An explanation of prospecting to your future clients

Real Estate Agent

Like most realtors, I do cold calling.  I contact expired listings, call around my listings, I follow up with contacts I make in my day to day life, I chase leads and I look to make more contacts in the process.  Very rarely have I ever gotten any flack from a member of the general public regarding my persistance in these matters.  But if you ever do encounter a resistant homeowner or home buyer just ask them this question... "Would you hire a realtor who DIDN'T follow up on every lead, or who DOESN'T go the extra mile to sell homes?" 

The process of accumulating clients is very similar to process of satisfying their needs, whether they are buying or selling.  Its follow up, persistance, research and sharing of information that gets clients where they need to be in order to sign on the dotted line.  If a customer wants to hire a lazy realtor then they can hire the one who doesn't do any of the above.  They won't ever feel pressured, they won't have to deal with multiple offers if they're selling and if they're buying, they won't ever wind up having to cut that pesky deposit check, pay for a home inspection or an appraisal either.  Basically, the hiring of that lazy realtor will just be an exercise in futility but it won't cost you that much.  Just a little time and a lot of opportunity.

Anyway, back to the main point.  Its very easy to make someone see why your cold call is actually proof that you're good at what you're doing.  This is an effort and repetition business. The more you are repeating a concerted effort to market yourself and your listings, the more you'll sell.  And at the end of the day, your clients will be thanking you for your persistance. 



Comments (3)

John M. Scott
BRE # 01442690, Scott Keys Properties - San Francisco, CA
Broker / Owner San Francisco Bay Area

Matt, I've never heard anyone actually put it this way. I like your viewpoint. A lot!

Jul 03, 2011 11:47 AM

Thanks John.  I listen to my coach and I read the scripts etc. but at the end of the day we are all are own men/woman and in my case that means my own strange twist on things:)

Jul 04, 2011 02:58 AM
Sonsie Conroy
I serve buyers and sellers everywhere in San Luis Obispo County - San Luis Obispo, CA
Energetic, Enthusiastic, Knowledgeable Realtor

I've never actually had someone hang up in my ear or read me the riot act for "bothering" them by contacting them about their expired listing, FSBO, etc., but I can tell when someone is annoyed by my call. Your reasonable explanation is a winner! I'll try it the next time I feel the swift brush-off coming. Thanks.

Jul 04, 2011 08:32 PM