I'm just curious how many agents know the difference between active and passive prospecting. Making cold calls is one example of active prospecting and Floor time is an example of passive prospecting.
Can you name other active and passive prospecting techniques?
Another passive for of prospecting is public open houses. Touching basis with your sphere of influence by phone is active prospecting.
Hi Donna,
Thank you for your post. I agree that putting a sign up and listing it in the MLS is passive because in both cases, you're waiting for someone to call. While consistently updating your Internet ads and checking how many hits they've received is important and time consuming, ask yourself - did I do something to generate business or am I still waiting for someone to call me?
I agree that keeping current on your listings is important work, but unlike knocking on a door and handing out a flyer, it's still a way to get people to call you, which is passive. It's the kind of thing we do instead of actively pursuing business (kind of like blogging in some cases).
Thank you for playing our game. If you would like to know more about active vs passive prospecting, I suggest the book "Millionaire Real Estate Agent" by Gary Keller (my hero and CEO)
Hi Victoria,
Thank you for your response.
Open houses are a particularly interesting form of prospecting because they can be either passive or active, depending on how you go about them.
If you run an ad in the paper, put out open house signs and hold the open, that's passive prospecting. This is the traditional way it's been done. That's why many agents think they're a waste of time.
On the other hand, if you develop a system, implement it and follow it up, Open Houses can be an active activity.
For example,
When we host an open house, we invite all of the neighbors personally, hold a raffle, have balloons, refreshments and music and make it an event that the neighbors who value their Sundays will come to. On at least 5 occasions, my team has sold the house at the open and on many others, we've sold in with days.
There's a system in place to make open houses an active prospecting activity. If you want to know how, contact a Keller Williams agent and ask them to invite you to their next open house training session.
At Keller Williams, all agents from any company are welcome to attend our training. That is how we bring up the level of professionalism in our industry.
Lead generation is the fuel for the engine and Prospecting is a key ingredient in Lead Generation!
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