I was recently asked how I generate business from a client. So much has changed with real estate over the past 8 years since I started (I sound like an old man).

Here are the top 5 ways that I personally have been able to generate leads and more business...

5. Real Estate Weekly (newspaper insert that gets mailed out once a week in the local newspapers). Unfortunately this used to be number one about 7 years ago. Barely makes my top 5 now. No one looks at newspapers anymore, no one. Only Realtors who need their ego pumped use this to show off to their family, friends and clients. Sounds harsh but it's the truth. Where is the first place people look when they want to buy a house now.....INTERNET!!

4. Open Houses. Also barely squeeking into this list. This is the biggest farce in my industry. Less than 4% of homes actually sell through open houses. Realtors use it as an avenue to get new business from people walking in the door. The right price and the right Realtor sell your home, not open houses.  Again, sounds harsh but this is the reality of open houses.

3. Mail outs. Sending a simple 4 page mail out to my clients every 3 months is such an easy and cheap way for me to stay in touch with them. So many Realtors complain when a former client lists their house for sale with another agent.....first thing I ask "Have you even talked to them since they bought their house 5 years ago?....Have you sent them any sort of mail out to let them know you are even in the industry still?" If they answer no, the conversation is over. If they answer yes....refer to number one on this list.

2. Social media. FACEBOOK!!!!!! Over 80% of my business is generated through Facebook and office websites and now my own personal website to add to that list. Posting the occasional market stat, market trend or just talking about a recent transaction peaks everyones interest. People are ALWAYS interested in knowing what is going on with the real estate market whether they are considering buying or selling in the near future. Who do you think they're going to call.....probably the guy who has random updates and rants about the real estate market. It creates the image that I am constantly on top of the market...which I am. Never understand why more Realtors don't use Facebook as a marketing tool.

And the number one way to generate leads......with number 2 being a long second away.....

1. Make every transaction as fun and worry free as possible!!! 90% of my business is based on referrals. Clients are banking on us to know what the hell were doing. The public has become so much more educated with real estate in general since the great rise and fall of 2007 and no longer have to rely on Realtors for buying or selling their home. It is my job to turn that around and make people WANT to use me. Just like my rant from last week....TRUST your Realtor, Trust your mortgage broker, Trust your lawyer.....it's what we do all day every day! What the hell good are we to our clients if you can't trust us?!?

Rick Reinhardt

Realtor 

Remax Real Estate

There are 3 Seasons in Canadian real estate.

Low season: November, December, January, February

Hands down the slowest time of the year for real estate sales!  Realtors will typically do 10% of their yearly sales during these months.  The winter months tend to put everyone into a hibernation state of real estate, sellers lack motivation and buyers honestly just don’t want to look at houses in the colder months of the year and have to move over and around Christmas.  However, this is when the investors show up every year.  The investors see this as “prime time” to purchase properties due to the lack of competing buyers and sometimes desperate selling prices.  The homes that are usually “left over” at this time of year are the ones that were too highly priced in the summer and fall months and now the sellers have hit a desperation state and are almost forced to give their homes away and price them at a “bargain” price. 

High season: March, April, May, June

Just like the previous months were hands down the slowest time of the year for real estate, these 4 months are hands down the busiest.  Realtors will typically do 60% of their yearly sales during these months.  No smart realtor goes on holidays during these months.  This is probably the most consistent season every year, all realtors gear up for it in February/March and we all know it’s coming.  The spring weather seems to snap people out of the winter “funk” and sparks interest in real estate like clockwork.  This is always the best time of the year to sell your home as there are just so many buyers during this time.  The reasons for buyers choosing this time of year for purchasing is that possession dates are typically May/June/July which means the kids are out of school and the weather is great for moving day.  Buyers can take possession of their home and be settled and still have time for summer vacation without really affecting their holiday schedule much.  Canadians really only get about 4 months of good moving weather so everyone tries to take advantage of it!

Cooling off season: July, August, September, October

Time for realtors to catch up!  After a chaotic 4 month stretch this is when realtors will typically do 30% of their yearly sales.  This is also when 90% of the realtors go on holidays….myself included.  These months offer everyone a chance to catch up.  There is typically one last rush in September/October with buyers purchasing the remaining homes from the summer and taking possession before the snow flies and/or before Christmas.  This is when I usually recommend to sellers that if your house isn’t sold by the end of October that we should take it off the market until the spring and take advantage of “high season”.

Rick Reinhardt

Realtor

Remax Real Estate