For transaction coordinators (TCs), growing a successful business in the real estate industry requires more than expertise in handling transactions. Learning effective marketing and networking strategies is essential for building stronger client relationships, attracting new business opportunities, and positioning yourself as an indispensable resource for real estate professionals.
This article shares actionable networking and marketing tips compiled just for TCs. Inspired by the insight provided by Melissa Kiser on our webinar, owner and founder of TC Masters, and further cemented with our expertise, these strategies will help you build your reputation, extend your network, and achieve success that will last in a competitive marketplace.
Agent Outreach: Connecting with the Right Partners
“Doing [marketing and networking] remotely, in your pajamas behind your computer, in your little introverted cave is not going to grow your business.” – Melissa
One of the most effective ways for TCs to market their services and build their business is through building relationships with real estate agents and brokerages. Seeing them in-person, taking to them and providing value. Here’s how to make meaningful connections:
Attend Brokerage Meetings
Brokerage meetings are the best opportunities for networking for any TC. You get to meet several agents in one location and get a chance to display your capabilities. Here’s how to maximize these opportunities:
- Preparation is key: Be present with printed materials, such as brochures or flyers detailing your services, value proposition, and testimonials from happy agents. Business cards will ensure that it is easy for the agents to contact you in follow-up.
- Add value: Offer to discuss ‘quick tips’ or resources during the meeting, such as best practices in transactions, technology trends in real estate, or updates in the real estate transaction process.
- Follow-up: After the meeting, send personalized follow-up emails to all agents you connected with, including a summary of your services and an invitation to discuss how you can support their business.
- Market insights: Share your valuable ideas in meetings, such as recent changes in the real estate market or innovative uses of estate transaction management software that would help them streamline their transactions.
- Address their pain points: Ask them directly what challenges they face in closing the deal or with the transaction under contract. Your pitch should be tailored to show how you are helping resolve these issues for them.
Seize Presentation Opportunities
Position yourself as an expert by offering to host workshops or presentations for agents. Topics can include:
- Streamlining the transaction process.
- Best practices for compliance and documentation.
- Tips for improving client communication during transactions.
- Real estate email marketing strategies that improve follow-up processes and enhance the client experience.
- How to use social media to gain and retain real estate leads.
Additional Tips for Maximizing Presentations:
- Demonstrate how your tools and processes can save them time and help ensure successful deals.
- Share real-life examples of how your expertise has helped agents achieve smoother closings or solve complex issues in real estate transactions.
By providing actionable advice, you establish yourself as a knowledgeable partner that agents can trust.
Offer Meeting Incentives
To attract more agents to your presentations or one-on-one meetings, consider offering small incentives:
- Coffee gift cards.
- Free downloadable resources, such as checklists or templates.
- Personalized consultations to identify pain points in their transaction process.
- Offer agents an opportunity to co-brand a campaign, positioning both of you as trusted resources in the real estate industry.
- Invite them to an exclusive webinar: Share content ideas or resources designed to help them manage their workloads effectively, such as tools for automating administrative tasks.
Invest in Branded Merchandise
Melissa Kiser shared a memorable strategy: branded swag. Whether it’s mugs, stickers, or T-shirts, these items serve as constant reminders of your services.
As Melissa pointed out, “They don’t yell my name, they don’t remember my name. But they care that I’m a TC, and they remember my business name and they yell that from across the room.”
Expand Your Reach with Creative Merchandise Strategies:
- Include compelling content on your branded materials, such as your website or social media handles. Melissa provides merch with her business name, TC Masters, in them.
- Use giveaways strategically during real estate networking events or charity events to engage with a broader audience of agents and real estate professionals.
Build an Agent Network Through Real Estate Associations
Joining local or national real estate associations can connect you with industry professionals and provide access to industry events where you can meet potential clients.
Benefits include:
- Access to events where you can establish personal relationships with agents and brokers.
- Opportunities to contribute to association newsletters with high-quality content, such as articles on managing future transactions or insights on real estate teams.
- A platform to showcase your expertise and share client testimonials to build trust with your target audience.
Expertise Building: Becoming the Go-To TC
To stand out in a competitive market, TCs must demonstrate expertise and continuously improve their skills. Here’s how to build your reputation as a knowledgeable and reliable transaction coordinator:
Sharpen Your Skills During Market Slowdowns
Real estate markets are cyclical, and slower periods provide a golden opportunity to work on your business rather than just in it. As Melissa noted, “We are coming up [on] the winter months… It’s the perfect time to brush up your skills, learn a new contract, or start reaching out for your current stream of income.” To maximize your time during these holiday season and slow months, consider:
- Enrolling in courses to learn about new contract forms or compliance requirements.
