Real estate prospecting is the process of finding new contacts and turning them into leads in order to grow your business. This is typically done through a mix of email and phone outreach, increasing social media engagement, and meeting people in person through community events and networking.
What is panic selling in real estate?
- Panic selling is a wide-scale selling of an investment which causes a sharp decline in prices. Specifically, an investor wants to get out of an investment with little regard of the price obtained.
- 1 Why is prospecting in real estate important?
- 2 How do I start prospecting?
- 3 How do you prospect a buyer?
- 4 What is circle prospecting in real estate?
- 5 How much time do real estate agents spend prospecting?
- 6 What is meant by prospecting?
- 7 What is an example of prospecting?
- 8 How is prospecting done?
- 9 What do you look for when prospecting?
- 10 What is prospecting in sales process?
- 11 How many prospects make a sale?
- 12 How important is prospecting in sales?
- 13 What are cold calls in real estate?
- 14 How many calls do you need for a listing?
- 15 What is making cold calls?
- 16 15 Clever Real Estate Prospecting Ideas to Boost Your GCI
- 17 1. Learn the Art (Science) of Real Estate Prospecting Letters
- 18 2. Make Your Real Estate Prospecting Decisions Based on Data, Not Comfort
- 19 3. Remember: You’re Providing Value to Your Community
- 20 4. Make Your Weekly Goals About WorkYour Long-term Goals About Results
- 21 5. UseREDXto Improve Your Real Estate Prospecting Efficiency
- 22 6. Sponsor Seasonal, Family-friendly Neighborhood Giveaways
- 23 7. Create a Lead Generating Website
- 24 8. Follow Relevant Hashtags on Social MediaEngage in 1-to-1 Real Estate Prospecting
- 25 9. Dedicate 90 Minutes a Day to Real Estate Prospecting
- 26 10. Call Expired Listings Every. Single. Day.
- 27 11. Call FSBO Sellers Every. Single. Day.
- 28 12. Stop Fearing the Word ‘No’
- 29 13. Get Some Face-to-Face Time With Your Real Estate Prospects
- 30 14. Use Video Marketing to Soften Your Prospects
- 31 15. Create Facebook Groups Your Prospects Will Flock To
- 32 Over to You
- 33 6 Real Estate Prospecting Ideas to Help You Get New Clients
- 34 Step 1: Set realistic prospecting goals
- 35 Step 2: Commit to real estate prospecting ideas
- 36 Step 3: Spend your time wisely
- 37 Step 4: Don’t put it off
- 38 Step 5: Make prospecting part of your daily routine
- 39 Step 6: Know the law
- 40 Get new clients in real estate to jump start your career
- 41 Your Complete Real Estate Prospecting Guide
- 41.1 What is prospecting?
- 41.2 Why do real estate agents farm or prospect?
- 41.3 How do I prospect or farm for clients?
- 41.4 What tools do you need for prospecting?
- 41.5 Ready to pick the strategies you want to try?
- 42 Ultimate Guide to Real Estate Prospecting (60+ Ideas, Tips, Tools)
- 43 What Is Prospecting in Real Estate?
- 44 Real Estate Prospecting Ideas
- 45 Unique Real Estate Prospecting Ideas
- 46 Prospecting TipsAdvice
- 47 Real Estate Prospecting Tools
- 48 Recommended Articles
- 49 Building a Prospect List
- 50 Formulating Your Pitch
- 51 Making the Call
- 52 Evaluating Your Performance
- 53 CCIM Strategies for Making Contact
Why is prospecting in real estate important?
Game plan: Make prospecting part of your realtor routine Neglecting it can lead to an empty pipeline and an empty bottom line, which isn’t doing your business any good. That’s why being organized and having a prospecting plan is crucial to survival.
How do I start prospecting?
5 Tips on How to Start Prospecting
- Thoroughly understand the customer you hope to find.
- Know where you’re most likely to find your potential client.
- Define and articulate your unique value proposition.
- Devote time to prospecting with a disciplined strategy.
How do you prospect a buyer?
10 trending tips for sales prospecting
- Create an ideal prospect profile.
- Identify ways to meet your ideal prospects.
- Actively work on your call lists.
- Send personalized emails.
- Ask for referrals.
- Become a know-it-all.
- Build your social media presence.
- Send relevant content to prospects.
What is circle prospecting in real estate?
Circle prospecting is a lead generation and marketing strategy that relies on the premise that homeowners who live nearby your recently listed or closed home will want to know about it. Think of it as building a mini-farm area that has a direct interest in the transaction you just finished in their neighborhood.
How much time do real estate agents spend prospecting?
A majority of real estate agents prospect every day for at least one hour, and one in four spend several hours a day on lead generation activities.
What is meant by prospecting?
Prospecting is the first step in the sales process, which consists of identifying potential customers, aka prospects. The goal of prospecting is to develop a database of likely customers and then systematically communicate with them in the hopes of converting them from potential customer to current customer.
What is an example of prospecting?
Sales prospecting methods like cold emailing, calling, referrals, social selling, and video email will help you generate more leads so you can crush this quarter. Make your sales outreach more effective today and start video and sales prospecting.
How is prospecting done?
Thus, we can summarize that sales prospecting is a process of creating an opportunity to make a sale. Most often it is done by inside sales reps who contact the leads via phone call or email to turn them into a prospect (future possible customers).
What do you look for when prospecting?
If you want to find out some natural geologic signs to look out for on your next prospecting, keep reading below.
- Rocks with Different Colours.
- Rocks Containing Iron Stains.
- Rocks That Have Quartz Veins.
- Rocks in Fault Zones.
- Rocks in Other Surfaces.
- Rocks in Familiar Geological Places.
What is prospecting in sales process?
Prospecting is the initial stage of the sales process. It is the activity of turning a prospect (a target who may not know who you are) into an opportunity. Once you have an opportunity, you can then turn them into a customer.
How many prospects make a sale?
How many touches does it take to make a sale? The simple answer is: more than most people think! According to our Top Performance in Sales Prospecting research, it takes an average of 8 touches to get an initial meeting (or other conversion) with a new prospect.
How important is prospecting in sales?
Qualification: Prospecting presents a salesperson with the opportunity to understand whether a customer is qualified for their service or product. Qualifying potential prospects will create a more efficient selling system and ultimately improve your sales process as a whole.
What are cold calls in real estate?
What is a real estate cold call? A real estate cold call is a way for realtors to find new clients by making phone calls and advertising their services. Usually, real estate professionals have no prior connection to the people they’re calling.
How many calls do you need for a listing?
