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Blueprints are nice as guidelines, but when you’re dealing with varied personalities and situations, best-laid plans must be adjusted on the fly. Such is the case with real estate agents when working with prospects or new clients. Like a pitcher in baseball, you might need to alter your pitches or delivery from time to time. Stick with the tried-and-true things that make you successful, such as an outgoing personality and knowledge of the market, and then adapt and fine tune those skills from transaction to transaction.

HouseHunt has many successful agents using its system. Here are things a few of them do to initiate contact with prospects and keep the conversation going:

“The most important thing is prospecting. Showing houses and listing them is important, but you have holes in your business if you don’t call every single day and spend at least two hours talking to clients.” -Blair Taylor HouseHunt agent in Fayetteville, Ark., sets aside time daily to look for new clients and contact former ones.
“If you’re using the marketing tools correctly and effectively, then you’re able to use your time out in the field. In the meantime hundreds of other clients are feeling that a relationship is forming, and when they’re ready to call you, they do.” -Meg Russell HouseHunt agent in Wake Forest, N.C., uses an action plan that sends people listings and other forms of contact – such as e-mails, newsletters and household tips – at least once a week.
“I just do my very best to get an in-person appointment with them, and sometimes the best way to do that is just to say, ‘I do a free, no obligation tour of the area.’ They really appreciate not having to wander around by themselves and trying to find neighborhoods.” -Mary Beth Buckles HouseHunt agent in Dana Point, Calif., uses her marketing campaign as a way to get face time with people, especially those who are unfamiliar with her city.
“I’ve had people tell me they’re surprised I called so fast. They’ll say, ‘I’m so impressed. You’re the first agent to call.’ Some tell me they probably won’t buy for two or three years, and I say, ‘that’s OK, I’m not going anywhere.’ And I’ll stay in touch until they’re ready.” -Dawn Amato of Marco Island, Fla., says nothing beats promptness.
“I’ve had people getting listings for three or four months before they finally contacted me and scheduled an appointment. What it really comes down to is staying active with them so they know you’re consistent and reliable.” -Chris Cochran HouseHunt agent in Riverside, Calif., says sending listings, timely information and setting up a drip system are keys for him.
These tips work for them. What works for you? Let’s talk about it.

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