaign’s e-mail. It should include things to catch an agent’s eye, such as a seller’s bonus and relevant information like the date of the event, while still being succinct.  For the best open rates, keep your subject lines less than 6-10 words long with the ideal being about 3-5 words.

To maximize attendance, you will want to send out your first open house email flyer 4-to-5 days before the event, giving agents time to plan to attend, and reach out to you ahead of time with any questions about the listing or incentives.

Once the campaign is sent, you can use eCampaignPro’s analytic tools to see which recipients have engaged with the open house invitation.  Then you can create a segment of engaged recipients from the first campaign to create follow- up campaign a day or two before the event.

This follow-up campaign can either be a duplicate of the first campaign, or you can send a personal outreach in the form of a letter to the engaged recipient's segment you just created encouraging them to come and provide any additional details.

This letter-based approach also allows you to build rapport with your fellow agents and will assist you in making sure the agents on your list and in your area stay engaged with your subsequent email campaigns.  

Experience shows that targeted follow-up campaigns can significantly improve engagement and response rates, so it’s definitely something that you want to use as part of your overall real estate email marketing strategy.

Finally, once the open house is over, you can show your seller what you did to market their open house by Creating customized seller reports. This report summarizes all the email marketing campaigns that you did for this listing and is a great way to showcase how hard you work for your clients.

In conclusion, running an open house campaign via eCampaignPro is a great way to maximize the traffic going to your next open house.

 If you want additional help or have more questions, Contact the email marketing experts at eCampaignPro at (888) 362-4547 or email us at customerservice@xltech.net