Tony Goncalves

Tony Goncalves, a broker/owner at Ideal Insurance and Real Estate, shares with us his best places to find new clients.

1. We all stop in at our favorite coffee house every morning on the way into our offices. Be sure to let the busiest and most vocal server there know what you do, and that you’d be glad to help anyone she might know who is looking to buy or sell.

2. Many times, the local variety stores have a bulletin board or a spot you can leave some business cards. You want to make sure your cards have your picture, because people will make the connection with the photo – not the name.

3. Get in touch with a couple of the busiest mortgage lenders in your marketplace, and let them know you would love to be able to help someone find the right home. Many times, people will do mortgage/pre-approval shopping to make sure they can afford it before they start the hunt.

4. Your local attorneys are often the first ones to know a house is coming on the market soon; for instance, someone has passed away, or financially they seek council because they can no longer afford the home. Make sure you let that attorney know that you have no problem reciprocating if the occasion arises.

5. So there is a special spot that everyone loves to have their wedding at. Whether it’s a restaurant, social club or banquet hall, people thinking of marriage will book this before just about anything else. Make friends with the managers at these places, and hopefully you can create a little “congrats” package they will distribute for you. Maybe he can get you names of people renting their facility, and you can call directly.

6. Everyone getting married needs a license. Head over to your city hall and ask the clerk for a list. They have to supply you with the copies or names on file. Get in touch with those people (most likely young people), and tell them you’d love to tell them your story and help them create theirs.

7. The old for sale by owner is still one of the best ways to get a listing. Create a little package with some basic forms, articles, law reviews and your cards ! Stop in at a FSBO and use ZERO pressure – just wish them luck, give them the packet, and tell them if they decide to go in the direction of hiring a Realtor, you’d love a chance!

8. Many towns and cities have programs to help new or first-time buyers. Usually, there is a lawyer, banker and real estate person at these seminars. Find out how to get on the list! Because the people in the room have shown interest in purchasing a home, use your dog and pony show to impress them!

9. The most successful sales people are those who are involved in their community. Your local chamber, church, schools and charity are always in need of help. You will be able to meet tons of people and tell your story; it will pay off at the end of the day.

10. Finally, there is nothing better than leaning on your past clients. A holiday card, a phone call wishing them well, or a knock on the door one sunny day will go long way! In my office, every Thanksgiving we  pick the 10 most influential people we have done business with in the past year. We buy a bunch of pies from our local specialty shop and invite those customers to come in and pick up their pie. While they are here, we ask them for a referral. Nothing – I mean nothing – is better than a referral from a past customer. Trust me, the pie will get them in.

Happy selling!