Convert Seasonal Tourists to Real Estate Leads in 4 Simple Steps
Every December, the Hawaiian islands see a massive influx of visitors looking to escape the cold and snow characteristic of much of the contiguous United States. In fact, The Big Island, the most popular holiday vacation destination among tourists, sees a whopping 21.0% increase in visitors during the winter months compared to the yearly average! With crowds of people frequenting and falling in love with the islands every holiday season, there’s plenty of opportunities to grow your business and land potential clients.
How to Convert Holiday Visitors to Potential Real Estate Clients
Between the beautiful coastlines, colorful communities, and ideal climate, there is so much to love about Hawaii. Every winter, thousands of people realize the charm of island life, and some even decide to make their vacation permanent. Here’s how to ensure you’re the agent they call and successfully convert holiday tourists to clients.
1. Hone Your Marketing Strategy
Before you take to the streets, you’ll want to determine your niche. Do you mostly market to high-profile clients looking for a luxurious third property? Or, do you help first-time buyers move to the islands and settle into one of Hawaii’s trending neighborhoods? Knowing your audience will determine which visitors might respond to your marketing campaigns, how best to reach them, and which messages you should send.
Once you’ve determined your audience, work on lead generation. Explore the cost of a TV ad, drop flyers and brochures at places your target audience frequents, or even look into renting a billboard, perhaps near the airport. Referrals can also be a lucrative element of your seasonal marketing strategy. Reach out to clients with whom you’ve recently worked and had a connection. Perhaps they have family and friends in town looking to relocate or know someone who needs a great real estate agent. Whatever marketing approach you take, ensure you’re targeting the right group of seasonal visitors.
2. Ensure Proper Fit
Living in Hawaii is not for everyone. Before you spend valuable time and resources working with new clients, ensure they’re serious about adopting the island lifestyle and this isn’t just a vacation whim. Great agents want buyers to find the right home, not just any home. A potential commission isn’t worth someone completely uprooting their life and moving somewhere that’s not the right fit.
A strong client-agent relationship is also crucial. Reciprocal respect, care, and connection are just a few of the qualities that go into an effective relationship. Ensure any new clients are a fit and encourage them to evaluate you in the same way.
3. Sell Island Life
Once you’ve confirmed that your client is serious about relocating to the Aloha State, share some of the wonderful things that come along with island life. You don’t have to know exactly how many miles of beautiful coastline we enjoy (hint: it’s 750) because authenticity is key. What do you like best about living in Hawaii? What do you know your client is looking for, and how can they find it here? Sell them on real-world examples that might add value to their lives.
If they’re outdoor enthusiasts, perhaps you can highlight the state’s many scenic hiking trails and the adventurous communities they may enjoy. If it’s city living they’re after, share some stats about Honolulu, Hawaii’s largest metropolitan area. There is so much to love about Hawaii. Connecting your client with the perfect place for them personally can convert any seasonal tourist to a long-time resident.
4. Stay Connected
Odds are, the client won’t be ready to purchase a new home in time for the new year. Because their vacation may feel like a dream upon returning home, be sure to exchange contact information and keep in touch. Give them your card, but make a point to take theirs as well. Determine and make a note of their preferred method of contact, and try to set a specific date and time for further communication.
Then, follow up. Depending on the client’s preferences, give them a call, send a text, or otherwise contact them on the agreed-upon date. Be available to answer any lingering questions and check in every so often. For most people, making the move to Hawaii is a huge change of pace. Connectivity and availability can land the client, and convince one more person to make island life a reality.
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