Notaries often have incredibly valuable and timely market information, but agents don’t tap into that source of intelligence. In our latest episode, Bay area notary and agent Brian Gillman shares how notaries pick up patterns and see market developments before they become statistics. He also explains how to build relationships with notaries and other related professionals so you have an intelligence network feeding you up-to-the-minute market information, and how to use that information to attract new clients.
Takeaways + Tactics
Build relationships with the best notaries in your market - Your title/escrow reps will know exactly who they are
Observe where buyers are coming from and moving to, and how demographics affect these changes
Use this on-the-ground intelligence to run targeted ad campaigns to reach potential clients with a very targeted, local-specific message
I see numbers before they become statistics. So when the county aggregates and releases numbers for January, that’s old news to me, because I saw it last week or if not today. -Brian Gillman
We started by answering an objection from a homeowner you might encounter while circle prospecting. Greg explained how to handle both on the phone and on the doors, including how to bring up something personal about their home or their vehicle that you genuinely like to shift the conversation away from real estate and build rapport.
Next we dove into Brian’s role as a notary, which goes far beyond getting loan documents signed and into being a translator that helps both buyers and sellers at the closing table. Then we get into how Brian conducts 4-5 “exit interviews” with buyers and sellers to get a feel for where the market is going, and how he tried to share that information with agents (unsuccessfully). Brian gave some great examples in the Bay area of how specific types of people are moving, why they move in and out of specific areas, demographics and work situations that are driving those changes.
Brian shared how to use small bits of market information to build infographics for social media that will attract the attention of specific types of clients. Brian explained how he would go about building relationships with someone in his position and how you can send them business.
Clients come and go. Strategic partners can send you both clients and valuable market information for decades to come. So reach out to your title and escrow people, your notaries, your loan officers and other related professionals. Build real relationships and look for ways to help grow their business, and you’ll lay a solid foundation for your real estate business.
Brian Gillman is an experienced notary and licensed agent with Intero Log Gatos. Brian serves the entire 680 corridor in the Bay area, from Danville to Los Gatos. Contact him at firstname.lastname@example.org or call/text 925-895-5300.
Click here to download your free PDF, Greg’s Favorite Scripts, featuring scripts for buyer and seller lead follow up, price reduction and objection handler scripts and much more.