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Prospecting In Today's Climate

Real Estate Agent with Koenig & Strey GMAC

In today's climate what is the best way to get new clients?  I have had my license for 2 years and although I did not get into real estate when times were great I have done fairly well.  But where do you go from here?  Do you continue with farming efforts?  Are successful agents still doing mailings?  What do you recommend?  Any ideas that have worked well? 

Jim Frimmer
HomeSmart Realty West - San Diego, CA
Realtor & CDPE, Mission Valley specialist

Hey, Stephanie.

I started when the market was at it absolute peak. The next week it started going down. I've been successful (by my own definition, of course) because I chose just a couple of things to do to work the area that I was going to farm, and then I did those things persistently and consistently each and every day, six days a week. Then I rested on that seventh day, meaning that I had an open house, usually someone else's listing until my own listings started coming in.

The basics are the minimums that you just have to have, such as graphics on your car, a business card, a web site, and company clothes. I never leave home without a company shirt on and am always in my company car. I live in my farming area and I want everyone to see me at the gas station, the grocery store, the restaurants, at the mall, etc.

I'm a firm believer in mailing because the USPS can deliver a one-ounce envelope anywhere in America for a measly 42¢ (or is it 41¢; I've been using "Forever" stamps well, forever, it seems. LOL). However, I probably could be more successful (by the definitions of others) if I were more aggressive. I don't like the aggressive approach, though. I prefer simply to be helpful, so my mailings are helpful mailings ("You set your clocks back, right? Did you remember to changer the batteries in your smoke alarms and add some carbon monoxide alarms?) with my contact information on them. I figure if they can see how helpful I am when they are not paying me the big-time commission, imagine how helpful I will be when they are.

Aug 17, 2008 07:04 PM
Russel Ray, San Diego Business & Marketing Consultant & Photographer
Russel Ray - San Diego State University, CA

Pick a couple of marketing methods that interest you, or that you think will work, and either do them yourself or hire someone to do them for you. Whichever methods you do, and whether or not you do them yourself, do them, as Jim above me said, "persistently and consistently." I advise my Clients to track their marketing avenues for at least six months. If it's not working by then, it's either not going to work or something is wrong with the approach, e.g., a typo in the brochure, bad choice of colors, etc. Granted, those things should be resolved beforehand, but somethings the little things get by us.

Aug 17, 2008 08:43 PM