Is Prospecting Becoming a Lost Art?

Reblogger Winston Heverly
Real Estate Broker/Owner with Winston Realty, Inc. BK63078915

Patricia Kennedy, shared this wonderful classic post that can be used many times over. The array of details and data will surely benefit you and your present or future clients. It is detailed and right to the point. It should also help with any gray areas, to give you an upper hand with this competitive real estate market in your area.  Thanks for sharing.

Original content by Patricia Kennedy AB95346

Is Prospecting Becoming a Lost Art?

When I was a newbie agent a few decades ago, the most important part of the job was prospecting for clients.  While a lot of the training I received involved financing, writing offers, preparing listing presentations and the like, a lot of it involved prospecting.

Agents who were poor prospectors were, as a rule, not too successful.  Those who did a good job of rounding up buyers and sellers made it in the long run.  The ones who tried to live on RELO referrals didn't last too long.

Many brokers feel that part of their job is not just hiring and training and retaining good agents, but also to feed them leads - I'm guessing for a hefty referral fee to the brokerage.   

Agents who don't have brokers who take care of their prospecting needs may delegate the job to businesses who are really, really efficient at gathering lots of information on people who visit their web sites and sell Realtors their contact information.  And while many of us write mini-rants about the lead sellers out there, they do seem to be addressing a very real need in the market place - Realtors who don't know how to prospect need these enterprises to send them clients. 

Us old-timers are very lucky to have come up in an era where we had to learn old-fashioned prospecting skills.  We learned to see likely buyers and sellers are all around us. 

They are friends and neighbors.  They are at the next table at a favorite restaurant.  They come to open houses and call during our floor duty shifts.  They are trying to sell as FSBOs and expireds.  They are our favorite uncles, and our nieces and nephews.  They are people who did business with us in the past and loved us.  And some of them are strangers who trip over our blogs or web sites in the early stages of figuring out their home buying or selling strategies. 

And yes.  It's work.  Prospecting is hard work.  But it's work that, when you think about it, pays very, very well. 


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Barbara Todaro
RE/MAX Executive Realty - Franklin, MA
Marketing Agent for The Todaro Team

Good morning, Winston....good selection for a reblog.... prospecting is the backbone of our business.... and what we miss, we should have 'bird dogs" retrieving for us!!!

Aug 03, 2014 08:00 PM #1
Chris Griffith
Downing-Frye Realty, Bonita Springs, FL - Bonita Springs, FL
Bonita Springs Listing Agent

Prospecting is one of the many underappreciated components of being a successful real estate agent. I've always been my own prospector and not counted on a broker for those leads.  

Aug 03, 2014 08:07 PM #2
John Wiley
Right Move Real Estate Group- EXP Realty - Fort Myers, FL
Lee County, FL, ECO Broker, GRI, SRES,GREEN,PSA

Winston, your are so right that prospecting is key to success in real estate. I don't depend on others to do it for me except to build referral.

I find buying leads has not been productive.

Make it a great day.

Aug 03, 2014 08:35 PM #3
Raymond E. Camp
Howard Hanna Real Estate Services - Ontario, NY
Licensed Real Estate Salesperson Greater Rochester

Good morning Winston,

Sad but true; it seems the team concept spends big bucks each month to gain a handful of clients while the little guy spends a little to make a go of it.

Make yourself a great day.

Aug 03, 2014 09:27 PM #4
Carla Freund
Keller Williams Preferred Realty - Raleigh, NC
Raleigh - Cary Triangle Real Estate 919-602-8489

Winston, Great re-blog. We all need to get back to prospecting. Not all buyers choose an agent from the internet.

Aug 03, 2014 11:10 PM #5
Grant Schneider
Performance Development Strategies - Armonk, NY
Your Coach Helping You Create Successful Outcomes

Winston - reblogging Pat's blog on prospecting was a great choice.  Helping people keep their sales funnel full is what sales is about.  Teaching people how to network on a disciplined basis will yield results.

Aug 06, 2014 03:17 PM #6
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