How Realtors Can Use AI to Land Their Ideal Clients (Step-by-Step)

Struggling to attract the right clients in real estate? 🚀 In this video, I’ll show you exactly how to use AI tools to identify, connect with, and convert your ideal clients—without wasting time chasing cold leads.

What you’ll learn:
✅ How to define your ideal real estate client profile
✅ The AI prompts & tools that do the heavy lifting for you
✅ Step-by-step workflow to get more high-quality leads
✅ How to stand out in a crowded real estate market

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If you’re serious about growing your business, this video could change the way you prospect forever.

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Chapters

• 0:00 Why Niching Down Matters
• 0:33 Collecting Essential Client Data
• 1:44 Revenue Per Hour: The Hidden Metric
• 4:32 Using AI To Analyze Client Data
• 6:14 Creating Your Marketing Strategy
• 9:05 Building a Hyper-Profitable Business

Transcript

Speaker 1: 0:01

There are real estate clients, and then there are ideal real estate clients, and if you want to build a lucrative real estate agency, generally speaking, niching down is the smart way to go. In this video, I'm going to show you, or explain to you, how you can find who your ideal client is, based on previous transactions and who you've worked for, and how to create a surgical marketing plan to attract those clients. Okay, so the starting point is assuming you have at least some information and data about each of your clients that you've represented in the past. Okay, some are stored in a CRM or a spreadsheet or something that you can export. Now, if you don't have this, you're going to have to take a little bit of time. If you want to do this exercise, you're going to have to go back and you're going to have to add some of the information that I explained about each of these clients to create some sort of basically a list or a database of clients with certain attributes, transaction value and so forth, so that you can do this analysis Now. So what sort of information should you be collecting for each of your clients in order to do this? And there's a lot of other value in collecting this. So if you don't collect information and store it and organize it for each of your clients, you really should start, and here's a quick and dirty list that'll get you started.

Speaker 1: 1:21

Okay, the first one is was it a buyer or seller transaction? Certainly, you've, you've, you've tracked that, okay. Next up is the property type Is it a detached home, investment property, vacation property, townhouse, et cetera? Okay, obviously, you probably tracked that. Now let's talk about the demographics of your client at the time that they hired you. Right, we're looking at what it was. We're looking for that ideal client that you represented at the time. So if they're 20 years ago a transaction, you want to input the demographics of them at the time, and it would be age, gender, education, job, socioeconomic status. Now let's talk about psychographics. This is very important. This would be examples would be first-time homebuyers, downsizers, luxury homebuyers, family, ranch land, farmland, commercial, single family, et cetera, et cetera.

Speaker 1: 2:10

Lifestyle Now, this is the less important, but it is interesting and it might provide some good insights into maybe there's a particular type of property, uh, location or or amenities that you seem to do really well in marketing and selling and that could be, you know, maybe it's urban or rural or suburban or waterfront or whatever. Okay, you want to track this about each of the properties that you've done a transaction with Ongoing interests of the client. Now, this is less important, but it could also provide some really interesting marketing messaging angles. So let's, for instance, you're an avid outdoors person, you love camping and hiking and all that. Obviously, you're not going to target any ads you do to people who are into camping and outdoors and that would be kind of weird. But you can discuss your affinity for these activities in your email newsletters and on your blog and so forth and you talk about this is what you've done. This is where we've gone in the region. These are great trails and blah, blah, blah, and this is going to resonate with. With like-minded people, like-minded people of similar interests, it's easier to establish a good rapport and this could be a really good angle to get clients that are going to better understand you and have a better relationship with you sooner. Now, obviously, it's not a hundred% ironclad that that's how it's going to work out, but it helps the odds and chances and really this is a relationship business and you want to do everything you can to attract clients with whom you get good relationships, because if they have a good experience, they're going to refer you, they're going to give you a good review, and these are all the sort of collateral benefits that stem from attracting your ideal clients.

Speaker 1: 3:49

The next one is revenue per hour. Now, most agents don't track this. I highly highly recommend you start tracking your time how much time you're putting in with each client until the transaction is totally complete. There's very simple, easy to use time tracking apps out there. You just put it on your phone. You just basically like click a button, you know for that particular client. Whatever you're doing, I know it's a hassle throughout your day, and I understand if you just like. This is a deal breaker. There's no way you're doing that. That's fine. What you will miss, though, in this analysis would be determining your ideal client based on how much money per hour you ended up making.