It takes an average of 8 cold call attempts to reach a prospect. [TWEET THIS] Takeaway: Prospecting is hard and most of us hate it. But if you give up on a prospect after too few attempts, you are passing up a potential sale.
What is making cold calls?
Cold calling is a technique in which a salesperson contacts individuals who have not previously expressed interest in the offered products or services. Cold calling typically refers to solicitation by phone or telemarketing, but can also involve in-person visits, such as with door-to-door salespeople.
15 Clever Real Estate Prospecting Ideas to Boost Your GCI
Real estate prospecting is the process of acquiring new real estate clients by engaging in active outreach and outbound engagement with potential clients. In contrast to a traditional salesperson, a real estate prospector initiates contact with possible clients by picking up the phone (or by sending emails or messages, or by knocking on the door). Learning how to prospect in real estate may be one of the most satisfying endeavors, and it is without a doubt the most effective method of generating new leads in the industry.
1. Learn the Art (Science) of Real Estate Prospecting Letters
The prospecting letter is the first tool in a true prospector’s toolkit, and it is the most important. Prospectors will benefit greatly from the usage of a real estate prospecting letter since it accomplishes various objectives.
- It offers a great deal of information (similar to a neighborhood CMA)
- It is simple. In addition to being a simple method to introduce oneself and soften the ground before making a phone call, It is effective in the following ways: Handwritten messages are more likely to be read than a cold postcard
Prospecting letters are extremely effective, but not all of them are made equal. You can get the 17 Best Prospecting Letter Templates for free. Always make sure that your prospecting letters are tailored to the individual, professional, and sincere. Nobody enjoys receiving correspondence addressed to “Dear Sir or Madam.” Remember that your aim with your letter is to exhibit your value and encourage someone to contact you for additional information, so make sure you include a compelling call to action in addition to your value demonstration.
Share with them precisely what you performed to complete the task and how you are prepared to assist them as well.
2. Make Your Real Estate Prospecting Decisions Based on Data, Not Comfort
Marc Azfal is a real estate broker who owns Marc Azfal Homes in Santa Monica, California. In the world of real estate prospecting, realtors that utilize data to drive their decision-making will be the ones who come out on top in the end. “When you’re prospecting for real estate, make sure you’re tracking your outcomes really closely,” says Marc Azfal, a California real estate broker and marketing expert. If there is a specific technique that resonates with your prospects, leverage that strategy and devote more time and resources to it, even if it is unpleasant.” Even though a letter is straightforward and non-confrontational, if it does not further your objectives, why would you bother sending it?” “That neighborhood garage sale you sponsored was time-consuming and necessitated extensive face-to-face prospecting, but it resulted in three new clients,” says the entrepreneur.
Despite the fact that the garage sale took longer and was more difficult, it was certainly the best course of action.” Get Started Right Away: Make use of big data to your advantage in your prospecting.
Examine how a predictive analytics platform like as SmartZip or Offrs may assist you in narrowing down the prospects in your neighbourhood to just those who are most likely to buy or sell a home. In conclusion, Deep Dive Review – SmartZip,Deep Dive Review – Offrs are two resources to consider.
3. Remember: You’re Providing Value to Your Community
One of the most common concerns we hear from new agents is that they don’t want to “bother” anyone with cold calls or door knocking because they don’t want to “bother” anyone. We understand that no one wants to be associated with sleazy sales tactics. Of course, the truth of the matter is that you are truly contributing to the well-being of your neighborhood. When you reach out to potential buyers and sellers, letting them know about your services and experience, you’re also educating them on the many possibilities available to them in the real estate market.
Get Started Right Away: Creating a neighborhood website is a good place to start if you want to start providing value to your community.
The Faces Of specializes in these kind of websites, giving a one-of-a-kind platform for expressing your enthusiasm for your town and its individuals with the wider world.
4. Make Your Weekly Goals About WorkYour Long-term Goals About Results
As a result of the fact that real estate prospecting entails picking up the phone and making it ring for your soon-to-be clients rather than waiting for them to call you, it is inevitable that you will speak with a large number of people who are interested in what you have to say but are not yet ready to engage in a transaction. Don’t let this put you off your game. Develop objectives for your weekly prospecting that are based on the work you’re doing: the number of calls you make, the number of messages you send, the number of doors you knock, and so on.
The greater the number of seeds you sow today, the greater the number of seeds you will harvest afterwards!
5. UseREDXto Improve Your Real Estate Prospecting Efficiency
Only a few years ago, real estate prospecting entailed a significant amount of grueling manual labor. Mailing addresses would be time-consuming, and sifting through many less-than-reputable websites to attempt to get phone numbers would be much more difficult. Even worse, we haven’t even gotten started on attempting to obtain contact information for Expired Listings. Thank goodness for fantastic and reasonably priced software that can handle the heavy labor, allowing you to focus on polishing your scripts instead of writing them.
They provide you with all of the information you need to begin reaching out to potential customers on day one, as well as tools to make that outreach more efficient.
Their built-in Power Dialer automates your calling, allowing you to increase the efficiency of your phone prospecting by up to 400 percent.
Check out our favorite REDX lead categories, including FSBOs, Expireds, and GeoLeads, and be sure you look through all three. The Following Resource:Deep Dive Review – REDXVisit REDX for further information.
6. Sponsor Seasonal, Family-friendly Neighborhood Giveaways
A giveaway is one of the most effective ways to build relationships with people in your community, and there are numerous opportunities to sponsor giveaways throughout the year—American flags on Memorial Day and Independence Day, pumpkins before Halloween, and Christmas trees during the month of December, to name a few examples. Offer these things to potential customers by going door-to-door, or by setting up a neighborhood pickup night when they can meet you in person. Regardless matter how you go about it, each giveaway is accompanied with a handshake, some exchange of contact information, and a call to action, all of which will assist to establish you as the area real estate expert.
7. Create a Lead Generating Website
Individuals that are already familiar with you and your business will find it simpler to do real estate prospecting. Incorporate information on selling a property in their community, a searchable database of homes currently for sale, and a contact form on your website so that visitors may reach out with any queries. When you do get the opportunity to talk with your prospects personally, you’ll be better prepared to have more productive discussions and achieve greater conversion rates. Get Started Right Away: Placesteris providing Close readers with a 30-day free trial to check out their websites—no credit card is necessary to participate.
The Resource at the End: More information on Placester can be found in our in-depth review, as well as our round-up of the best lead generating website builders for 2019.
Individuals that are already familiar with you and your business will find it simpler to prospect for real estate opportunities. Incorporate information on selling a property in their community, a searchable database of homes currently for sale, and a contact form on your website so that visitors can reach out with any questions or concerns they may have. When you do have the opportunity to interact with your prospects personally, you’ll be better prepared to have more successful discussions and achieve greater conversion rates.
