Holiday Survival Guide for Realtors

December 2008 | Posted by Carolyn Pikoulas
Now is a great time to start planning ahead for marketing in the New Year. Here are 11 tips on having a stress-free season.

1. Give your past clients/homebuyers a thoughtful gift (not just a generic card). Referrals are one of the most important sources of new leads. So, give them something they'll use -- coffee, cleaning supplies, candles, sparkling cider, gourmet jams or sauces, grocery tote bag, warm socks, etc. Write a personal letter that goes along with the gift. For example, with coffee say, "Here's some Holiday cheer!" In return ask them to write a short testimonial.
2. Having an event, contest or Open House? Send out a well-designed e-mail campaign to potential clients and other realtors. Use as few words as possible, because no one likes to read detailed e-mails.
3. Make sure your website is built with your customer in mind. Is the navigation clear and simple to use? Can they easily search your listings? Are there any rainbow gradients or flashing animations that might hurt their eyes?
4. Start a Search Engine Optimization program to help your website rank higher in search engine results.
5. Make sure all your collateral is up-to-date, such as your business cards and letterhead. If you're selling a new home community, directional signs are a must. Also have brochures, indoor posters of the site map, folders and pens available for clients at the model. Include information like financing, floor plans, local taxes, community amenities, home features, and nearby conveniences.
6. Join Online Social Networking and Bookmarking sites to help with your website's SEO. Also, it's a great way to network and share ideas with other fellow realtors.
7. Find one thing that makes your community different/better than your competition. This requires getting to know your customers and how they will benefit from that one unique feature. Ask questions like: in what industry do they work? What are their schedules like? Are they a young family? Do they like the outdoors? Do they like golfing or fishing?
8. Take a look at all of your print ads from the past year. Are they consistent? Are they clear and concise? Can you read all of the text within 7 seconds? Remember that text is good for web; bad for print. A lesson in good copywriting can help, too.
9. Remember that homebuyers are much more cautious these days. Help them get all the information they might need to make an informed decision. For example, you can use article-type headlines on your newsletters and ads, such as "The top 5 mistakes first-time homebuyers make" or "How to know if you're ready sell your home." Then, make sure to include an enticing call-to-action: "Call today for a free consultation," or "Visit my website to find a home you can afford..."
10. Time is money. Make sure to respond to all e-mails and voice mails from prospective buyers right away. Chances are they've contacted 5 other realtors, too.
11. Last but not least, when you attend an office Christmas party, avoid anyone wearing reindeer ears.

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