Tips for Marketing to Your Ideal Real Estate Client
Marketing to your ideal real estate client… Seems fairly striaght forward, right?! However, sometimes it can feel like your marketing efforts are not reaching the people you wish it would. Keep reading for our tried-and-tested tips for getting your message out to those you would love to do business with.
First up, Create your Ideal Client Persona
Start by reflecting on and answering these questions:
1. Who do you wish to do business with?
2. What are their goals and challenges?
3. What can you do to help them overcome their challenges and meet their goals?
Tip: Target people with home you relate, or have a shared experience (Example: Veterans, relocations, or first time home-buyers).
Next, Create Content with their Goals & Challenges in Mind
Focus on providing solutions and being a resource to your ideal client. What information do you have that would be valuable to them? Do you have expertise in relocating, or helpfing first time home buyers in a tough market? Share that knowledge with your audience to attract more of those types of clients.
Let’s take a look at some examples…
Ideal Client: Relocations
First let’s look at their goals. A relocation client’s goal is to move to your city.
Now, let’s look at what challenges they might face… they’re unfamiliar with the area, they’re unsure what home prices are like or which neighborhoods they should consider, and so on.
Finally, let’s brainstorm a few helpful resources to share that will answer to their goals and challenges:
Free Relocation Guide
Neighborhood Spotlights
What $X will get you in your area
Guide to a weekend in your city
Upcoming events in the area
Activities to do with kids in your area
Nearby staycations in your area
Local business Spotlights
Real estate development projects in your area
Coffee & Contracts Members: search “relocation” in your C&C Content Vault for relocation-related templates.
Ideal Client: Investors
You know the drill here! First, let’s look at an investor’s goals and challenges. Investors wish to purchase a property that gives them a healthy return. Their challenges are finding those properties, hiring a trustworthy property management company, and ensuring they receive a solid ROI.
Now, let’s look at a few resources to share with them that will answer to their goals and challenges:
Pros & Cons of long term vs short term rentals
Upgrades that give the best return
Local Property Management Companies Spotlight
Available multi-unit properties
News about local real estate developments of the surrounding areas
Before & Afters of an investment property renovation
Coffee & Contracts Members: search “investor” in your C&C Content Vault for investor-related templates.
Ideal Client: First-Time Buyers
For our last example, let’s look at a fist-time buyer’s goals and challenges. First time buyers would love to purchase a home. Their challenges include competition, rising interest rates, home prices, and determining if they should rent instead of buy.
Next, let’s look at a few types of resources and information that would be helpful to share with first-time buyers.
Rent vs. Buy Guide
First time Home Buyer Guide
Steps of the home-buying process
Share listings that are in a lower price range
Share information about the different types of loans available
Share success stories of your first time home buyer clients
Share that you can set them up on an MLS search
Coffee & Contracts Members: search “first time buyer” or “buying” in your C&C Content Vault for first time buyer related templates.
Marketing to your ideal real estate client can feel cloaked in mystery. The good news is there is a method to reaching your ideal client by understanding their goals and challenges and solving them with valuable resources and information.
Have questions about this topic? Leave a comment below or send us a message – [email protected] –We’re here to help!