The website Placesteris providing Close readers a 30-day free trial to check out their websites—no credit card is necessary to participate.
The Resource at the End of the Documentation Chain: In addition to our comprehensive Placester review, we also have a list of the best lead generating website builders for 2021.
9. Dedicate 90 Minutes a Day to Real Estate Prospecting
Your recruiting efforts will be successful only to the extent that they are consistent. Considering that prospecting requires a significant amount of effort (and offers significant potential profit), assuming that you can do your prospecting in a handful of minutes every day is not practical. Dedicated to prospecting, successful real estate brokers set aside 90 minutes every day to pursue new business. If you’re capable of sticking to an established routine, you’ll be astonished at the benefits that 7.5 hours of prospecting per week may provide.
We recommend that you do it first thing in the morning every day because you’re more likely to be utilizing tools like your customer relationship manager (CRM) in the morning anyhow.
The Resource at the End: Still seeking for a real estate customer relationship management system? The following are some of our favorites.
10. Call Expired Listings Every. Single. Day.
Expired listings are a gold mine for real estate investors looking for bargains (no pun intended). After all, the owners of these residences have raised their hands and stated, “Yes, I would want to sell my residence. Although their property did not sell for one reason or another, the likelihood is that their desire to sell their home has not diminished. The only issue is whether you’ll put the house on the market yourself or if a more active realtor in your firm will go to work on it first. Before you call an expired listing owner on the phone, be sure you know what happened with the listing.
Was the pricing reasonable?
Prepare to override any objections and proceed as rapidly as possible.
Keep in mind that you are not the only agent that intends to prospect these leads, so the sooner you get on the phone and begin creating these contacts, the better.
11. Call FSBO Sellers Every. Single. Day.
FSBO sellers, like Expired Listing sellers, are excellent prospects to cultivate since the sellers have demonstrated that they are motivated to sell their house immediately. In the case of FSBO owners, the approach is different than it is with Expired Listing sellers since these owners are persuaded (or at least pretend to be convinced) that they do not require the services of a real estate agent in order to sell their house. Another possibility is that the commissions are just not being paid.
- More than 91 percent of all properties sold in the United States are handled by a realtor, according to industry statistics.
- An effective pitch and diligent follow-up are usually all that are required to secure these listings.
- Don’t get us wrong: there’s nothing wrong with driving around the neighborhood and looking for FSBO signs.
- The Resource at the End: FSBO scripts are the best, and here’s why they work:
12. Stop Fearing the Word ‘No’
As reported by Baylor University in their research of real estate cold calling, it takes an average of 209 calls from a real estate salesperson to a rural region before they are able to set up an appointment or obtain a reference. For those of you who are afraid of rejection, the conclusion from this is that you will have to experience 208 heartbreaking “no’s” before you eventually obtain a yes to your application. The fact that this statement has been made is music to the ears of those of you who have already conquered your fear of the word “no.” The result is that for every “no” you receive, you move a step closer to receiving a “yes.” It indicates that if you can make 627 phone calls in a week, you will receive three appointments as a result of your efforts on the phone.
13. Get Some Face-to-Face Time With Your Real Estate Prospects
Hans Hansson, a founding partner of Starboard Commercial Real Estate, discusses his career path. The goal of real estate prospecting is to build a relationship with possible buyers and sellers. There is no better way to take a newfound relationship to the next level than to spend some time with them in-person. The simple act of shaking hands with someone with whom you want to do business is a powerful experience, as Hans Hansson, one of California’s finest commercial real estate gurus, explains: It is essential for real estate prospecting to keep your face in front of your present decision-makers, as well as to get your face in front of any new decision-makers.
The similar concept may be used to the purchase and sale of residential real estate.
Get Started Right Away: Make arrangements to hold “office hours” at a nearby coffee shop.
Developing a non-confrontational approach to providing a face-to-face encounter is a great technique to help relationships grow.
14. Use Video Marketing to Soften Your Prospects
Evan Roberts is a real estate agent with Dependable Homebuyers in New York City. Prospecting letters aren’t the sole method of softening a certain group of potential customers. The targeting choices available through social media advertising are quite specific when it comes to who you want to view your material and who you don’t want to see it at all. “YouTube Ads now allow real estate brokers to broadcast video commercials inside a specified geographic agricultural region,” explained Evan Roberts, a Texas-based real estate specialist.
YouTube advertisements have proven to be a cost-effective marketing tool for us because they cost between 3 and 5 cents per view and are tailored to only be displayed to qualified, potential customers.” Get Started Right Away: When it comes creating video material, if you’re not sure where to begin, start with the basics: property.
The fact that someone else’s home is listed shows that you’re active and available, which is important since let’s face it, who doesn’t enjoy peeking into someone else’s home? The Resource at the End: 11 Real Estate Videos That Savvy Agents Are Using, with Case Studies
15. Create Facebook Groups Your Prospects Will Flock To
The Montana Life Realty Team is represented by Will Friedner, Broker. Social media is a popular location to prospect, but it is not the simplest place to do so unless you are familiar with the tools and techniques available. In fact, according to a research conducted by Kuno Creative, for company pages with fewer than 500,000 followers, on average, just 6 percent of your organic following ever reads your post, let alone interacts with it. However, this does not rule out the possibility of making money via Facebook prospecting.
These organizations now account for more than half of my total revenue.”
Over to You
A slew of excellent real estate lead generation tips are available on The Close for real estate agents of all experience levels. Unsure of where to begin? Click here. Check out 37 Underappreciated Lead Generation Ideas for 2021 to get some ideas for your own. Do you have a fantastic real estate prospecting strategy that we haven’t covered? Let us know in the comments section below, and let’s continue the conversation.
6 Real Estate Prospecting Ideas to Help You Get New Clients
Customers for real estate cannot be expected to come to you. As a real estate agent, you’ll need to perform some real estate prospecting in order to attract new clients. A new agent can’t merely rely on referrals, word-of-mouth, and marketing and promotional efforts to get their foot in the door. It will take new real estate prospecting ideas as well as a good prospecting plan to get your real estate business off the ground, so start brainstorming now! Create and manage a list of high-quality real estate leads by following the procedures shown below.
Step 1: Set realistic prospecting goals
Calculate the number of prospects you’ll need to contact in order to get a buyer’s or seller’s listing consultation appointment. Veteran agents recommend that beginning agents make five contacts per day, one secured lead per day, and one secured listing appointment per week to get their feet wet in the business. However, you should also inquire with your broker about the firm’s average or about what is considered usual in your particular industry. As a real estate agent, acquiring new customers is difficult work; but, depending on your brokerage to assist you in setting objectives and processes takes some of the uncertainty out of the process.
