Hosting a real estate seminar is a great way to gain referrals and build trust with an audience of current or potential clients. If you are new to real estate, a real estate mentor is a great resource to help guide you in goal setting, gaining new leads, and preparing for an effective real estate seminar. If you are a seasoned real estate professional, real estate mentoring continues to be a valuable resource to help keep you motivated, focused, and meeting your goals.
To get the most out of your real estate seminar, use these tips to create an experience your clients won’t forget.
1. Join Forces with Other Professionals
Broaden your reach by teaming up with others such as appraisers, lenders, title companies, or attorneys. You may gain access to their consumer lists to get a greater attendance at your session and mutually benefit all parties involved.
2. Create a Catchy Title
There is something in a name, or in this case, a seminar title. Create a catchy title that peaks a consumer’s interest. Rather than just, “Home Buying Seminar,” answer a question any buyer would want to know such as, “5 Tips to Save Money When Buying Your First Home.”
3. Advertise Early and Send Reminders
Don’t wait until the week before to announce your seminar. Advertise at least three weeks in advance to get on their calendar early. If people are registering online, request their phone number so you can follow-up with a reminder call or text as the seminar approaches.
4. Host at a Local Venue
Hosting a seminar at the office can feel more like a sales pitch. Hold the event at a local pub, restaurant, or hotel for a relaxing environment with food and drinks available.
5. Share Stories
While your first goal is to educate attendees, your second goal should be to establish your credibility and build trust. Stories educate and connect you with your listeners. You can use phrases such as, “This is why I talked those buyers out of that home,” or “When that happened, we did this.” Personal stories are more relatable and may help answer some of their questions or stir up questions they never considered.
6. End on a High Note
Don’t forget to plan for and practice the ending. This is your last chance to impress them. Rather than a short, “Well, that’s it. Thanks for coming,” end with a specific offer or call to action. For example, “If you have any other questions, I’ll be in the back of the room for about 20 minutes. I have room in my business for four additional buyer clients. If we get more than that, I can add you to a waiting list.”
7. Keep in Touch
Be sure to include a request for permission to be contacted after the seminar to avoid violating the email spam or do-not-call laws. Create a follow-up campaign with emails and/or postcards each month and give a personal call each quarter to check in or offer tips.
Interested in professional real estate mentoring to improve your real estate seminars? At Buffini and Company, we offer tools, resources, and real estate mentor programs designed to propel your business forward. Learn more about mentoring opportunities here.
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