Being a successful broker or agent is all about maintaining and growing your client base. Whether you’re at a viewing, a dinner party, a meet-up or any other social event; you know you’ve got to make a name for yourself.
But how can you possibly nurture relationships with everyone you meet along the way?
Email marketing for real estate is the answer. See it as your personal Siri (or Alexa).
This effective marketing tool helps you save, sort and segment your contacts. You’ve got full control over your list and what message you want to get across. Automated email marketing campaigns deliver the right message to the right person, while you’re busy finding new homeowners for the beautiful properties you’ve got to offer.
When using real estate email marketing the right way, you can reach more people and close more deals.
In this email marketing guide, we’ll show you how to capture leads, establish long-lasting relationships, close deals and keep in touch with new homeowners and happy sellers.
It’s called the “digital marketing age” for a reason. The real estate professionals of the 21st century communicate via email, show listings using video and maintain online blogs to keep their clientele up to date.
A study about real estate in the digital age showed that 93% of the realtors prefer to communicate with their clients via email, with 94% using it every day. Also, 11% of the real estate agents aged 49 or younger has a blog, and social media is widely used to attract new real estate leads and promote listings.
The 2018 National Association of REALTORS® Profile of Home Buyers and Sellers showed that 50% of all participants found their home on the internet.
In our own 2018 industry benchmark report, we found that real estate emails had an average open rate of 19.24% and a click rate of 1.9%.
These facts show that if you want to broaden your reach and start conversations with people searching for the right real estate agent online, you’ve got to get your marketing right.
An email marketing software will give you the structure and efficiency to successfully run your real estate business.
The major perks of using an email tool are:
The bigger your client base, the more your business will thrive.
Working as a real estate agent or broker is all about your network and how well you can attain and maintain relationships. Since you can only plan so many real-life coffee meetups in one day, a lot of conversations will happen online. Email marketing makes this easy.
Signup forms automatically collect new leads, while automated emails start the conversation. You just need to jump in every now and then to check the engagement and see where people need additional information or help.
As for branding, your emails are your vehicle to having one-on-one conversations with new leads. With each email you send, you can show your personality and convince new subscribers that you’re the broker that’ll make their property dreams come true.
Sending the right emails will nurture the customer relationship and build trust. This can be achieved by segmenting contacts to create personalized content.
And finally, email marketing is known for its smart email automation possibilities. You can automate most of your standard emails, such as welcome emails, viewing follow-up messages or check-in emails for happy buyers.
With so many contacts, different properties and demanding clients to handle simultaneously, you want your email tool to offer A) ways to organize your contacts, B) an easy-to-use email builder to design beautiful newsletters and C) automation.
For real estate agents, it’s also important to look for a tool that offers detailed segmentation possibilities. By segmenting your subscribers, you’re able to tag and group them together. With these groups, you can send personalized emails that perfectly fit the customer’s situation.
Examples of different subscriber groups:
Targeted emails increase your sales and boost your credibility. Offering leads email content that’s actually valuable for them makes them trust and value your services.
Setting up your real estate email marketing strategy is easy. Just follow these steps!
At your next open house, networking event or another sociable get-together, take people’s email address the old-fashioned way or use an iPad app to add people directly to your real estate email list.
Though property viewings and sales mostly happen in person, you’ll want to also take your business online to capture leads and build your client base further.
Online, you can reach people by using targeted paid ads (on Google or social media) and have the right people find you by investing in SEO for relevant keywords (e.g. real estate broker in [city]).
Once people land on your website, it would be a shame to let them go without asking for their contact details. One can always try! In email marketing, you do this with a signup form.
A signup form can be placed in various spots on your website, from the footer to the blog sidebar or appearing as a pop-up.
Give visitors a good reason to give you their email address. What can they expect from your real estate marketing emails? Why is this relevant for them?
Many real estate brokers use an incentive to motivate visitors to sign up. In exchange for an email address, they offer a useful gift such as a report on real estate price changes, how to obtain low-interest loans or a list of contact details from movers and packers in the area you operate in.