Like the majority of individuals, you will require a time of preparation in order to acquire confidence and improve your prospecting abilities.
Step 2: Commit to real estate prospecting ideas
Any activity that directly includes verbal or in-person contact with people for the sole intention of getting their business falls under the category of prospecting. It is critical to commit to real estate prospecting strategies and to see them through to completion in order to see results.
After you’ve given each proposal your entire attention, you’ll be able to determine if you’re receiving the best return on your investment or whether you require a new approach. Here are some ideas and activities for real estate prospecting that you might try:
- Contact or pay a visit to persons you know
- Make cold calls or make house calls in order to canvass communities. Make contact with the owners of expired, for sale by owner, and foreclosure properties
- Inquire with prior pleased customers about references. Provide support by hosting an open house for a seller, during which you aggressively encourage the participation of other people’s business
- Make a commitment to work on the floor of your brokerage
- Referrals that come in from your website or other advertising activities should be followed up with
Even if you’re just getting started and don’t have a vast network of contacts, there are strategies for acquiring new customers that you may incorporate into your business strategy.
Step 3: Spend your time wisely
Certainly, you want a large number of leads since the greater the number of leads you generate, the greater your chances of generating enough business to accomplish your objectives. In contrast, you don’t want to waste your time chasing down cold leads and hitting brick walls. You should not give them top priority if they are not ready to make a real estate purchase choice. During your early talks with real estate prospects, inquire as to their level of motivation to purchase or sell, as well as when they expect to make a decision.
Step 4: Don’t put it off
The inconsistency and tardiness with which real estate prospecting is conducted is particularly problematic because of the lag time between when you begin working with a customer and when you get payment. Keep in mind that it typically takes between 60 and 90 days from the moment you begin prospecting to the time you get a commission payment from the company. It is imperative that you begin as soon as possible if you want to attract new clients in the real estate industry. Make sure you spend enough time generating real estate prospecting ideas, following through on prospecting objectives and activities, and following up with your contacts from the very beginning of your real estate prospecting career.
Step 5: Make prospecting part of your daily routine
You must prospect every day if you want to build a pipeline of real estate prospects that will help you expand and sustain your business over time. At the beginning of your real estate career, obtaining new clients will take up a significant portion of your time. Making a flurry of calls for two days in a row and then doing nothing for a week will not be sufficient. Instead, prospecting should be treated as if it were any other essential meeting that you have scheduled. Clear your schedule and devote your complete attention to it.
Step 6: Know the law
Because you will be conducting the majority of your prospecting over the phone, it is critical that you are aware of and adhere to the legal regulations of the Do Not Call Registry (DNCR). Consumers who have chosen not to be solicited by firms with which they do not already have a commercial relationship can be found in the DNCR state and national databases, which are accessible online. If you do not comply, you may be subject to a penalty or punishment of up to $11,000 per infraction. As a result, make certain that you register with the DNCR and that you check to see whether any of your numbers are already registered in the national database.
Get new clients in real estate to jump start your career
As soon as you’ve decided what to do, pick up the phone, get onto social media, and hit the streets. The sooner you begin to establish your pipeline of prospects, the sooner you will be able to begin earning money from them. Additional real estate prospecting strategies may be found in our previous post, 5 Real Estate Prospecting Plays for New Agents, which provides more information.
In addition, you may get our free guide, Leveraging Changes in the Real Estate Industry, by clicking here. You haven’t received your license yet? Watch the short video below to find out how to obtain a real estate license in your state of residence.
Your Complete Real Estate Prospecting Guide
Many real estate brokers – even those with years of expertise – find it difficult to come up with new client acquisition strategies. Due to the constant evolution of the business, local markets, and technological advancements, the best practices for prospecting are always changing as well. The following information will teach you all you need to know about prospecting for buyer and seller leads so you can continue to expand your business. This is perfect during the slower months, as it allows you to “farm” for prospects and build up a large number of clients in preparation for the busy season ahead.
What is prospecting?
In sales, prospecting refers to all of the actions you engage in to actively locate a prospect (someone who is wanting to purchase or sell something) and convert them into a customer. Although it is sometimes confused with marketing in general, there are significant differences. Consider marketing as something you do to see if any customers or sellers “bite” on your offer – you publicize your business to a large number of people and wait to see if anyone approaches you. You place online advertisements, create a Google business profile, and maintain a website with your contact information – and then you wait for a phone call, text message, or email.
You find persons who may be strong prospects (we’ll go over how to accomplish this in more detail below), and then you initiate a discussion with them.
Prospecting is an example of outbound marketing, whereas other strategies such as posting digital advertisements are examples of inbound marketing.
Why do real estate agents farm or prospect?
When it comes to keeping their businesses afloat, real estate brokers rely on acquiring new clients, and those clients don’t just appear out of nowhere. While it would be ideal to have a steady stream of clients coming out for assistance, farming or prospecting really accounts for a significant portion of an agent’s time. That implies that, in addition to performing broad marketing to get their name out there, agents must target specific locations, neighborhoods, and even individual properties in order to locate their next customer.
Overall, prospecting is an important method of identifying customer and seller leads without having to wait for them to come to you.
How do I prospect or farm for clients?
There is no single “best” method of prospecting. Everything is determined by your target market, your demography, and your unique style. Make a commitment to investing a little amount of time each day or week in prospecting. If you’re creating your prospecting strategy from the ground up, expect to put in a significant amount of work up front. After that, you should expect to put in approximately an hour every day of maintenance work — or perhaps more if you have the time. Prospecting encompasses anything from hyper-targeted postcards and brochures to emails, phone calls, door-to-door discussions, and social media engagements, among other things.
Offline interaction provides you with the opportunity to develop the types of individualized relationships that help you stand out from the competition.
Each prospecting technique is accompanied by a detailed to-do list. Listed below is our comprehensive master checklist of methods to keep in mind as you handle the most popular real estate prospecting approaches:
1. Sending Postcards and Flyers
Sending postcards and flyers to a big number of individuals is a cost-effective strategy to make them aware of your company. Creating a visually appealing postcard or flyer may help you stand out from the crowd of junk mail and pique the attention of potential customers in your company.
