Prospecting is hard work. Part 1
Ever since I was in high school I always wanted to get into Real Estate. In the late 80’s after high school I cannot count how many times I woke up in the middle of the night turn on the TV and watch some Real Estate guru sell me on how easy it is to make millions in Real Estate. (How many Real Estate gurus can you name? My favorite was Carlton Sheets) Fast forward 20 some odd years later, I finally made it into Real Estate as a Real Estate Agent.
I can remember my first day in Real Estate. I am now licensed real estate agent now what? How can I get those big real estate checks? All kinds of questions are flying around in my head Just before I was about to fall out of my chair. My broker trainer taps me on the shoulder and said “So William, what sort of prospecting would you like to try first?” I actually had no clue what prospecting was. I learned very quickly that ..... “Prospecting is the Life blood that runs through a Realtor’s veins. Without prospecting it’s impossible to survive in Real Estate.”
There is 101 ways to prospect for new Real Estate Business. In this short series, I’m just going to go over a few that works for me.
I have a certain system that I use when I conduct an open house. This proves effective no matter if it’s my client’s listings, my office listings, or other brokerages listings. I primarily conduct open house in my farm area. So if there is a new listing that pops up from an out of area agent. I would just call the agent and inform him that I am the local real estate agent in the area and I would be more than happy to conduct open house on the days I’m available . 60% of the time the agent agrees. I confirm that I have the agent permission with a follow up e-mail.
When I have selected the right home to conduct my open house I will print out around 200 flyers. If time permits I usually pass out the flyers the day before my open house or the morning of. I also e-mail my buyers database to inform them the date and time of the open house. Time to get on the phone, and let everyone know about my open house I will be having.
When I conduct my open house I make sure I have enough directional signs, since 9 times out of 10 I’m in my farm area. I make sure my directional signs are all over. (Branding) When a potential client comes in I have a nice folder with
all the listings in the area. The folder is only to provide the client quick information on a nearby properties for sale. If they would like the information they can jot it down with one of my free note pads.
Maybe a little different from other agents I’ll do not beat the clients over the head about signing into a log book. In a way I prequalify anyone that walks through that door to find out their motivation. Are they a buyer or seller or just a looky-loo. If they’re not working with another agent and there’s someone I feel I can work with. I’ll pull out my digital recorder and as for their information. After the open house I’ll put all my new contacts into my contact management system. I personally use top producer. Depending on the client I would get back to them accordingly.
Wow, this blog is running a bit long. Forgive me I'm new at blogging. Please give me your feedback. Any questions advice is greatly appreciated. Until next time.