Even experienced REALTORS® can feel uncomfortable asking for business from their friends, family, past clients, and acquaintances. Many avoid the conversation at the expense of losing valuable business.

Tip #1: Chat casually about the local real estate market.
People always want to know how the market is doing and how much their home is worth. Call friends, family and acquaintances regularly just to bring them up-to-speed on recent listings, sales and market trends in their area. It’s the best way to discuss real estate without anyone feeling pressured.

>> If you have Top Producer 8i, your next free upgrade will include detailed neighborhood real estate information for EVERY person in your Contact List right within your 8i- putting your “things to talk about” at your fingertips.

Tip #2: Offer information with no strings
attached.
Offer friends and family regular real estate market updates for their neighborhoods, then create reports to follow-up. You’ll stay top of mind as a REALTOR® so that they think of you when they or someone they know is ready to buy or sell.

>> You can create reports in a few clicks using Top Producer 8i, or simply apply an automatic lead generation and follow-up system like Top Producer Market Snapshot, which automatically creates and sends customized market updates to your contacts. (If you’re already sending Market Snapshot updates, call to ask if they have any questions about the reports.)

Tip #3: Listen for life changes.
A new job, promotion, marriage, baby, retirement can trigger a move. Listen for these cues in conversations, and by keeping tabs of your friends’ lives through online networks like Facebook® and Twitter®. Ask if a life change will involve a move, then offer real estate information, and assistance in buying and selling.

>> You’ll soon be able to stay up-to-date on your contacts’ Facebook® and Twitter® updates directly from Top Producer 8i.

Tip #4: Answer questions about the market with "it depends…why do you ask?"
You get questions about the real estate market all the time- make sure you find out what is motivating their question. Is it simply curiosity? Or is it because they are thinking of moving soon? Answer ‘it depends… why do you ask?’ and you’ll find out!

Tip #5: Ask how you can be helpful to their network.
Ask friends and family if they know anyone who might want real estate updates for their neighborhood. Offer to follow-up with customized market information.

>> If you have Top Producer 8i or Market Snapshot, this will be automatic for you!

Tip #5: Don’t be afraid to offer assistance.
When it’s clear that someone is ready to buy or sell, express concern that the process can be stressful, and make it clear that you’re there to help. If you’ve kept them informed on the real estate market, the conversation will be much easier. You can refer to all the market information you’ve sent them, ask if they have any questions, then ask if you can schedule a personalized CMA and listing presentation.

Call 1.866.231.4794 to learn about systems and strategies that will win the trust and the business of today’s buyers and sellers.