- Make it personal by using your own words. Prospecting postcards, in contrast to more generic marketing postcards that you can use to send out to a large geographic region, should seem more individualized to the recipient. If you have clients who have lived in their homes for a year, you may send them anniversary postcards to urge them to tell their friends about you. Recent sales should be highlighted. You may send a handwritten message to the folks who live in the vicinity of a property you’ve recently sold, informing them that you’re an authority in the neighborhood. If any of the prospects have their eye on the house you recently sold, it’s likely that some of them will be interested in the agent who sold it. You should include testimonials from prior customers. Reviews are one of the most effective methods of establishing trust with your prospects. When at all feasible, aim for a local audience. Recognition of a neighbor’s name may be all that a lead requires to make the decision to work with you as their agent. Make it easy for prospects to find you on Google and read your entire list of glowing reviews (and make sure you have a well-managed Google company profile to wow them)
- Make the postcard/flyer bright and eye-catching so that it stands out amongst the clutter of junk mail. Fill in the blanks with something useful, such as 6 recommendations for increasing curb appeal or a seasonal cocktail or appetizer dish. Besides providing additional motive for your prospective customer to place the postcard on the refrigerator or retain the postcard, it may also demonstrate some individuality.
Consider where you intend to place any flyers carefully, both to identify strategic areas where they would be successful and to avoid violating any local ordinances or regulations. It’s important to get permission before posting something in a public place like a coffee shop or grocery store; otherwise, you’ll likely be wasting your time and the post will be removed quickly.
2. Sending Emails
When communicating with a potential customer via email, you may be more direct, personable, and kind than you would otherwise be able to be. Writing a personalized email that connects you with prospects is a great way to establish a long-lasting relationship.
- Make the notes appear to be written by you. An email marketing campaign is an important component of any real estate marketing strategy, but it is in the more targeted emails that the actual prospecting takes place. If you are reaching out to a recommendation, mention the person who provided you with their name so that you can establish a relationship as early as possible. Remember to include any information about the prospect that was provided by the referring customer, such as whether or not they are seeking to relocate for their work, in your personalization of the email. It’s also an excellent time to explain how you may be of assistance in that particular case. Include a precise call to action in your message. An email provides you with the opportunity to encourage leads to share further information with you and/or to connect with you further online. You may invite them to forthcoming open homes in their neighborhood or add links to your social media accounts so that they can keep up with you. Please provide your phone number as well, since a prospect may be more interested in texting or phoning than they are in emailing.
3. Knocking on Doors
Initially, going door to door may seem frightening, but this strategy has the potential to set you apart from the competition. There is nothing more rewarding than having a face-to-face meeting with potential customers and building a relationship with them via a genuine chat about their real estate requirements.
- Always keep your card or something else with you that you may leave behind if necessary. Good old-fashioned discussion with prospects is becoming increasingly rare these days, so this is an excellent opportunity for you to stand out from the competition. It will also ensure that your name and face are remembered by the homeowner for a longer period of time. Make use of a straightforward real estate door-knocking script. Are you concerned that it will be awkward? Well, that might be, but there’s a good possibility you’ll come across some nice and pleasant people as well. Memorizing a basic script will assist you in increasing your self-assurance. Here are some example door knocking real estatescripts to get you started. Inquire about the decision-maker. Giving your entire sales pitch to a child or a tenant will not benefit you. Remember to announce yourself as a real estate agent and inquire as to whether the person you’re speaking with is the owner of the property.
- Carry out your investigation and begin with a personal connection if possible. A lot of your introduction will be made much more straightforward if you know something about the area or the property itself or the people next door. Request referrals and start with something you know or something you’ve done
- Encourage your clients to “snap” properties using Homesnap. In the app, if you’re linked to them, their “snaps” of homes will be shared with you directly, allowing you to easily look into information on homes they like (even if they’re not currently on the market). It makes for an excellent discussion starter: My customer, who was looking for a property in the area, fell in love with your home! It provides a better understanding of why you’re reaching out
- Be friendly and genuine, even if it means sacrificing polished appearances. People, without a doubt, prefer to deal with professionals. But, perhaps more importantly, they want to collaborate with someone they can rely on. In your interaction, be sure to place emphasis on the personal and human parts.
4. Making Phone Calls
Making phone calls to potential buyers and sellers is a cost-effective technique to reach out and explore what a possible buyer or seller is seeking. Phone conversations allow agents to get to know their prospects on a more personal level and engage in a natural dialogue about the local real estate market at a time that is convenient for everyone.
- Select a few scripts that are straightforward. Cold calling might be intimidating, but buyer lead scripts can make it less so. For assistance in jumping into discussions with new clients, review these cold calling scripts for various circumstances. Carry out your study. This is very dependent on the reason for your call. Remember to keep your pertinent notes close at hand, just in case you forget something important on the scene. Remember to mention that you are contacting a referral from a satisfied client when you make the call in order to develop that immediate connection. Prepare a variety of replies to the many things they could say. By practicing a few possible outcomes for the call, you’ll be less surprised if things take an unexpected turn. Be sincere in your communication. Building a personal connection with a prospect is more essential than trying to sound amazing or bragging about previous sales
- Hence, making a personal connection is more important than attempting to sound impressive or bragging about recent sales. Finally, provide a particular invitation–to an upcoming open house, for example–or a day and time for a meeting to discuss your services in further detail.
What tools do you need for prospecting?
- A strong web presence is essential. First and foremost, make certain that you have a digital marketing presence in place to assist your prospecting efforts. Although you may impress a lead in person, you can expect that their following action will be to look up your Google reviews
- Organized network database. Your network is the single most significant prospecting asset you own. Consider all of the people you have on your phone’s contact list. Every single one of your Facebook pals. Everyone in your circle of friends, relatives, and acquaintances who lives in your neighborhood. All of your previous and present customers. These are all people that you may reach out to to see whether they require the services of a real estate agent, or if they know someone who is preparing to purchase or sell a home.
Consider the following question: Do I have all of their contact information in one convenient location? What is their level of awareness of the fact that I am a real estate agent who is engaged and well-regarded in the community? Do we get in touch on a regular basis so that I remain top of mind for them? The initial investment in building out your database will pay off handsomely in the long run. Organize all of your contact information into a single location – such as a spreadsheet that you can access at any time.
- Photographic and design services performed by professionals. Make sure you have stunning real estate photographs to showcase your property. High-quality images will be required regardless of the prospecting routes you choose. Postcard mailers, flyers, sample listing presentations, and other marketing materials must all leave an impression and demonstrate that you are a real professional with extensive resources at your disposal. If you’re not sure if your real estate photography is up to par, have a look at our real estate photography suggestions.
