Where to Find a Never-ending Source of HOT Leads
As the owners of pressure washing companies continue their search for steady, high quality leads, one source seems to rise above the rest. Realtors. This might seem obvious once it is pointed out, but it is baffling at how few businesses utilize this valuable source. When you really look at what makes realtors such a great resource, you will wonder why you are not focusing specifically on realtors.
When a homeowner hires a realtor to sell their home, they are putting their trust in them, that they will know what is best to make the home sell as quickly as possible. In turn Realtors know that the #1 reason a prospect rejects one house in lieu of another is due to curb appeal. When you stop looking at your business as selling a pressure washing service, and start seeing it as you selling curb appeal, beauty and value for a homeowner, you will be speaking their language. Remember, it’s all about the presentation.
In this time of economic uncertainty, and the crash of the housing market, realtors are forced to look for any way to make their clients homes stand out from the crowd, not only for their client’s sake, but for their paycheck. Remember, realtors need you just as much as you need them. But, just like homeowners, realtors really don’t know what they don’t know. It is our job to put ourselves in front of them to make sure they are educated on how our services can benefit them.
What are some ways to get in front of realtors?
- Direct mail. Do a simple search for realtors in your area, copy down the office address and pop a flyer, brochure, or a “Hello” letter in the mail.
- Personal visits. When you are driving to a job or estimate, stop in and introduce yourself. Leave a couple of business cards, a brochure, and/or a promo item like a mug or some pens.
- Call/write/fax: Pressure washing veteran Jeff LeCours, of JL Pressure Washing advocates the Call/write/fax method to keep a constant presence, so that when the time comes for them to choose a contractor, you will be the obvious choice.
- Join realtor association. Realtors tend to have a pack mentality. Most realtors are part of some organization, and most organizations have a membership option for contractors.
- Target people whose houses are for sale. Send a flyer to homeowners who have homes on the market. When you get a job, take before and after photos and send them to the realtor.
Bottom line is if you are not targeting realtors, you are leaving thousands, possibly tens of thousands of dollars on the table.
Now get out there and make 2009 your best year ever!!!!
Scott Davis
Houston, TX Roof Cleaning
Scott
Good article!
Realtors are a valuable resource in securing residential pressure washing and roof cleaning projects - in my opinion their role as a facilitator in gaining more leads/jobs is one based on communication, education and a great relationship.
Most successful Realtors are accomplished at networking and have a wide reach in terms of contacts from different backgrounds, fields and industries - you are correct in describing them as ‘a never-ending source of HOT leads’!!! In my experience, Realtors will refer your business if you offer excellent customer service, competitive prices and can complete jobs in a timely manner. It is not inconceivable to receive thousands of dollars worth of work from Realtor leads and referrals… I speak from experience!!
Just a small addition to your list of way to get in front of realtors… where to find realtors?
Check out the Yellow Pages, Homes For Sale booklets at the entrance to grocery stores and perform a local search at Realtor.com.
Hope 2009 is your best year ever Scott!