Leads in Real Estate are easier in obtaining than you may think. Great leads are just around the corner, but you need to get there first. The key to getting those real estate leads lies in the the fundamental technique of prospecting. Often, we as realtors fail to recognize what is good business to take on, and what is bad business that actually costs us money, and subtracts from or bottom lines.

Here are 7 points of prospecting that will generate quality leads:

1. Adequtely Prospect

Prospecting discovering the leads that will become your successfully closed transactions in the weeks and months ahead. If you don’t search for and cultivate the best clients to work with in your target market, your competitors will find these potential clients…and successfully close transactions with them instead.

2. Prospect With a Positive Attitude

Nobody wants to work with someone who has a bad attitude. As a Realtor your cup needs to always be half -full, positivity is infectious and potemtial clients want to surround themselves with this. It is human nature to be attracted to people who make us feel good.

3. Follow-Up With Prospects

Simply making contact is not enough. Names and faces will be forgotten - you need to be fresh in peoples minds when thinking real estate. Make sure you follow up with each and every prospect you encounter. Remember in obtaining real estate leads, it is always a numbers game.

4. Prospect the Right People

Are you prospecting the people you ideally want to be working with? Are you prospecting in the geographical area that has the properties you really want to list or sell? Make sure you’re prospecting the people who will be closing the exact kind of transactions you want to be working on.

5. Ask Your Prospects for Referrals

When you are prospecting you will maximize your results when you ask your prospects who they know that might be interested in buying or selling in the near future. When you ask the right questions you can also begin prospecting everyone else they know. Don’t be afraid. Just do it!

6. Mail to Your Circle of Influence Constantly

Mailing to your circle of influence keeps you fresh in their heads. You get their attention and remind them of who you are every single month. And the more you consistently mail the higher the probability that one of your circle of influence (or someone they know) will buy or sell right around the time that one of your mailers arrives on their doorstep.

7. Prospect Even After You’ve Generated Activity:

To be the best you can be in your real estate career you need to prospect constantly. If you get busy and stop, or substantially reduce your prospecting you will most definitely experience a gap in your incoming commissions in the weeks and months ahead. Don’t delude yourself about this. Know with certainty that whenever you slow down your prospecting you will substantially decrease your income for the year.

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