- Tools for conducting market research. Develop your knowledge of the neighborhoods in where you live. Is there a school district that is highly sought-after by parents? Are there any specific signs that a resident may be preparing to relocate? Streets that have purchasers drooling over them
For those of you who have been in this business for a long, you’re undoubtedly already familiar with your local market like the back of your hand. Make a list of the specifics and information about the region that a layperson might not be aware of. This is an example of the type of valuable material you’ll be able to provide in conversations in order to differentiate oneself as an authority figure.
Ready to pick the strategies you want to try?
Don’t let your pain hold you back. Sure, you might not enjoy picking up the phone and dialing a random number, but once you’ve done it a few times, your nerves will begin to subside.
Ultimate Guide to Real Estate Prospecting (60+ Ideas, Tips, Tools)
Get a better understanding of both typical and unique tactics for generating real estate leads.
In this post, we’ll first address the topic, “What exactly is prospecting in the real estate industry?” After that, we present a plethora of excellent real estate prospecting ideas for realtors to choose from. There is a particular emphasis on concepts for networking. Please stay tuned to find out why this is so important!
Beyond that, we’ve added 11 really useful ideas for real estate agent prospecting, which are particularly useful for individuals who are new to the residential real estate business. In addition, we’ve compiled a list of the top seven tools and resources for realtor prospecting.
What Is Prospecting in Real Estate?
Real estate prospecting refers to the numerous methods of outreach that a realtor use in order to create leads for their clients. It’s a critical phase in the real estate sales process. Typically, real estate brokers begin by identifying and targeting their target demographic. Following the construction of a website, they build automated marketing tools, a social media presence, email marketing campaigns, and other such initiatives. At this phase, they generate leads by employing a variety of real estate prospecting strategies and approaches.
They should hopefully result in initial appointments, followed by closings.
In certain ways, these old-school prospecting tactics still have a role in the mining industry.
Referrals from friends and family are the most effective real estate prospecting approach for acquiring new clients.
Real Estate Prospecting Ideas
- Inquire about references from previous pleased customers. While many realtors phone former clients to solicit references, a handwritten letter adds a personal touch to the correspondence. You may be apprehensive about the prospect of wrist cramps, but you are well aware of the importance of word of mouth
- Host an open house for a seller. Profit from the chance to send out a call for additional business. Some experts propose holding open homes every weekend, according on their observations. Not only will you acquire a great deal of face-to-face exposure to possible leads, but you’ll also be able to keep a steady finger on the pulse of the market. Floor duty at your brokerage or agency is something you may do on your own time. When the floor traffic is sluggish, you can always come up with creative methods to spend your spare time. Just make sure that the work you’ve chosen can be terminated on a dime
- Then engage others in your immediate zone of influence. Consider your family, friends, and anybody else you interact with on a daily basis. Stay open to discussing your career whenever the opportunity arises, and express your gratitude for recommendations in a straightforward manner. Those that are nearest to you are more likely to contribute to your lead pipeline
- Pay particular attention to those in your immediate vicinity. This is a fantastic method to use, especially if you’re a new realtor searching for novice real estate prospecting ideas. Consider being a member of or establishing a neighborhood watch program
- Host real estate seminars. This is, without a doubt, a more advanced approach. As long as you have the necessary knowledge and experience, it may be a fantastic method to position yourself as an authority in your field of expertise. Consider the trust that you may build by sliding it into a discussion with possible prospects. Approach significant organizations in your region and offer yourself as a relocation resource for their employees and customers. Isn’t that clever? Just make sure to leave business cards and market reports behind. Keep in mind that you are delivering a service to the firms and their employees, rather than asking for a favor. Attend professional networking events to meet other professionals. Attending gatherings that include people who are not in the real estate industry is essential. Also, make sure you dress like a dog rather than a shark. Your primary objective should be to have fun and mingle, rather than to hunt for fresh victims. Become more politically involved. Are you concerned about the effects of global warming? What is your personal stake in the public safety of your community? It is possible that you are interested in political issues on a global or hyperlocal scale. Participate in the discussion
- Volunteer in a strategic manner. This real estate prospecting strategy is effective on a number of levels. Yes, you are prospecting for possible leads. However, you are assisting others in need while also receiving personal satisfaction from your efforts. In addition, it enhances your standing in the community. Please keep in mind that certain types of volunteers will generate substantially more prospective leads than others. However, be certain that you are doing something you enjoy.
Unique Real Estate Prospecting Ideas
- Participate in after-school activities. Remember that any extracurricular activities you participate in may be exploited as a networking opportunity in the real estate industry with this real estate prospecting concept! It also serves as an encouragement to participate in group interests, such as pet or children’s activities, or to volunteer. The fact that activities like dog park meetups, high school cross country meets, and playground days organically stimulate dialogue among adults is a fantastic thing. Become a part of even more activities! Find events that interest you by using online platforms such as MeetUp, Eventbrite, and Facebook Events
- And Every week, highlight a different local business on your website. This is a labor-intensive notion, but it has a significant benefit in the long run as well. It facilitates a significant number of relationships throughout the community. Keep in mind that when you do something good for someone ahead of time, they are more likely to return the favor, especially if the favor is similar to the one you provided. After all, what could be a better method to persuade people to promote your services than having them endorse your services? In addition, you create a database of excellent restaurants and activities for individuals who are migrating to your neighborhood. Knock on doors, but do so with a plan in mind. Many realtors are hesitant to farm a neighborhood by visiting door to door because it feels invasive to their clients and potential clients. That’s understandable, but we offer two real estate prospecting ideas that will help to alleviate that sensation for both you and the home-owners. To begin, take a walk through a geofarm neighborhood with your dog at your side. If you don’t have one, ask someone else to lend you one! Petting a friendly dog is something that many people enjoy doing. It’s a win-win-win situation. Everyone, including you, your dog, your pals, and the property owners, will receive a tasty reward. Keep in mind, though, that some people are terrified of dogs, so it’s better to choose a tiny, harmless, and well-behaved dog to avoid causing concern. Second, bring over a free resource such as 450 Ideas to Sell Your Home Faster, which is available online. Consider submitting the paperwork electronically to conserve the environment while also receiving an email copy of the document
- Visit people’s homes and leave presents. You should include market data that illustrate a significant increase in the value of homes in a particular location, in particular. People are more likely to receive you positively if you provide them with evidence that their house is worth more than they first believed. It’s almost as if you showed up with a $10,000-$50,000+ present