As tempting as it might be, don’t buy an email list or send emails to any other list you've obtained without actually getting the subscriber's permission. The leads on these lists are low quality and often include faulty or non-existent email addresses. On top of that, your open and click rates will be terrible, as these people are very likely not interested in what you have to say. The chances of you being flagged as a spammer are also high. Too many spam remarks can get you banned and will infinitely hurt your sender reputation (meaning, you won’t make it to inbox anymore).
Real estate agent Jaclyn Konopka gives away a seller’s brainstorming guide to attract new subscribers in her beautiful email.
Just like normal, offline relationships, you want to break the ice and build rapport before you ask for any favors or promote your services. Work on your credibility first, then start doing business.
To break the ice, use an automated welcome email. This email is sent after someone signs up for your list. You can send it immediately, or add a couple of hours (or a day) of delay in your automated workflow.
In the welcome email, you introduce yourself. It’s your first chance to show your level of expertise, trustworthiness, experience and professionalism. Focus on why customers should do business with you (and not another one of the many brokers in town). Then add a call to action that asks the reader to set up a phone call or grab a coffee to chat about their situation. Preferably, you want every email to contain a call to action.
The Real Estate Side Hustles welcomes new members with a short introduction. Their email newsletter then goes into what the reader has been missing out on in the real estate world. They also promote their real estate starter packs and other downloadables further down.
For the first set of emails, don’t instantly go into sales mode. There’s plenty of time for that later! Instead, show your human side and personality.
Send your subscribers emails about:
Patterson Realty keeps its readers up to date by sharing local market statistics.
Should I let you in on a secret that’ll instantly make your emails more valuable?
Find out as soon as possible what your email newsletter subscribers are interested in so you can personalize your messaging and deliver value. This starts on your homepage. Set up different landing pages for different target groups.
People interested in selling their house don’t need the same information as those who are looking to buy one. Same goes for visitors searching in different locations or with diverse housing needs. When you have different landing pages, each target group can read about what’s applicable to their situation.
Look at this example from Wilkinson ERA Real Estate, their email targets newlyweds and puts a fun spin on saying yes to the dress and the address.
Use different signup forms on each landing page to organize your readers from the get-go.
Or use 1 signup form and have people mark the newsletters they’re interested in. In your email tool, these subscribers will automatically be grouped together, making it easier for you to send personalized emails. At MailerLite, we call this signup form feature interest groups.
And if you want to find out more about your existing subscribers? Use surveys.
At MailerLite, customers can easily implement customizable surveys in their emails. This makes it easy for subscribers to quickly answer your questions directly within the email. The results can be tracked within the software and based on what customers answer, new subscriber segments can be made.
After you’ve grouped your subscribers together in different segments, it’s time to come up with a concept for the real estate emails you’ll send out. To make the most out of your email marketing, try to automate as many emails as possible.
You’ll want to have a mix of regular email marketing campaigns and automated workflows.
Seasonal events and festivities are a good excuse to host something for potential buyers and sellers. In this email, Keller Williams Real Estate Associates throws a Halloween Pumpkinfest for its email subscribers.
This is a good example of a helpful email. Real estate agent Danny Vaughn shares a to-do list with useful tips on what tasks to do as a homeowner in June.
To get you started, we’ll introduce you to the real estate email campaigns that’ll bring your clients closer and increase the number of contracts you’ll print this month.
Just like the housing market, your emails are also ever-evolving. Get creative and play around with refreshing newsletter content that your target group will be keen on reading. To form a good base, here are some ideas for email campaigns that are good to set up.
No worries, our newsletter gallery offers plenty of email templates to get you inspired. You can copy them, adapt them to your personal design and add your own email content.In our email template gallery you can see how our customers design their email newsletters.
Let’s start with a simple email marketing campaign. Some people passed the exploration phase and don’t need all the extra fluff in their real estate emails. They’ve got their money sorted and are ready to buy. Offer buyer leads the opportunity to sign up for an email list that’s dedicated to their needs. Send out sneak peeks, integrate video tours and give buyer leads the opportunity to schedule an appointment (preferably directly online using a booking system).
For these emails, it’s important to show listings that fit the buyer’s criteria. You can either ask about their preferences directly on the signup form, or send a welcome email in which the reader is encouraged to fill in their user profile to enjoy better recommendations.
