By J.F. Ratthé

I know a lot of real estate agents just starting out in the business have this burning question when they finally get their license: Where and how do I get my first client? The stress of studying and passing the exam is gone but now a new type of stress creeps in and trust me, you are not the only one feeling this way.

In this post, I’ve outlined three strategies that I used to get my first few clients.

1) Start a blog about your niche market before you have your license. I started mine months prior to receiving my license. I was still living in Quebec (I now live and work in Winnipeg). I wrote about several different condo buildings in my niche market. Took pictures, did videos and learned everything there was to know about them. I also interviewed architects, business owners and local residents via email and provided information about the neighbourhood. The result: I got my first sale on the day I got my license and it was from someone who had been reading my blog and found the information extremely helpful. Today my website and blog provide me with several solid leads every month.

2) Host other agent open houses. A lot of the busy agents in your office will probably have two or more open houses set up for the same day. Some just prefer to go to the lake on the weekend. My advice: Send an email to all the agents in your office, letting them know that you would be happy to host one of their open houses. Two benefits to doing that are:

– You get to create a relationship with one of the successful agents in the office. If you do a good job, they will give you more business.

– You will have the opportunity to get your own clients at the actual open house. Several buyers will not have any representation when coming by, which means you can ask them specifically what they are looking for and advise them that you’d be happy to work with them to find their next home (that is if they decide not to buy the one you are hosting the open house in). You will more than likely have to provide a share of your commission to the listing agent you were doing the open house for, but I prefer a part of something than 100 per cent of nothing.

3) This one is simply common sense but is also something that many agents just don’t do right away or are not willing to do for fear of alienating their friends and family. But the best way to get the word out when starting out in the business is by telling your friends and family that you are now a real estate agent. Send them your business card. Call them and ask if they know someone who might be interested in selling or buying a home. Don’t be afraid to ask. If they are really your friends, they won’t mind. And keep reminding them on a regular basis. You need to stay top of mind all the time.

Bonus: One of the most important things that I’ve learned since becoming a real estate agent is that creating long-term relationships is a sure way to have a long successful career. One of the best resources for acquiring new clients is by working with rentals. Depending on your market, if you are able to help out prospects looking to rent for a year or two, you will have the opportunity to earn some extra income every month and establish a long-term relationship based on trust with them. They might not be able to buy right now because of different reasons (bad credit, no down payment) but if you help them find a great rental and assist them in re-establishing their credit or save for a down payment, they will definitely want to deal with you when they are ready to buy and will more than likely refer you to friends and family.

J.F. Ratthé has been in sales and marketing for over 12 years. He found his passion a few years ago and decided to focus his real estate business in downtown Winnipeg. He has since become one of the busiest Realtors in his niche market and is now helping new real estate agents becoming successful. www.jfratthe.com.