Oftentimes the problem is not lead generation but lead nurturing. What are you doing to add value to the people in your sphere of influence, your past clients, and the people in your database? How are you communicating with them in a way that gives them the education and confidence to choose you when they decide to buy or sell?

On the homeowner side, providing market updates, details of homes that sell or come on the market in their neighborhood or similar areas, and providing unsolicited video CMAS are a few great ways to nurture homeowners until they are ready to sell.

On the buyer side, providing details on financing options, neighborhood updates for areas they may consider buying in, and providing specific properties that might fit their next home's criteria are a few ways to help potential buyers move toward their goal of purchasing their first or next home.

Not following up after closing

You've done the hard work of working with someone to a point where they know, like, and trust you enough to do business with you. Why would you not continue to add value after the closing to deepen the relationship and broaden your opportunity to receive referrals? Most agents never follow up with their clients after the closing. Huge mistake.

The ideal business evolves to a structure where 80+ percent of future business comes from referrals or repeat customers. The only way this happens is if you continue to build on the relationship momentum started during the transaction.

Develop a follow-up plan for after closing that focuses on continuing to be the source for all things real estate for your clients. This is another area where most agents drop the ball. Make sure you don't make the same mistake.

Not consistently communicating

Real estate can be a roller coaster that moves from no activity or immediate prospects to extremely busy. This is usually created by a lack of consistency. Most agents find themselves without business, so they go into prospecting mode.

That generates showings and contracts that need to be managed through the closing process. The problem is most agents stop prospecting when they have hot buyers or contracts and then find themselves after closing those transactions with no additional buyers or sellers in their pipeline.

This leads to a never-ending roller coaster ride of feast and famine. The key is to consistently continue to prospect for buyers and sellers who are ready, willing and able to buy or sell. When you consistently prospect, your business becomes consistent.

The only reason to justify the effort of building and maintaining a database is for communications that will build your brand as a real estate professional and maintain top-of-mind awareness for repeat and referral business.  Check out InTouch Systems to see how we can save time and effort so you can focus on working directly with buyers and sellers.

As an agent, you know that marketing is essential to your success. The question is: "are you sure your current marketing is speaking to all the people you know and more broadly, to the right people?

Maybe you're using the same old tired marketing materials that everyone else is using. Or maybe you're trying to write your own marketing copy, but you're not sure how to make it stand out.

The problem is your current marketing is probably not reaching the people who are most likely to buy a home from you. Considering over 90% of people are not in the market to buy or sell, what is your marketing doing to brand you and maintain top-of-mind awareness.  It may simply be not speaking to their needs or their wants.

That's where a content marketing service can help. A content marketing service can provide you with a new voice for your marketing. A voice that will speak to your target audience and resonate with them.

A content marketing service can also help you develop a marketing strategy that will reach your target audience where they are. They can help you create content that will be shared on social media, that will rank well in search engines, and that will get noticed by potential clients.

If you're not sure if your current marketing is speaking to the right people, it's time to add a new voice.

At InTouch Systems, our content strategy is to brand you as a real estate professional by addressing issues that face homeowners not only when they buy or sell, but all the years they own the property.  Our goal is to make you the "source" of real estate information to your public.

With roughly one-third of the agents coming into the business each year, and another one-third leaving it, it is imperative to maintain top-of-mind awareness with each person you know.  The objective is that whenever they think about buying or selling or hear of a person who is, they'll immediately think of you.

InTouch's content blend is email in the form of newsletters, holiday greetings, and special occasions.  The social media postings are a mixture of infographics, short stories, and videos that are posted Monday through Friday.

These communications are bolstered with ten different Information Guides, an array of financial calculators, a personalized landing page, and a personalized list of your recommended service providers.

Contact a content marketing service today and see how they can help you reach more potential clients and grow your business.

Distinguish yourself from the competition and start the conversation they want to have.  Go to InTouchSystems.com today to learn more about how we can help you add a new voice to your real estate marketing and reach more potential clients to increase your repeat and referral business.

Top-of-mind awareness is the foundation of success in real estate, ensuring that your clients and prospects don't just see you as another agent but recognize you as the trusted professional they can rely on. It's about consistently positioning yourself in their minds as the expert who knows the market, understands their needs, and is ready to help when the time comes to buy or sell.

In a competitive industry where relationships are key, maintaining this level of awareness builds familiarity, trust, and loyalty—qualities that set you apart from the crowd. By making sure your name is the first they think of, you establish yourself as not only an agent but their go-to resource for all things real estate.

• Increases Referrals: When people think of you first, they're more likely to recommend your services to friends, family, or colleagues.
• Drives Repeat Business: Staying top of mind encourages past clients to return to you for future transactions.
• Outshines Competitors: Consistent visibility ensures that your name stands out in a crowded market.
• Strengthens Trust: Regular communication builds familiarity and confidence in your expertise.
• Improves Brand Recognition: Staying visible reinforces your personal brand and keeps it memorable.
• Encourages Immediate Action: When someone has a real estate need, they're more likely to reach out to you if you're the first name that comes to mind.
• Fosters Emotional Connection: Frequent, meaningful touches create a sense of loyalty and connection.
• Supports Word-of-Mouth Marketing: Top-of-mind awareness ensures your name is shared naturally in conversations about real estate.
• Builds Authority: Being consistently present positions you as a reliable expert in your field.
• Maximizes Marketing Efforts: Staying top of mind ensures your campaigns are effective by keeping your audience engaged.
• Boosts Conversion Rates: Prospects who recognize and trust your name are more likely to choose your services.
• Keeps You Relevant: Regular updates and touches ensure your clients see you as active and engaged in the market.
• Shortens Decision-Making Time: Clients are more likely to choose the first professional they think of, reducing hesitation.
• Helps During Market Shifts: Maintaining visibility ensures clients turn to you during changing real estate conditions.
• Reinforces Relationships: Continuous communication reminds clients that you care and value their business.
• Increases Client Retention: Top-of-mind awareness reduces the likelihood of clients forgetting you and seeking services elsewhere.
• Encourages Spontaneous Engagement: Clients might reach out for advice or information simply because you've stayed in touch.
• Sustains Long-Term Growth: Building a reputation through top-of-mind awareness ensures a steady pipeline of leads over time.
• Drives Social Proof: The more people recognize your name, the more credibility you gain in the eyes of others.
• Leverages Digital Platforms: Staying active on social media and email ensures your audience sees you consistently in their feeds and inboxes.

The reasons for maintaining top-of-mind awareness with the people who can do business with you as their agent are indisputable. It's a simple truth: if you're not consistently visible and engaged with your audience, someone else will be.

Staying top of mind ensures you'll be the one they think of when it's time to buy or sell, strengthening your position as their trusted real estate professional. The only decision you need to make is whether you can devote the time, creativity, and resources to handle it all on your own or if partnering with a professional service is the smarter move to ensure consistency, quality, and results. Either way, the commitment to staying top of mind isn't optional—it's essential.

Check out InTouch Systems: look at the videos and the examples of the newsletters, social media posts, holiday greetings, and information guides.  Let InTouch Systems do it for you.  Start the Free Trial Today.