Many agents are cowards when it comes to prospecting. ( MY wife was in the coward category - the idea of asking strangers for business terrified her) passive prospecting was made for her. If you are not in the coward category, consider yourself fortunate and enjoy active, as well as passive, prospecting.
1. Use the third party approach with everyone that you meet in your daily routine. “By the way I’m in real estate, if you know anyone that’s interested in buying or selling a house would you please give them my card.”
2. Wear your name badge. This will attract people to you like bees to honey. This technique is custom made for cowards and very effective. Be sure you always have business cards in your pocket ready to give out.
3. Keep a car sign on your car, especially when you have it parked in your driveway, this informs every one of your neighbors that you are in real estate.
4. Include a business card with every bill you pay. Hey, you never know where the card will end up, and we can refer business anywhere in the world and receive a referral fee if the people we referred buy a home from the company we referred them to.
5. On-line… Facebook, Linkedin, Twitter, Blogging, Active Rain
6. Leave your business card with your tip every time you eat out. (My wife got so many leads doing this just be sure you leave a generous tip.)
7. Start a collection of cheap, hard to find items, such as frogs, or thimbles, and go to local garage sales. Tell the people you collect frogs, if they have any, you will need to purchase it, before you leave give them your business card, now if you have your name badge on you’ll be even more visible. Many folks having garage sales have already sold, but lots haven’t bought yet and some are a good source for neighbors who will be selling in the future.
8. Buy Branded) sweatshirts, hats, etc, that you can wear when you are not working. An easy way to let people know you are in the real-estate business. Always have business cards with you. Several years ago an agent of mine was running 4 miles a day in her neighborhood. I asked her what she wore when she ran. After giving me a funny look she told me. I immediately ordered her a few shirts with Re/Max Wittney Estates all over them and of course I had a few sparkles added to them. With-in a year those tee shirts had her well known as the area’s local realtor and soon she was the top listing agent in the community. Needless to say from then on not only did more Wittney agents run but we have the coolest shirts.
9. Take a small ad out in your local paper and run it weekly. The key to advertising is consistency. It is better, by far, to run a small ad every week than a big ad once a month.
10. Ask every buyer or seller that you complete a transaction with for referral business
11. Send a Thank You card with a ‘magnet’ enclosed to everyone you meet and or speak with. Be especially sure to send a thank you card with a magnet to every home you inspect and show. (The exception being RE/MAX Wittney Estates listings.) We provide “RE/MAX Just A Note Cards” (I learned the Thank You Card technique from Tom Hopkins when I first got in the business) – people love to receive them and every one in our company does well with them. We hand write them and always include a business card with a magnet.
12. Be sure every house you have listed has a “For Sale Sign” with your name rider installed. As soon as the house goes into contract be sure to get a sold or in contract rider on the sign.
13. Send 100 to 200 “I just sold your neighbors home” cards after each house you sell closes.
14. Pick out a Farm Area and mail to it no less than 10 times a year.
15. Send a quarterly area sales report.
16. Keep all your past clients in a data base. Send them seasonal emails and any news about the current market as well as recent sales in their area. Be sure to send them an anniversary card if they were a buyer.