Prospecting 101

 

 

You can succeed in the Real Estate Profession by performing these tasks on a regular basis.  It’s important to continue this regime, even when you are very busy, to keep new prospects in the pipeline.  Remember, clients do not appear out of thin air, you have to work hard to establish yourselves in a market that is dominated by experienced agents.

 

1.      Daily Task:

a.       Add 5 contacts to your personal sphere database.  This should include names, mailing addresses, all phone numbers, email addresses and web pages.

b.       Call at least 3 expired listings.  You can get them from FMLS or GMLS.  Keep thorough and accurate records of responses.

c.       Personally meet 1 FSBO each day.  Knock on a door and meet with the homeowner.

d.       Mail out at least 10 letters or postcards. Try to work one area at a time. These can be simple introduction letter or contain some content about real estate sales in the area.

2.      Weekly Task

a.       Sit at 1 open house.  Keep records of attendees.

b.       Write at least one news item for the web.  These opportunities are unlimited.

c.       Attend one neighborhood or charitable function.  This is a great way to become recognized as a dedicated Real Estate Professional in a local setting.

d.       Preview at least 5 listed properties.  If a new buyer says he or she is looking for a particular home, it makes an impression when you can speak from first-hand knowledge of a property.

3.      Monthly or as available

a.       Offer instruction in a “How-To-Buy” Workshop. You can develop these on your own, or work with partners.

b.       Rent a booth at trade shows relating to home ownership.  These can be anything from decorating to gardening, but it’s a great way to meet home-minded people!

c.       Sponsor a sports team or a local civic organization.

 

Remember, this is a highly competitive field, and only those that are willing to dedicate themselves to hard work will succeed. Keep neat and concise records, and always look for an opportunity to promote yourself as a Real Estate Professional.