How to stand out in a competitive real estate market

In the cutthroat arena of real estate, standing out is key to winning clients. We’ve gathered insights from industry experts, including CEOs and broker associates, to share their most effective strategies. From demystifying the mortgage process to establishing a strong online presence, discover the twelve distinct tactics that have propelled their success. Here’s how to stand out in a competitive real estate market:

• Demystify the Mortgage Process
• Specialize in a Niche Market
• Expand Reach Through Networking
• Become a Local Market Expert
• Implement a Robust Online Portal
• Offer In-House Tax Expertise
• Leverage Innovative Technology and Ad Techniques
• Personalize Client Service
• Utilize Targeted Social Media Marketing
• Provide Interactive Virtual Tours
• Convert Prospects with Strategic Renovations
• Establish a Strong Online Presence

Demystify the Mortgage Process

I believe in demystifying the mortgage process for clients and helping them understand their options clearly. That’s why the focus quickly became creating educational content that we could share on our online webinars and newsletters.

 For instance, we started multiple email campaigns on topics like “Navigating Your First Mortgage” or “Smart Refinancing Strategies.” Moreover, rather than simply offering our audience insights, we sent out multiple surveys and polls to understand what the pressing questions were that they needed assistance with. The success story was when one of our subscribers forwarded our email to someone who was looking to buy their first home. 

Soon after, they got in touch, and I tailored a mortgage solution that aligned with their goals. In the end, they chose to work with me over other brokers because of the educational approach and personalized service.

Mike Roberts, Co-Founder, City Creek Mortgage

Specialize in a Niche Market

In the fiercely competitive real estate market, differentiation is key. I stand out by specializing in a niche market, such as luxury waterfront properties. 

By becoming an expert in this specific area, I am able to offer unparalleled knowledge, connections, and insights to my clients. This focused approach has proven successful, as I recently helped a client secure a highly sought-after waterfront estate that had multiple interested buyers. My expertise and dedication to this niche market played a pivotal role in winning the client and closing the deal.

Josh Steppling, Broker Associate, Treasure Coast Real Estate

Expand Reach Through Networking

Networking is a strategy that has greatly helped me stand out and win clients in the competitive world of real estate. By building personal relationships with other agents, industry professionals, and potential clients, I have been able to expand my reach and showcase my expertise. 

One particular example of its success was when I attended a local real estate conference and made connections with several agents who were looking for a partner to help them with their clients’ needs. As a result, I was able to secure multiple new clients and expand my business network through these valuable connections.

Keith Sant, CMO, Eazy House Sale

Become a Local Market Expert

One key strategy I advise is to become a local market expert. This involves more than just understanding current listings and prices; it requires in-depth knowledge of the community, including future development plans, school district details, and local amenities. 

I encourage beginners and advanced investors to regularly attend city council meetings and engage with community leaders. Building a blog or a social media presence where they share insights about the local market and community events can also establish their credibility. This approach not only distinguishes them as knowledgeable professionals but also helps in building a network of potential clients who trust their expertise.

Implement a Robust Online Portal

As a letting agent in a fiercely competitive real estate rental market, I know that implementing a robust online portal can be a game-changer in standing out and winning clients. The convenience and accessibility of an online platform not only streamline the rental process but also provide clients with real-time updates and information. For instance, introducing a user-friendly portal for property listings, virtual tours, and document submissions has not only enhanced client satisfaction but has also proven instrumental in securing leases swiftly.

This technological edge not only demonstrates a commitment to efficiency but also aligns with the modern expectations of clients, solidifying our position in the real estate market as a cutting-edge and client-centric letting agency.

Jaskaran Deu, Director, DEU Estates

Offer In-House Tax Expertise

For our real estate brokerage, the niche has been having an in-house tax expert. We’ve been able to tap into more and more investors by having an expert handy who can help explain things like cost segregation while evaluating what price range and property type will provide the best tax incentives.

Christopher Olson, General Partner, Azalea City Tax & Accounting

Leverage Innovative Technology and Ad Techniques

In the highly competitive real-estate market, my standout strategy has been leveraging technology to create immersive virtual tours of properties. Recognizing that many potential buyers start their search online, I invested in high-quality, 360-degree virtual tour software. This allows clients to explore properties in detail from the comfort of their own homes. 

