Working Your Real Estate Prospect Sphere

By
Education & Training with Internet Marketing Specialist Designation

Once you’ve connected with people, whether they are a close friend, business acquaintance, or an online lead, it’s your job to divide your sphere of real estate prospects into logical categories based on the frequency they should receive communications. 

During this short segment from our "13 Ways to Defeat the Top Real Estate Agent" webinar, Ben Kinney recommends splitting your prospects into four groups:

  • Haven’t Mets
  • Mets
  • Sphere
  • Core

Ben provides a communication plan for each of these groups and talks about the importance of never losing sight of your prospect database.

 Working Your Real Estate Prospect Sphere

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Rainer
144,225
Former Agent
None - Adak, AK

If people spend so much time focusing on lead generation and lead follow-up, when do they focus on their negotiation and transaction skills?  Also, I just watched the video.  What's the difference in the amount and level of contact between the 200 sphere and 25-50 core?  Thanks!

Nov 09, 2011 10:26 AM #1
Rainmaker
73,103
IMSD Designation
Internet Marketing Specialist Designation - Kirkland, WA

Great questions, Aimee.  We believe lead generation is at the heart of a real estate business.  If your lead generation outpaces your ability to close deals, you expand your team with more agents to work leads, a transaction manager, or any other talent you need to win those opportunities.  Too many leads is a great problem to have.

As for levels of contact, here is a link to one of our videos that goes into a lot more detail on contact levels: http://www.youtube.com/IMSDesignation#p/c/9A03AA44B01E10A6/0/zXq2I0Bmeag

Thank you very much for the comments.

Nov 10, 2011 03:14 AM #2
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Rainmaker
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