How Do I Actually Get Clients?

So, you’ve passed your real estate exam, got your license, and now you’re all set to conquer the market. Except there’s one small problem: Where are the clients? How do you actually get people to trust you with their biggest asset—buying or selling a home? Getting clients can feel like one of those mysteries that every new agent is too embarrassed to ask about, so let's cut through the fluff and get into it.

1. Work Your Sphere Like a Pro

Start with who you know—your sphere of influence (SOI). This includes family, friends, old coworkers, neighbors, your dog’s groomer… you get the idea. These are people who already like and trust you. Don’t just spam them with “I’m a real estate agent now!” messages. Instead, let them know you’re in the game, and offer value. Tell them you’re happy to give a free market analysis or answer any real estate questions they have. You’re not selling them; you’re helping them. And help leads to trust, which leads to clients.

Pro Tip: Don’t be shy about asking for referrals. Your cousin may not be buying, but their coworker’s aunt might be.

2. Leverage Social Media (But Be Cool About It)

If you’re not using social media to build your brand, you’re missing out. But here’s the thing—don’t be the annoying “BUY A HOUSE FROM ME” person on Instagram. Share interesting and valuable content: behind-the-scenes of homes you’re showing, local market trends, tips for first-time buyers. Build your presence by offering free advice, not constant sales pitches.

Remember: People want to work with agents who are knowledgeable but also approachable. Be your authentic self online. It’s a long game, but consistency will pay off.

3. Open Houses: The Ultimate Client Magnet

Want a hack for meeting new buyers and sellers? Host open houses, even if you’re not the listing agent. It’s like fishing in a stocked pond. You meet potential buyers who haven’t found an agent yet, and you get to showcase your knowledge in person. Not to mention, sellers in the area see you working hard and may reach out when they’re ready to list.

Don’t just hand out flyers and collect email addresses. Engage with people. Ask them questions about what they’re looking for and offer helpful advice. Make sure they leave the open house with you top of mind.

4. Master the Art of Follow-Up

Every agent has met potential clients who seemed interested but ghosted after a few days. The secret sauce? Consistent follow-up. Don’t just shoot one email and forget about them. Send helpful updates, such as new listings they might be interested in or recent market changes. The trick is to stay in touch without being overbearing.

There’s a balance between being persistent and being pushy. If you can master that balance, you'll win clients just by being the agent who actually follows up.

5. Hustle on the Street Level

If you’re not grinding out leads, you're not growing your business. This means hitting the streets with good ol’ door-knocking, running neighborhood Facebook ads, or setting up at community events. It might feel old school, but real estate is a people business. The more people you meet, the more opportunities you create.

And listen, it’s not all about converting every interaction into a sale right away. You’re planting seeds. Talk to enough people, and eventually, you’ll get a call from someone who remembers you when it’s time to buy or sell.

6. Utilize Your Brokerage

Your brokerage can be a goldmine of resources—leads, marketing tools, and training. If they have a lead distribution system, get on it. But even if they don’t, look at the experienced agents. Ask to shadow them, help out on their open houses, or partner on listings. You’ll not only learn a ton, but you’ll also get exposure to their clients, which could lead to future business.

7. Get Reviews (Yes, Even as a Newbie)

Here’s a sneaky little strategy: Start collecting reviews early, even if they’re not from closed transactions. If you’ve helped someone by showing them homes, offering advice, or running market comps, ask for a review. People want to see that others trust you, so build up that social proof on Zillow, Google, and your social platforms. Clients are much more likely to work with someone who has legit testimonials, even if they’re a newer agent.

8. Partner with Local Businesses

Create strategic partnerships with local businesses like mortgage brokers, contractors, or home inspectors. Offer to share referrals, and in return, they might send some clients your way. You can also collaborate on content, like a joint webinar on homebuying or a series of co-branded blog posts. The idea is to become a resource for homeowners, buyers, and sellers in your community.

9. Niche Down

Here’s a little counterintuitive advice: Don’t try to be everything to everyone. Focus on a niche—first-time homebuyers, investors, luxury homes, or a specific neighborhood. By becoming the go-to expert in that niche, you’ll attract clients who want exactly what you offer.

Final Thoughts

Getting clients isn’t about spamming your contacts or throwing up a website and praying for leads. It’s a grind—but if you focus on building relationships, providing value, and staying consistent, the clients will come. Real estate is a long game, and you’re just getting started. So buckle up and start planting those seeds now—you’ll thank yourself later.

And there you go. That’s how you get clients. Keep showing up, adding value, and following up. Clients will find you—but only if you’re out there, making the effort. You got this!

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