To complement this, I also use targeted social media advertising to reach a broader audience. This approach not only showcases the properties uniquely and engagingly but also demonstrates my commitment to innovative marketing techniques. It’s been a game-changer in attracting tech-savvy buyers and setting my listings apart.

Tony Mariotti, CEO, RubyHome

Personalize Client Service

In my experience, a personalized approach has been the most effective strategy for standing out in the real estate market and winning clients. Instead of simply sending out generic flyers or emails, I take the time to understand the specific needs and preferences of each potential client. This allows me to tailor my services and marketing efforts accordingly, showing that I truly care about their individual needs and goals. 

For example, I had a client who was looking for a home with a large backyard for their growing family. Instead of just sending them listings that fit their budget, I took the extra step to find properties that also had spacious outdoor areas, which greatly impressed them and ultimately led to me winning their business.

By showing genuine interest in each client’s unique situation, I have been able to stand out in a crowded market and successfully secure clients. It’s always important to remember that personalization goes a long way when it comes to real estate.

Zach Shelley, Founder and CEO, A-List Properties

Utilize Targeted Social Media Marketing

Social media marketing has been a game-changer for me in the real estate industry. By creating a strong online presence and using targeted ads, I have been able to reach a wider audience and showcase my expertise to potential clients. 

For example, I recently posted about a new listing on Instagram, and within hours, I had multiple inquiries and ultimately closed the deal with a buyer who saw the post. This tactic has not only helped me stand out from other realtors, but it has also proven to be successful in generating leads and closing sales.

Mark Buskuhl, Founder and CEO, Ninebird Properties

Provide Interactive Virtual Tours

One strategy that has helped me in a competitive market is leveraging immersive and interactive virtual tours. Traditional property listings often rely on static images and descriptions, but offering potential buyers a virtual tour provides a more engaging and comprehensive experience.

We start by embedding virtual tours directly into online listings on the business website, real estate platforms, and social media channels. Then, we incorporate interactive elements within the virtual tours, such as clickable hotspots, detailed property information, and the ability to measure distances within the space. We also host live virtual open houses or schedule virtual tours using video conferencing tools to guide potential buyers through the property and answer questions in real time.

Perry Zheng, Founder and CEO, Pallas

Convert Prospects with Strategic Renovations

When it comes to any kind of competitive market, especially in real estate, it’s important to assess things from the perspective of clients and to understand how to create great value. One way to do this and convert more prospects into clients is through being an exceptional closer. 

Being an exceptional closer means that one is able to communicate to prospects about their skills and abilities to help the prospect, as well as exchange emotional energy that creates confidence and enthusiasm. The way that we’ve specifically been able to stand out and win clients on the real estate agent side has been by providing additional value through strategic renovation services. This has been incredibly helpful, especially for homes where there is financial distress but also equity.

 In these scenarios, we’ve been able to do a quick renovation for the homeowner in 7 to 14 days, then put the house on the market, and then we’ve been reimbursed for the renovation costs when the property sells and closes. Homeowners have enjoyed this because they’ve not had to go out of pocket for renovation costs and manage contractors, and they’ve been able to see that we have ‘skin in the game’ by investing money into the property. 

In our “We Buy Houses” business, we’ve also been able to create exceptional value and win over clients by providing multiple services beyond a traditional cash offer. While we do pride ourselves on having great cash offers, we’re also able to help sellers by connecting them with real estate agents, renovating their houses, and doing a joint venture partnership to split the profits, along with a number of other options. When people feel that a solution is truly being provided for their unique situation, that is when we find they convert the best.

Sebastian Jania, CEO, Ontario Property Buyers

Establish a Strong Online Presence

In today’s digital age, having a strong online presence is essential for any real estate agent looking to stand out and win clients. By utilizing social media platforms, creating a professional website, and actively engaging with potential clients through email newsletters and blog posts, I have been able to showcase my expertise and attract new clients. 

For example, I recently had a client who found me through my website and was impressed by the content I had posted on my blog about the local real estate market. This led to them reaching out to me for assistance in finding their dream home, which ultimately resulted in a successful sale. 

By maintaining a strong online presence, I have been able to reach a wider audience and establish myself as a knowledgeable and trustworthy agent in the competitive real estate market.

Shaun Martin, Founder and CEO, Sell My House Fast