With open houses, large social gatherings and other in-person events currently prohibited in California, you may be struggling with how to increase your client list. Afterall, open houses and events are some of the most popular ways REALTORS® get new business.

We talked to three California REALTORS® about how they’ve increased their business over the last year without the ability to meet new clients face to face.

It’s All About Referrals

“Tahoe has been a very hot market and we have seen a huge demand for homes. I started teaming up with other agents that were too busy to reach out to their high volume of clients and took a lot of referrals. I joined every social media group, newsletter, all MLS' around our Lake, and reached out to agents around the area, and the state, to have more referral partners,” says Kili Rahbeck, REALTOR® and 2021 President of the South Tahoe Association of REALTORS®.

“Using social media and my referral network has opened up doors to new relationships. Due to technology, I was able to join double the number of meetings throughout the state than I normally would. I had more new clients and agent referrals than I did the previous two years combined! It has really broadened my horizons on how to do real estate.”

But it’s not without its downside though. As Rahbeck explains, “There was a lot of trial and error in 2020 on what works and what doesn't work for each and every client. A specific APP or communication style doesn't work for everyone so there is always going to be a learning curve. My motto for 2020 was: be patient and be adaptive.”

Personalized Video Tours

“I had buyers who were on the fence, including three out-of-state buyers, who suddenly decided to move forward with their home purchases. I did this by offering personalized video tours done by me, not just the ones they can see online,” says REALTOR® Cyndi Mino of First Team Real Estate in Huntington Beach.

“I found these custom tours gave a truer representation of the actual home. I was able to provide my own narrative and point out areas of the home that were strange, unique or great. It was also less time consuming than trying to get appointments to show homes due to the multiple people involved in the showings.”

In the end, Mino says her tours have increased her business by 25 percent and the out-of-state buyers bought sight unseen.

Social Media for the Win

“I'm an introvert and I'm in my element when I’m on social media. To be active and engage with others online comes easy to me, so right now my business is thriving,” says Antioch-based REALTOR® Alex Huezo with E3 Realty & Loans.

“Due to the pandemic we’ve all been spending more time at home, so I’ve slowly been increasing my social media presence. I started a video series called ‘Tip Tuesday’ where I shoot short, quick videos from my office or in the car. I just recently started using the studio at our brokerage so they’re more polished,” adds Huezo. “Not only do I have friends and family reaching out because of these, but I also have other REALTORS® getting in contact with me and validating that this technique is working. They reach out and want to put a face to the name they’ve been seeing all over social media.”

“Every once in a while, I also do giveaways on my social pages. Most recently I did a gift card giveaway for the Superbowl. The person who commented with the closest guess to the final score of the game won a gift card. It’s a fun way to get more engagement and to take care of my family, friends and clients.”