In this post, we continue our discussion of how to properly reach out and engage Realtors in your sales process.

Remember, what the realtor wants more than anything is more REFERRALS. Even with cash incentives, the realtor may feel compelled to pass on some or all of this benefit to their client to get that coveted referral. So if you can structure a program that offers the realtor other incentives in addition to bonuses and good commissions such as trips to a spa, or travel gifts you’ll provide a spectrum of rewards that will help you attract more realtors.

And, if you can provide just as many rewards for the realtor’s clients such as upgrades or additional options, or help with costs or down payments, you will have given the realtor every reason to bring clients to your property.

Contact is also very important It’s not enough to have just an introductory event and send out an occasional postcard. Create events that encourage realtors to bring their clients to experience what your community has to offer, and do them more often. Provide give-away gifts or drawings that reward both the realtor and client for attending.

Always remember: Providing incentives is the key to successful realtor outreach, and that without realtor participation, you’re missing possibly more than 50% of your potential sales.

Stay tuned for more from real estate advertising & e-marketing expert Tom Nelson of NDG Communications.

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