Real Estate Marketing Plan Help
by Dr. Bob Burkett
(Bloomington, IN (USA))
I'm a Broker and am experiencing the same "down market" condition as you did, and my listings are at the lowest they have ever been. I need help knowing how to get more listings, and I'm not getting showings or closings!
Please teach me how to:
1. Get referrals from previous clients
2. The daily work routine of a successful realtor
3. How to get listings from FSBOS. EXPIREDS, WITHDRAWNS
4. How to get Realtors to attend Brokers Open Houses
5. How to get Buyers to attend my Open Houses
6. Effective real estate marketing designs
7. Effective real estate brochure designes
8. Effective real estate agent activities
9. What local organizations should I belong to in order to get listing and buyer clients and referrals from other members of the organizations
Thanks so very, very much!
Dr. Bob Burkett, Broker / Owner
INDIANA BEST BUY REALTY
568 Crimson Court
Bloomington, IN 47403
Phone: 812 825-4646
FAX: 812 825-4645
Email: bburkett@homefinder.org
RESPONSE
Doc — let's tackle your questions head-on. Below you'll find answers to each of your powerful questions, laid out in a clear Q&A format to help you take bold action in a market that's trying to sit you down. Let's flip the script. You're not just surviving this downturn — you're about to dominate it.
1. How do I get referrals from previous clients?
Answer: Follow-up is your goldmine. Create a post-closing system that includes handwritten notes, check-in calls every 90 days, and a monthly value-driven email (think local market updates, not just listings). Make it easy for them to refer you by sending referral cards, offering small thank-you gifts, or launching a "Client Champion" program where referrals earn entries into quarterly giveaways. Referrals don't just happen — you spark them.
2. What is the daily work routine of a successful realtor?
Answer: Successful agents treat their days like a business. Here's a winning breakdown:
8 AM – Personal development (read, journal, mindset work)
9 AM – Lead generation: 2 hours of calls, follow-ups, FSBO/Expired outreach
11 AM – CRM and database updates
12 PM – Lunch & social media engagement
1-3 PM – Listing appointments/showings
3-5 PM – Admin, prep for tomorrow, client updates
Evening – Networking events, community touchpoints
Discipline drives results. Consistency beats chaos.
3. How do I get listings from FSBOs, Expireds, and Withdrawns?
Answer: Craft value-based campaigns tailored to each:
FSBOs want help, but not a pitch. Offer a free seller's guide or market analysis with no strings. Build trust.
Expireds are often angry. Show them exactly what you'd do differently — in marketing, pricing, and exposure.
Withdrawns may still want to sell — just not under stress. Reconnect calmly and confidently.
Use letters, door knocks, social DMs, or call scripts with empathy and strategy.
4. How do I get Realtors to attend Broker Open Houses?
Answer: Turn your Broker’s Opens into mini-events. Serve lunch, partner with local vendors for giveaways, and send personalized invites (not just MLS blasts). Use social media sneak peeks, and offer incentives like a drawing for a $50 gas card. Bonus: have a lender or stager on hand for added value. Make it worth their time — and they'll show up.
5. How do I get Buyers to attend my Open Houses?
Answer: Go beyond the yard sign.
Promote aggressively: Facebook and Instagram ads targeted by location.
Use video teasers: Post "Why you should see this home in person" reels.
Leverage email: Invite your database and neighborhood list.
Add a hook: Offer a free homebuyer checklist, a local vendor giveaway, or refreshments.
Get creative — open houses are your in-person sales funnel.
6. What are effective real estate marketing designs?
Answer: Modern, clean, and mobile-friendly. Think bold headers, high-res photos, and short, compelling text blocks. Use platforms like Canva or Adobe Express. Branding should be consistent across everything — flyers, websites, social media. Incorporate QR codes that link to listings or buyer guides. Great design makes people stop scrolling and start calling.
7. What makes an effective real estate brochure design?
Answer: Less fluff, more punch. Use:
A compelling cover headline (not just "For Sale")
Gorgeous, well-lit property photos
Key features in bullet format
A mini bio with a strong call to action
Social proof: testimonials or "Just Sold" stats
Make sure it's print-quality AND shareable digitally. Think of it as a "leave-behind" that refuses to be left behind.
8. What are effective real estate agent activities?
Answer: Activities that bring leads or build brand matter most. Focus on:
Daily prospecting
Weekly video content (market updates, tips)
Door-knocking or circle prospecting
Hosting free community workshops (e.g., "Buying Your First Home")
Sending handwritten notes
Engaging daily on social platforms
Busy doesn't mean productive. Revenue-producing actions should dominate your calendar.
9. What local organizations should I join to get clients and referrals?
Answer: Start with groups where people talk about life changes (which often lead to real estate moves):
Chamber of Commerce
Rotary Clubs
BNI (Business Networking International)
Local real estate investor meetups
Community HOA boards or committees
Charities or school booster clubs
Show up to give, not just get. Be consistent. Let people know you're the go-to local expert — not just a Realtor, but a resource.
Closing Note:
Doc - it appears you have the drive - now it's time to fine-tune the engine and put the pedal down. When everyone else is slowing up, you push forward, sharper, smarter, and stronger. You've got this.
