How To Get More

In the world of estate agency, each property sale is like a unit moving through a sales funnel. When a sale completes, that property leaves the funnel, but this doesn't mean it's time to sit back and relax. Quite the opposite! You need to replenish that lead pipeline or risk your business shrinking.

The process of attracting new leads and creating marketing touchpoints doesn't end once the sale goes through. It actually provides a fresh opportunity to re-engage with your local community and potential clients. Once a property has completed, it's time to re-enter the local area with a final message: the property has sold! Just like when you first listed the property, you should leaflet-drop again. This time, the message is that a successful sale has been made, creating a sense of success and authority in your local market. You’ve already leaflet-dropped twice, so this final push should reinforce the success and spread the word that you are the go-to agency in the area. Depending on how many homes you've marketed in the area, start with 250-500 leaflets. If it's a high-demand property in a prime location, increase this to the thousands to make sure you get the attention you deserve.

The day of completion is the perfect time to take advantage of your social media platforms. While handing over keys or getting a selfie with the new owners, share a celebratory post. A simple “Congratulations to the new homeowners!” not only shows your expertise but also attracts engagement from the buyer's friends and family. If you have a good relationship with the buyer, ask if you can tag them in the post. This increases visibility as their network will likely comment and share, helping your post reach more potential leads. Social media isn’t just about broadcasting your success; it’s about creating a community around it. Show your excitement and gratitude for the successful transaction and the new home journey.

Now is the time to ask for reviews. The moment a property transaction completes is one of the happiest moments in your clients' lives. They are far more likely to leave a glowing review at this point. Reach out to both the buyer and the seller for feedback on the service they received. These reviews will serve as powerful content for your social media and website, reinforcing your credibility and expertise to future clients.

As an estate agent, you know the power of a "Sold" board outside a property. It acts as a silent endorsement of your services, showing the area that you can close deals. Legally, you can keep a "Sold" sign up for two weeks after completion. However, most buyers remove it long before this. To prevent this, let the buyers know you'll be collecting the board soon. This ensures your branding stays visible and that the sign doesn’t mysteriously vanish—unless, of course, it’s being used for bonfire night!

After the sale, many buyers forget who helped them get into their new home. In fact, research shows that a surprisingly low percentage of buyers can recall the name of their estate agent after the sale is complete. This is why it's crucial to keep your agency top of mind even after the deal is done. There are simple ways to ensure that past clients come back to you when they need help again: Small, thoughtful gifts like branded keyrings will remind buyers of your services every time they use their keys. Add the date your client moved into their home to a list and send a simple anniversary card each year. It’s an easy way to show you care and keep your agency front of mind. Send festive greetings and thank clients for their support over the past year. It’s a small gesture that can make a big impact on client loyalty.

The key to implementing these strategies is organization. Set reminders and create systems to make sure you're following up with past clients and keeping them engaged. Without a process in place, these small actions can get forgotten, and the potential for repeat business might slip away. Whether it’s using a CRM to track anniversaries and review requests or scheduling social media posts in advance, organization is your secret weapon.

By making these simple steps a regular part of your business, you can keep the pipeline of leads flowing long after the sale. It’s all about staying top of mind, building relationships, and continuing to serve your clients even after they've moved into their new homes. This not only ensures ongoing success but also fosters long-term client loyalty, keeping your business growing year after year.