The Agent University

Summer is prime relocation season. Kids are getting out of school and families who have to relocate for employment or some other reason are on the move.

Relocation leads are fantastic for your business because they are more likely to be serious about buying or selling a home as soon as possible. To capitalize on this, you need to position yourself as a community expert and get your name out in front of your prospects (check out our broker network for instant credibility and loads of prequalified leads).

Making money with relocation clients can come in a variety of forms.

First, you can choose to position yourself as the “neighborhood guru” to help inbound relocation clients find the property of their dreams. To plug this particular pipeline, make sure you have a relocation information page on your website (see this month’s “Marketing Strategies” section for tips). Also reach out to your network of agents across the country to set up referral relationships for clients moving into your territory.

Second, you can assist relocation clients who are moving away with the sale of their home. This is a great option because you’ll have an eager seller and you may be able to pick up both commissions if you can pair the sale with one of your buyer clients.

The third option is the least amount of work and can create a steady, healthy source of passive income for your business — you can pick up referral fees by passing your relocating clients on to agents on the tail end of their move. All it takes is a single phone call or email to set up the relationship and then you get paid when the purchase goes through.

Easy as pie!

However you incorporate relocations into your business, make sure you don’t miss out. No matter what shape the economy is in, people are always moving around for jobs, for school, or for several other reasons. Simply choose the option (or a combination of options) that suits your business and then enjoy the commission boost.

Integrating lucrative relocation services into your business doesn’t have to be difficult. In fact, after a little initial work (that you can easily outsource), it doesn’t have to require any effort at all.

Get relocation leads in your sleep by leveraging the power of your website. The vast majority of people begin their real estate searches online, but the number is even higher for relocation clients, who rely on the Internet for information about their eventual new hometowns.

With thousands of people looking for relocation services, it can be super easy to capture those leads with your website.

Three Steps to Relocation Leads:

1. Set up a dedicated page on your website. Relocation clients fall into a special category and therefore need their own, dedicated space on your website to find the information they’re looking for. You’ll want to include a lot of strong content about how easy you can make their relocation, whether they’re coming or going.
2. Optimize your page with SEO-friendly keywords. Don’t let the term “SEO” scare you! Search engine optimization doesn’t have to be difficult. They key to attracting more traffic is to use highly relevant search terms and place them in important spots on your page such as in your title and in the first few sentences of your content. Make sure the terms you choose are geographically specific to your location. Keywords that include your city name are far more likely to attract relocation leads than more generic terms. For example, the phrase “relocation agent in Tampa” will have far less competition and far more qualified traffic than simply “relocation agent.”
3. Follow up. It seems overly simplistic, but it is shocking how many great leads slip through the cracks simply because agents don’t bother to connect with them after they’ve reached out. Make sure to follow up on every lead to maximize your commissions.

For additional relocation tips and tools be sure to check out our featured website training course that details, “How To Become A Real Estate Relocation Specialist.”