If you’re working in a market or farm with a lot of agent competition, you may be wondering how to stand out in the crowd–or a crowded mailbox. We surveyed three top-performing agents to see what they do to draw attention and engage top listing prospects.
1. Dial up the quirk
It’s easy to hate door-knocking. But what if you’re there to deliver a gift… and what if that gift is bound to get a laugh? Alan Ellenbogen of Team Ellenbogen in Montclair, N.J., delivers a WOW package with a punch.
Says Ellenbogen, “Inside our WOW package is a green tube that plays an audio recording of me talking about the market when you open it. It’s crazy! But when I dropped it off to one of our listing prospects, she opened it in front of me and started laughing. She invited us in. We like doing this because at the least, they won’t forget you and at best, they’ll ask you to come in and start building the relationship.”
2. Get generous before you door-knock
Offering a silly token in person is a great way to get in the door, but some agents prefer to warm their leads ahead of time. Dan Chin of Keller Williams Realty in McFarland, Wis., prefers to door-knock knowing that homeowners already know and like him. It sounds like a lofty goal but in Dan’s case, it just takes a $1 investment.
“I start by sending a notecard and a $1 scratch-off lottery card to them, then follow up the next day in person with a five-page packet of market information, recent sales, and other data from the National Association of REALTORS® and Realtors Property Resource®. Between the lotto card and the in-person follow-up, I already stand out from the other agents selling blind mailers.”
3. Start a conversation in the community
Once you’ve established contact, Tom Corte of ERA Matilla Realty in Playa Del Ray, Calif., has a few fun ways to keep the conversation going. Depending on the community, his team may offer hazardous waste pickup, property tax services or even unique services for an individual homeowner. Plus, by narrowing in on certain homeowners, he’s getting the neighbors talking.
“We are now also putting up little flags, but only to the top 200 homes on our list of possible sale candidates. People across the street wonder why their neighbor got a flag but they didn’t. Or why the truck came and picked up their neighbor’s hazardous waste, but not theirs. It’s all about making our top prospects feel special, and sparking conversations with them and their neighbors.”
Feeling ready to stand out in today’s hot summer market? The first step is always the hardest. At SmartZip, we offer custom-tailored territories that offer you high commission potential and a dedicated Client Success Manager who keeps you on track.
To check if your territory is available, reach out today.
Joan Dailey is the Director of Corporate Marketing for SmartZip.