- You’re giving a public speech. It is, without a doubt, the bane of mankind. Our second greatest apprehension. However, it is precisely for this reason that it gives you a commanding presence and positions you as an authority. Take, for example, educational institutions, universities, chambers of business, networking clubs, and community gatherings. Contribute to neighborhood giveaways by sponsoring them. On Memorial Day and Independence Day, for example, you may pass out American flags to the public. Alternatively, small pumpkins can be used before Halloween. Kits for hot chocolate will be available in December. For the New Year, make some Funfetti Puppy Chow (for humans). The list goes on and on
- Make contact with the owners of expired properties. Do some preliminary research and inquire as to why the listing was no longer available. After that, offer free advise. However, always check the Do Not Call Registry before making contact with FSBO listings, especially ones that have been on the market for a long. What could possibly be worse than having to pay a realtor commission? Never selling your house at all
- Never selling your house at all Make contact with foreclosed property listings. Find a reputable CPA and sign on with him or her as a customer. They could be able to provide you with excellent references. Alternatively, you may leave your business cards—or, even better, gorgeous refrigerator magnets—at their place of work
- Make contact with family law attorneys. They can also suggest you to excellent professionals. Make sure you have the correct frame of mind before you begin—you are giving a valuable service to both the attorneys and the divorcees during a difficult time. Purchase a billboard! 30+ instances of highly effective real estate billboards are shown here
- Get yourself dressed out in real estate attire. It’s a good idea to keep gym clothes, polos, and other attire that indicate that you’re a real estate salesperson on hand at all times. Wear them on your geofarm neighborhood dog walks, and buy refrigerator magnets to display them on your refrigerator. Business cards are less expensive, but they are also more easily misplaced. As an alternative, a business-card-sized magnet acts like a small advertisement for anybody who comes by their kitchen. Make sure the design is attractive and/or humorous in order to encourage people to display it prominently
- Participate in content marketing campaigns. The most effective means of real estate prospecting for realtors, aside from community participation and word-of-mouth referrals, are online content marketing and social media marketing. You can find dozens of high-quality articles about real estate content marketing on our blog, which you can access here. We’re always upgrading our material to provide you the greatest free stuff, the most useful resources, and the most helpful reviews. Learn all you need to know about Real Estate SEO. This goes hand in hand with the use of content marketing strategies. You may also follow in the footsteps of hundreds of other realtors and join up for Real Estate SEO Consulting services. Realtors may take advantage of a complimentary one-hour SEO consultation session with me. To find out what other people think, have a look at the Google reviews on the right-hand sidebar. Once you’ve done that, sign up to get your hair blown back and plaster yourself throughout YouTube. This is my preferred method of obtaining online real estate leads. You can learn more about video marketing in real estate by reading my Ultimate Guide to Real Estate Video Marketing (Coming Soon). For the time being, take notes from the mastersChristophe Choo and Krista Mashore. UseNextDoor This unused software connects together neighborhoods and communities to share information, such as updates, events, postings, and concerns, among other things, It’s effectively a digital billboard, and you should take advantage of it to the most! Make yourself the “local mayor” and get to know your neighbors. Make yourself the welcoming committee for newcomers and take care of issues that will earn you huge street cred
- Join Facebook groups that are pertinent to your city and share your experiences. According to the results of a recent NAR research, 80 percent of realtors use Facebook to engage with their communities and nurture leads. Once you’ve discovered a few of related groups, Facebook will recommend other suggestions. Take use of LinkedIn and you’ll soon find yourself connected to pre-existing groups where you may contribute to the greater good. Some fantastic tactics may be found in thisUltimate Guide to Real Estate Prospecting on LinkedIn(which comes from LinkedIn!) See the video at the 21:30 minute for some additional excellent suggestions, and Create an online presence on Instagram. This is a terrific approach to engage with and amuse potential leads, especially if you already love using Instagram for personal reasons. For a model strategy, follow @joycereyrealestate on Twitter. See the movie at the 24 minute mark for some additional useful information. Take, for example, Facebook Ad campaigns. At the absolute least, create a Facebook page for your business. Make sure to keep track of your progress and assess whether or not it is worthwhile. Learn how to become a Zillow Premier Agent. Make a social media post. Free advertising allows you to contact a large number of people, starting with your greatest referees—those close to you and prior clients. Include a Live Chat feature on your website. Potential leads may be retained in this manner, which is a highly successful strategy. Improve your ability to create memes. We’ve already compiled a collection of 50 fantastic real estate memes for you to share on social media
- Make a calendar and schedule all of your real estate prospecting activities on it. If you’re using CRM software, you can keep track of how many prospects you contact before getting a listing appointment by using the built-in calendar. It may be used to keep track of your most promising real estate prospecting ideas. Begin by aiming to generate one secured lead per day and one secured listing appointment per week
- Prospect every day at a predetermined window of opportunity. It should be done on a regular basis since inconsistent prospecting is the fastest way to destroy a ship’s foundation. Take into consideration devoting two hours each morning or afternoon to real estate prospecting
- Aim to have at least five meaningful interactions per day. Be cautious about inserting a sales pitch into every discussion. Allow for the emergence of your real estate services to happen spontaneously. When they do, tell everyone about them with enthusiasm. Highly successful real estate brokers naturally achieve this level of success. When you ask for a reference, consider giving a gift. Additionally, consider drafting handwritten notes rather than making a phone call. Include that fridge magnet we’ve been raving about
- Always inquire as to how new clients came to know about you. if they were referred, send them a gift along with a thank you call to the referee Make it known to potential clients that you constantly provide presents to those who suggest you. You not only build trust, but you also incentivise them to become referees in their own right
- Consider delivering another gift at the conclusion of the process. Nobody has ever complained about getting an excessive number of presents, but those who go the additional mile are remembered fondly. Check out this excellent little guide that includes a list of gift suggestions for realtors. Revisit the people in your contact list. Take a second look at those who you previously dismissed as being too little to call. Consider putting your best foot forward, approaching minor opportunities as if they were large possibilities, and anticipating a payout in the future
- Request permission to keep in touch. The first encounter will be made easier as a consequence of this
- Don’t be disheartened by the initial lackluster outcomes. A long period of time is required for prospecting to mature, just like any other type of marketing. If you’re feeling down, utilize it as an opportunity to re-educate yourself. What can you do to make things better? Put together some ideas and stick with them
- Be tenacious in your pursuit of new leads and opportunities. Take a look at this probability of contact arc. One-time outreach efforts are easy to overlook. Consistent, courteous approach is difficult to dismiss. Rather, spread out your outreach attempts and make certain that you continually request permission to contact them in the future.