Speaker 1: 4:26

Okay, but if you could track this and then you also track the commission that you pocketed, then you're going to be able to determine a really good amount per hour, and that can be very enlightening. You might find a niche that you completely disregarded. That turns out it happens to be a lot more lucrative than you thought. Maybe it's a single professionals who are looking for a condo in your area and you've done a handful of these and while these may not be the largest commissions per transaction, it turns out per hour. This was a very lucrative niche for you to serve and you could build up that type of clientele, all right. And the last one the track is have they sent you good referrals? Okay, obviously you want to. You know the more referrals that somebody, some past client, is sending you. Obviously that's more of a type of client that you want if there's some sort of commonality there.

Speaker 1: 5:19

Okay, so you track that information, you put it all together for each of your client. Now you know, if you have to backtrack and do all this and add all this information and you have like 400 clients over the last, let's say, 12 years. That's a lot of information to be. You can maybe just do the last three years, right. We want an idea here of you know more current is better. Obviously, that's going to dictate where your business has gone right. So you only need you know 20, 30, 40 profiles to get a good snapshot for AI to do a decent analysis. Now, the more the better. But you know recent is better than, say, 20 years ago.

Speaker 1: 5:57

Okay, so you take all this information whether no matter what document it is and you just load it into ChatGPT and I would also recommend you load it into Claude. Both operate and will do analysis different, but their insights could will definitely be different and it'll provide some helpful information. If you can only afford one or the other, just subscribe to either ChatGPT, the pro or the or the quad pro, and just work with that. It was better than nothing. You put it in there. You basically say a prompt listen, I'm, I want to build out the ideal client portfolio, or, sorry, persona, and you know you could. You could say it put more emphasis on those who have sent me referrals, or more emphasis on what I was, the highest per hour that I ended up, or more emphasis on what type of transactions have I done the most of. That seems to be the best for me.

Speaker 1: 6:42

Okay, so you can ask AI to skew the results in a certain way if you already have an idea. You know using AI is just not turning your brain off. You still need to be completely thinking about the situation because it's all in the prompt. Ai is only as good as the information that you provide it. So you want to turn your brain on.

Speaker 1: 7:01

Let me give you a very, very good example. Let's say you live in a small town and you service four towns in a particular area and yeah, there's the odd high-end estate there that's out there, but there's not a lot of them and you happen to actually do a couple of 3 million transactions in the last couple of years, but it's certainly not the bulk of your business. Now, likely what will happen here is, especially if you're the seller, is your per hour will be the highest for those luxury properties because the commissions are enormous and they are going to. Obviously it's going to skew toward that. And if you say, hey, I'm, the most important thing to me is money per hour, the AI is going to tell you, hey, luxury real estate listings is your thing.

Speaker 1: 7:48

The trouble with that is is if you live in an area where there aren't very many, it may, they may be lucrative, but you're not going to have enough to build a business. So you have to think about this as well. It's like, okay, chachi BD said this is my ideal client persona, but you have to think like is there enough of that realistically to build a business? Now your client persona may be more skewed toward property type. Okay, you may try a variety of prompts in AI and be like, okay, I've got my ideal persona, what type of properties am I doing the best at? And then you may just focus on being the condo realtor, right? Or the vacation property realtor you don't have to identify a particular persona, or that could be helpful in your marketing, because you could create multiple personas for these and then create multiple marketing campaigns for each of those personas. Condos for downsizers, condos for first-time homebuyers just out of college, sort of thing right? You can do both of them and you're still the condo person.

Speaker 1: 8:51

So again, ai is not going to make these distinctions, and this is where you have to think about what it is exactly that you want to do. At the end of the day, the objective here is for you to create a niche where you can become known as this person. Now I understand you're thinking to yourself well, this is all well and good and all, but if I start saying no to all these other types of clients and property types that don't fit in my thing, I'm not going to make enough money in the next few years. Yes, I totally agree. I'm not suggesting you turn down business. What I'm suggesting is that you tweak your marketing message to this new ideal client or ideal property type or whatever ideal transaction type and, going forward, that will be the focus of your marketing.

Speaker 1: 9:37

You're certainly not going to turn down business unless you have swimming and cash, of course, and you have the, you have the luxury to to do it however you like, right, but we've got to, we've got to, we've got to eat and we've got to keep the lights on and that sort of thing.

Speaker 1: 9:49

So I understand that this is all about trying to formulate the ideal marketing strategy plan and you can segment different marketing strategies to different, different ideal clients. So, especially if you're like going to be the condo person or the luxury real estate person, well, the luxury real estate person could be you represent sellers who are looking to downsize, but you may represent, you know, young professionals who are making a boatload of money and looking to upgrade to the $3 million estate sort of thing, right, so you could target all that. This is gold, this is the type of stuff you really like. You drop everything and you start doing, because this is how you're going to create a what we call a hyper profitable local business. And if you wonder how some agents end up making you know easy six figures, some into the seven figures, it's because they're actually thinking about this like a business person rather than more of a hobbyist. Thanks for listening.