Presented by Larson Educational Services.
For a quick introduction to prospecting, read our most recent post here or watch this quick video:
Now that you know what prospecting is and why it’s important, we can get into the details of how exactly to prospect for clients. Most of these tips require no special talent, only a bit of effort and organization.
10. Add a note about prospects in your cell phone
This is a simple, easy-to-access way to store pertinent personal information about prospects. Some examples of notes you add to a client’s contact information might include: “Planned retirement in 2 years” or “Children are going to college” or “Just got promoted at work.” The key here is to let your prospects know that you remember them and you are ready to help them move homes after a big change. It all comes down to caring about people and what’s going on in their lives. Remember why you got into this field.
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9. Have business cards on you at all times
Make sure the cards you carry are current and have up-to-date information. With a business card on you at all times, you can always be ready to wrangle in a prospect. You don’t want to be the person who is writing her contact information on napkins and scrap paper when you meet a potential client. Carry the card, make a friend, give them the card, sell their home.
8. Conduct a first-time home buyer seminar
These can take place in your local church, a recreation center, or any other local venue that will allow you to use their space. Churches, in fact, will often have child care available if you require it. The seminar can be simple: serve juice and cookies in the church and tell some prospective buyers about home ownership. If this isn’t your style, then there is no need to do it, but if you are willing to get out of your comfort zone, you can create an intimate relationship with prospects who will be likely to endorse you to others in the community.
7. Pay attention to the language people use
Analyze the language in FSBO ads and adapt your marketing presentation to fit the style of each prospect. You can garner tips from other agents if you have built relationships with them as well.
6. Smile when you pick up the phone
Experts say the simple act of smiling subtly alters your voice and manner and makes you more approachable. Standing while talking will also strengthen your voice. You could even record one of your calls to see how professional you sound and use that information to improve your conversations with prospective clients.
These quick tips will have you on the road to building good relationships with prospective clients, which puts you directly on course to sell more homes.
Coming soon: Top Ten Prospecting Tips for Real Estate Agents Part 2
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