Real Estate Prospecting Tools
- First and foremost, make an investment in quality Customer Relationship Management (CRM) software. It will assist you in keeping track of your real estate prospecting and agricultural endeavors, among other things. For more information, please see our assessment of the finest CRM software for real estate prospecting. You may also read this article to understand more about the evolution of CRM software. REDX is another another good prospecting resource to be discovered. It assists you in organizing and gathering leads on expired listings, FSBOs, pre-foreclosures, and other real estate opportunities
- In addition, you may create and buy a virtual business card using BV Card. Then place an order for personalized promotional refrigerator magnets from providers such as Pure Buttons, Fedic Crafts, or AliBaba. Finally, if you are a member of the National Association of Realtors, you should check out this Field Guide to Real Estate Prospecting and Farming.
One common thread connects the newest CCIM applicant and the most seasoned commercial real estate veteran: the desire to gain new customers while still maintaining current connections in the commercial real estate industry. Prospecting is critical to the success of any brokerage firm since without clients, the company cannot survive. Picking up the phone and having a discussion with prospects is the most efficient strategy to convert them into customers. The brokerage business is structured on a three-part cycle: In order to begin doing business, you must first travel to the market in order to identify potential customers with whom to conduct business.
To be sure, simply obtaining the business isn’t enough; you also need to complete the assignment and complete the transaction.
You must constantly re-enter the loop by identifying new prospects in order to maintain your brokerage pipeline strong.
Building a Prospect List
Make sure you have a good plan in place before you pick up the phone. This approach should include two key components: establishing who your prospect is and deciding what you are going to say. Having the greatest list in the industry isn’t going to help you if you can’t communicate the objective of your call and how it will benefit your audience. As an alternative, you can speak with authority and deliver on a continuous basis, but if your calling list is out of current and has not been authenticated, you will be no more or less successful than the broker in the first case.
- Your target market is determined by your perception of your company.
- However, if you’re working in a big metropolitan region, you can want to concentrate your efforts just on CPA companies that occupy 10,000 square feet or more of space in class A buildings in the central business district.
- However, you also want to ensure that you have enough opportunities to fulfill your earnings targets, so don’t make your target market too limited in this regard.
- When compiling your prospecting database, make an effort to include just the most qualified individuals.
Individuals with more characteristics are more qualified as leads for you because they have more traits. A prospect who possesses the first couple of characteristics is worth speaking with, but a prospect who is willing to follow your advice is nearly sure to become a client.
Formulating Your Pitch
Once you’ve determined who your prospects are, you should investigate what they could be interested in. This final stage is frequently overlooked. Identifying a prospect’s problems provides you with a compelling cause to contact them and move the connection ahead. Learning more about them, their businesses, and their real estate requirements will help you have a more focused conversation that is more likely to result in a face-to-face meeting with them later on. Hoover’s and LexisNexis are two of the most often used research sites for company information.
- Utilizing an online assistant service such as Elance or Guru allows you to outsource your research operations for more direct results in your research efforts.
- This is the most common error brokers make: they spend too much time worrying about leasing conditions and too little time worrying about company difficulties.
- In most cases, real estate considerations do not influence business decisions.
- If, for whatever reason, you are unable to locate a certain issue in your study, inquire as to the existence of alternative meaningful causes.
- While having a conversation with a prospect, keep the conversation focused on the problems that are important to the prospect.
- Concentrating on the demands of your prospects will set you apart from the usual broker who is merely attempting to offer services to his or her clients.
Making the Call
Create a call list once you have completed your preparation so that you can sit down and do your prospecting in a single block of time. As you go through your call list and contact your prospects, keep in mind why you are calling in the first place: to get the prospect to come in for a meeting with you. Prospects might respond to your phone call in one of five ways, as explained in the following section. If the customer agrees, schedule a meeting and stop the call as soon as possible to avoid wasting time.
- In the case of a lease discussion, for example, submit a client testimonial about a lease that you just extended or about a renter that you successfully shifted to the other side of town.
- Keep in mind the first and most important guideline of WIFM.
- Also, if the prospect is nasty or rushed, it’s possible that you phoned during an inconvenient time for them.
- When a customer requests information from you, try offering to deliver it on the condition that they agree to have another discussion with you to discuss it in more detail.
- If you discover that you have the incorrect decision maker, you should either inquire who the proper decision maker is or go back and re-research your contact details.
- If the timing isn’t ideal for them, make an effort to determine a more convenient time for them to call.
If your message is not captivating, you will most likely receive a large number of disinterested answers. Make adjustments to your proposal and follow up with them in one to three months.
Evaluating Your Performance
When making prospect calls, the most important thing to remember is to review each conversation once it has concluded. Note down your call notes in your database, but also take the time to reflect on what you did well and where you could do better in the future. Again, it is not the amount of calls you make that matters; rather, it is the quantity of focused, high-quality calls that you make that counts. Keep in mind that patience is essential when prospecting. If you are unable to reach someone on the phone, leave them a voicemail message, and if they do not answer to the initial message, leave another one.
- Whenever a prospect declines your invitation, try again and politely explain why you believe that a meeting with you would be beneficial for them.
- True, there is a small line between being persistent and becoming annoyant, but very few of us ever come close to crossing it.
- If you have never been referred to as a pain, it is quite probable that you are not calling as frequently as you should be.
- With every contact you make with a prospect, your chances of arranging a meeting rise, and that is exactly what prospecting is all about.
- Rod Santomassimo, CCIM, is the president and founder of the Massimo Group, a commercial real estate brokerage coaching and consulting organization.
- 1 ranked commercial real estate book on Amazon.com.
CCIM Strategies for Making Contact
Prospecting does not have to be limited to phone calls. Many real estate professionals have also found success by utilizing the strength of the CCIM accreditation and the networking possibilities provided by the CCIM organization. For Lee Y. Wheeler III, CCIM, president of NAI Wheeler in Beaumont, Texas, referrals are the most effective method of connecting with others. He makes use of the relationships he has built through social media, local networking, and previous clients in order to acquire personal introductions to possible new clients in the future.
“I’ve seen that individuals are typically more relaxed and receptive to establishing new connections,” says the researcher.
The purchase of a value-add opportunity in the vicinity of a new development completed by a CCIM was something I recently considered.
Doke, CCIM, concurs with this statement.
A fellow member of the Washington State Chapter of the Commercial Investment Management Association (CCIM) and I met during a chapter-sponsored deal-making workshop, and “we negotiated a $1.4 million land transaction within 30 days that completed shortly thereafter.” Aside from commercial real estate, Doke makes it a point to network with decision makers in other industries.
“I receive leads from a variety of sources, including physicians, accountants, financial advisers, instructors, and other tennis players, among others,” he explains.
“Aside from their CCIM qualifications, the most, if not all, CCIMs bring a great deal to the table,” he adds. Executive editor of Commercial Investment Real Estate magazine, Sara Drummond