- Diversify your client base by exploring partnerships with teams, commercial agents, or out-of-state brokers.
- Review your current processes to identify areas for improvement.
Offer Valuable Transaction Insights
Position yourself as an indispensable resource by sharing transaction insights with agents. For instance:
- Create social media posts or newsletters highlighting common pitfalls in real estate transactions and how to avoid them.
- Offer to provide regular updates on changing regulations or market trends that could impact transactions.
By positioning yourself as a source of knowledge, agents will see you as a trusted partner rather than just a service provider.
Be Selective with Resources
Melissa cautioned against relying on generic templates or programs with unrealistic promises, such as “making six figures in 30 days.” Instead:
- Invest in high-quality training programs tailored specifically for TCs.
- Avoid one-size-fits-all solutions. Choose tools and resources that align with your unique business model and goals.
Join a Supportive Community
Being part of a community can accelerate your growth and provide invaluable support. Here’s what to look for in a thriving, beneficial TC community:
- Engaged members: Seek out groups where professionals actively participate, sharing ideas, advice, and experiences.
- Access to resources: The best communities provide exclusive tools, content, or templates that help you tackle the multitude of tasks involved in transaction coordination.
- Diversity of expertise: A strong community includes members from various backgrounds—independent transaction coordinators, real estate brokers, and other real estate pros—so you can learn from multiple perspectives.
- Collaborative opportunities: Choose a network that promotes potential collaborations, such as co-hosting webinars or teaming up on marketing activities.
- Regular events: Active communities host meetups, virtual sessions, or online forums, allowing you to form meaningful relationships with industry professionals.
Find a Mentor to Guide Your Growth
Mentors are guide who will help you understand all the nuances of the real estate industry and further polish your skills as a professional transaction coordinator. You need someone who’s active and ready to provide you with support when you need it.
Melissa emphasized this point, stating, “Not having this kind of mentor is a red flag you have to be aware of.” Here’s how to recognize the right mentor:
- Look for real-time access: A mentor who can provide one-on-one calls, personalized advice, and on-the-spot feedback is invaluable, especially when you need to resolve challenges promptly.
- Choose someone active in the field: The best advice and strategies will come from a mentor who is currently involved in real estate transactions, ensuring their guidance is relevant and up-to-date.
- Make sure they understand your career path: A mentor should recognize the unique challenges faced by transaction coordinators and help you enhance your communication skills, maintain organization, and create a tailored business plan to meet your goals.
- Focus on practical guidance: Avoid mentors or programs that offer only generic content. Instead, seek those who provide detailed, hands-on guidance on navigating the closing process, managing client databases, and enhancing the client experience.
- Check their track record: Look for a mentor who has successfully guided other transaction coordinators, with a history of closed deals and satisfied clients as proof of their expertise.
Practical Marketing Tips for Busy TCs
Many TCs juggle demanding workloads alongside personal responsibilities. Effective time management is essential for making progress in marketing and networking efforts. Here are some practical tips:
Schedule Marketing Time
Melissa emphasized the importance of scheduling dedicated time for marketing activities. “You’ve got to schedule it in,” she advised, noting that many TCs are work-from-home parents or busy individuals. Block out time each week for tasks like:
- Learning new skills.
- Reaching out to potential clients.
- Updating your website and social media profiles.
Treat these blocks as non-negotiable appointments to ensure consistent progress.
Make Small, Consistent Efforts
Marketing doesn’t have to be overwhelming. Small, consistent actions can add up over time. For example:
- Spend 15 minutes a day engaging with agents on LinkedIn or Instagram.
- Write one blog post or email newsletter per month.
- Attend one networking event per quarter.
Embrace Authenticity
Agents value authenticity and expertise. Showcase your personality and dedication to your work through your marketing materials. Avoid over promising results and focus on demonstrating how you can genuinely help agents succeed.
Final Thoughts: Building a Sustainable TC Business
As a real estate transaction coordinator, I know that marketing and networking are indispensable for long-term success.
Here’s a quick recap of the actionable tips shared in this article:
- Agent Outreach: Build relationships with real estate agents and brokerages by attending brokerage meetings, hosting presentations, offering incentives, using branded merchandise, and joining real estate associations.
- Expertise Building: Sharpen your skills during slow periods, share transaction insights, choose resources wisely, join a supportive community, and work with mentors who offer tailored guidance.
- Practical Marketing Tips: Dedicate scheduled time to marketing, make consistent small efforts, and showcase authenticity in your materials and interactions.
By applying these strategies and using transaction management tools like ListedKit, you can create a thriving, sustainable TC business and establish yourself as a trusted professional in the real estate industry.
