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Property research firm RP Data has revealed how brokers can generate 75 strong leads per year from their local area.
RP Data surveyed 7,500 people last year and found that 22 per cent had sold their property before finding their next home or organising finance for it, according to general manager of data products Greg Dickason.
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Mr Dickason said an average suburb had about 350 home listings per year – and that about 75 of those were listed by people who had not financed their next property. He advised brokers to target those listings.
The key to being a successful broker was setting up clever systems and sticking to them, he said, adding that established brokers should spend 80 per cent of their time on client retention and 20 per cent on acquisition.
Mail-outs are a good way to stay close to clients, Mr Dickason said. “They need to remember who you are in three years’ time when they decide to refinance,” he said.
Brokers should also know their local property market so they are aware of when an old client is looking to buy again, he said.
According to Mr Dickason, long-term renters are a good source of new business because they are often looking to buy their first homes.
Brokers could use their local knowledge to advise renters about mortgages with similar repayment levels to their current rent, he told The Adviser.
