Does the very thought of real estate prospecting make you shudder? If so, you aren’t alone. For many agents, prospecting is a necessary evil, one that is all too easy to postpone and drop to the bottom of your to do list.
Yet the majority of real estate professionals are hungry for more quality leads, so the bad news is that prospecting is how you make it happen. Get used to it and develop a strategy. Here is some inspiration.
Get used to Cold Calling.
Does the very thought of picking up the phone give you chills? Don’t worry! Hesitating to make cold calls is natural. Get comfortable with being uncomfortable. Find a script and make it YOU (something that comes naturally – in your ‘speak’), check out the “Do Not Call” list, and get on the phone. Don’t give up on cold calling, as it still proves to be an effective prospecting method for successful real estate agents.
Work To Your Strengths.
There are a multitude of real estate prospecting methods, including phone calls, door-knocking, flyer and brochure drops, open houses, social media marketing, seminars and attending and sponsoring community events. Don’t spread yourself too thin by trying to accomplish every single tactic or you won’t end up giving enough attention to any one of them.
Phone prospecting is one of the more familiar (and effective) tactics and I would recommend incorporating it into your strategy, then choose your other prospecting methods based on your own personal strengths. You know your personal strengths the best so choose a prospecting approach that suits your personality and give it your all.
If something is worth doing then it is worth doing well. Many agents make the mistake of trying to do too much. Start small and let it grow but just make a start. Also, never start something you will not continue. This is a long-term project and you need to understand that results might not come quickly. You need to stick at it!
Experiment with your schedule and find what works for you, but set aside two hours each day to focus on prospecting. Many agents like to focus on prospecting initiatives in the morning between 9-11 am, this can be a good time to make phone calls, update social media posts and ask for referrals. Treat this prospecting time as you would any other important appointment and stick with it!
Celebrate the “No.”
Your ability to handle failure and rejection will be in direct proportion to your success. That is a part of the success path. Part of any selling is being told “No, thanks”. Think of every “no” you hear as bringing you one step closer to the next “YES!” When you get a ‘no’, be courteous and friendly, as often times when someone says “no” what they really mean is “not yet” or “I want more information”. Don’t take it personally. Real estate is a numbers game and the more people you talk to, the more viable leads you’ll gain and the more sales you’ll make. Stay positive!
Take Care of Your Prospects.
As you make connections, it’s important to remember to nurture those relationships so they can thrive. Remember all those “no, thanks” that really mean “not yet”? Those prospects will require the service of a real estate professional some day and you want to be the one they go to. Add your prospects to your database and continue to keep in touch with them with monthly e-Newsletters, direct mail, and even wishing them a happy birthday. Like any relationship, your prospects require attention. Use a CRM to keep in touch with these leads and stay top of mind.