This is how HB & CO. Real Estate shows its beautiful listings.
Sellers expect different things from their real estate newsletter than people who are in the market to buy. Tag this subscriber group and send targeted information about the housing market, the location they’re selling in, any increase or decrease in their home value or what homes around them sold well in the past month(s).
To gain more trust and to position yourself as an expert in your field, showcase what homes you’ve recently sold. This gives the seller proof that their property is in good hands with you.
In the example below, Cesar Romero gives sellers valuable information about the best time to sell property, even adding statistics to back up his claims.
These types of emails are automatically sent out when a certain behavior is triggered.
For example, you send out an email with 5 new listings in New Orleans. Jeanne reads your email and falls in love with a colorful house with a huge front porch. She clicks on the listing to find out more about the property. By clicking the link, you can activate a behavioral trigger that automatically sends out a viewing invitation for that specific house.
Behaviors can also be used for prices. Ask readers in an email what budget they have available for their new home. Use the survey option and tag readers automatically based on their answer. Then send emails featuring real estate in their price range.
In this example from Trulia, subscribers get a better idea of what type of houses are available within their budget. We love their interactive quiz-like approach.
We all get excited when people remember things, whether it’s our birthday or to ask how that important meeting went. It shows you care!
With email automation, you don’t need to have a dolphin memory to keep track of your customers. You can automate follow-up emails after each viewing (either sent directly or using a delay of some hours or a day). Ask people what they thought of the property, whether they have any remaining questions or need additional information.
Another good follow-up email is one that’s being sent about a week after a client closed on a house. Check-in, see how the move went and ask if there’s anything you can do to help with the transition.
You can then even add a condition that sends out another email to those who haven’t opened your first follow-up email. Or add a delay and send out a reminder, urging viewers to show their interest before the property is off the market.
And what if you’ve sold the property? Be tactical about it, communicate they’ve missed their chance this time but offer similar properties in the neighborhood.
Client reviews build your credibility. It’s good to ask for feedback during the time you work together or when a deal is closed.
After a successful deal — for example,1 to 3 months later — it’s nice to stay in touch with the happy new homeowners or sellers. To build your portfolio and increase your credibility, you can ask for a referral. Then use these online reviews and testimonials in your email copy.
Referral emails are also great to use for your industry partners, like lenders and attorneys. Was the partnership pleasant for both parties? Why not send out an email to partners to ask for a mutual referral. Maintaining these relationships is equally important as keeping in touch with clients.
The Pohlman Group already asks for reviews and Facebook connections early on, actively broadening their online presence.
Broker Kendahl McIntyre even rewards referrals, sending out a thank you message with a voucher gift.
Tip: Don’t forget to move buyers or sellers to a separate group so they don’t receive your listing emails anymore. Instead, offer content suitable for their interests.
When sending out an email, try to think about what you want to achieve. Do you want to get to know the subscriber better? Arrange a call? Collect RSVPs to your open house?
This call to action should be the main focus of your email. Make it easy for your clients to understand what’s expected of them. Make your CTA button large enough to function properly on mobile display and give it a color that’s hard to miss in your email design.
I know that selling property is your core business, but don’t make this the focus of every sent email. Think of alternative ways to add value. If you solely send out new listings, there’s little room for the customer to get to know you. With so many agents fighting for their spot in the real estate world, it’s important to invest in personal connections that can grow into a long-lasting business and praising referrals.
Always choose quality over quantity. If you want to do your email marketing right, don’t farm email addresses from local boards or NAR (or anywhere where you didn’t obtain consent). Sending out unsolicited emails is considered spam and will get you suspended from your email software and hurt both your online and offline reputations.
Email marketing offers real estate agents and brokers the opportunity to collect more leads, nurture relationships and eventually seal more deals.
Take your time to properly tag and segment your subscriber base, so you can deliver valuable, targeted content to each one of your subscribers. When your customers experience your emails as valuable and you connect with them personally, they’ll be much more likely to do business with you.
To build connections with many subscribers simultaneously, you can set up automated email campaigns. Your personal messages will be sent out automatically, while you’re busy showing properties. Easy and effective!