Get More Face Time with Buyers’ Seminars

With the holiday season about to start, and the real estate market beginning to reflect winter’s chill, it’s more important than ever to attract new clients.

A home buyer seminar is a great way to do this.

Real Estate Is a Contact Sport

As in other businesses, much of the success you have in real estate depends on the amount of time you spend face-to-face with people.

Postcards and emails are excellent ways of maintaining relationships, but there is no substitute for a captive audience. A home buyer seminar gives you a chance to tell them why they need a good real estate agent and why you’re the one they should be working with.

Assembling Your Team

Having a team of professionals you can present as part of your services will go a long way in adding to your credibility. And having a mortgage professional, a real estate attorney, a home inspector and possibly a credit repair specialist rounds out the list of services you can provide to potential clients.

Even if your clients wind up using professionals other than the ones on your team, the message you’re sending out by having them available speaks volumes about how far you are willing to go to help your clients.

Another benefit to having a team is that all will share in the marketing expenses. The larger the budget, the larger prospective audience you can reach out to.

Where to Have It

Using a neutral location to hold your seminar is a good idea.

Holding it at a real estate office sounds great in theory, but potential attendees may perceive this as some type of hard-sell presentation and may opt to pass on it. Good ideas for reasonably priced or even free locations include community centres and large conference rooms in libraries.

Unless you have a large budget to spend, keep it simple at first as you might have a low turnout the first time around. Once you get an idea of what turnouts you can expect, you can do the seminar on a larger scale.

When to Have It

Because most people work in the daytime and during the week, the times you can expect a large audience will be limited to nights and weekends. Friday nights are probably out, as most people want to wind down from the week and may be less inclined to spend it at a home buyer seminar.

Monday through Thursday nights are best, and the period from 6:30 p.m. to 8:00 p.m. works for most. Any later than that and attendees may pass you up in favour of bedtime – theirs or the kids’.

Who Do You Invite?

For a maximum turnout, you want your invitees to live as close as possible to your seminar location. People living in apartment complexes and rental properties are an obvious target audience. There are websites and publications that provide listings of rental buildings. Advertise your seminar in apartment lobbies or ask the superintendent to post it in elevators or on billboards.

Make Sure Your Potential Clients Know You’re “In It”

As the saying goes, “You’ve got to be in it to win it.”

This goes for real estate sales as well as for lotteries, and if you don’t effectively reach out to potential clients who may soon need your services, you’re not going to “win it.”

Given the information overload that most of us are beset with these days, the chance that someone will remember your name – or any other real estate agent’s name, for that matter – when they decide to buy or sell is debatable. You need to get in front of, and stay in front of, your best prospects.

Presenting yourself as an expert and providing something of value to a prospect is vital. Seeing your face on a postcard is a reminder, but engaging potential clients is more effective:

On the sellers’ side, provide clients with information such as ways of staging a home to make it appealing to potential buyers, or hold a renovation seminar with a team of design and DIY professionals to answer questions.

On the buyers’ side – especially when you’re dealing with first-timers – let them know you can negotiate seller credits and explain that this means they won’t need as much money as they expected to come to the closing table.

Don’t overdo it, but you do need to reach out to potential clients on a regular basis.

Whether it’s once a week or once a month, through an informative newsletter or a reminder phone call, you just want to show them you’re really “in it.”