Tag Archives: prospecting tips

07.29.14
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The 4 S’s of Prospecting–Naples Real Estate School

Presented by Naples real estate school Larson Educational Services

If you have followed our prospecting tips Part 1 and Part 2, you should have a significant sphere of influence that includes a ton of prospects.

All of our prospecting tips so far have been focused on how to get prospects, this post is about how to maintain them. These are The 4 S’s of Prospecting, or what to do with a prospect once they give you their business card or other contact information.

1. See

See the prospects. Make face-to-face contact with them so you are in their mind when they need to sell a home. You don’t have to be pushy, but make sure they know that you are in the business of real estate so they know you are the one to call to help with their next purchase or sale.

2. Save

Save their information and mark them with leads to other people they may know who could be potential clients. Keep track of pertinent information they have given you, such as life goals, upcoming location changes, and housing needs.

3. Schedule

Set an appointment to meet with them and make sure you keep that appointment. If they are willing to give you their time they will be looking for you to prove that you are trustable. The best way to gain the trust of a prospect is to do what you say you will do. There is no faster way to lose a prospect than to be late for an appointment.

4. Sell

This is the ultimate goal, isn’t it? Sell them something. And if they aren’t buying or selling, maybe they have a friend who is or a family member who will. You never want to lose a potential prospect because of a bad interaction.

Don’t feel like reading? Perfect! Larson Educational Services has quick videos with prospecting tips available here and here.

Coming soon: Developing Your Farm Part 1––Selecting Your Sphere of Influence

If you are a new Florida real estate professional, make sure you complete your Post-Licensing Education before your 1st license expiration date. If you are a seasoned veteran, it’s never too early to get your Continuing Education done. Either way, Larson Educational Services has you covered with timely and market-ready information taught in professional classrooms by instructors who care about your success.

Learn more about the courses we have to offer in Fort Myers, Naples or Online at the following link – http://www.larsoned.com/realestate/ — or simply call a friendly Larson representative at (239) 344-7510.

Larson Educational Services looks forward to earning the right to be your real estate school of choice!

Brad Larson
Larson Educational Services
1400 Colonial Blvd.
Suite #144
Fort Myers, FL 33905
info@LarsonEd.com
239-344-7510
http://www.LarsonEd.com/realestate/licensing/naples-real-estate-school/
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07.17.14
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Top 10 Prospecting Tips for Real Estate Agents: Part 2 (Video)

http://www.larsoned.com/realestate/licensing/naples-real-estate-school/

Naples Real Estate School Larson Educational Services gives you another episode of tips for real estate agents looking to prospect for buyers and sellers.

Watch Part 1 from LarsonEd: https://www.youtube.com/watch?v=EPJKVbe08p0

Register for Post-Licensing class: http://www.larsoned.com/realestate/post-licensing/

Read more: https://naplesrealestateschool.net/2014/07/10/top-10-prospecting-tips-for-real-estate-agents-part-2/

Subscribe to our Youtube channel: http://www.youtube.com/subscription_center?add_user=LarsonEducationalFL

Like us on Facebook: https://www.facebook.com/LarsonEducationalServices

Follow us on LinkedIn: http://www.linkedin.com/company/larson-educational-services

Larson Educational Services
Royal Palm Square
1400 Colonial Blvd, Suite 44
Fort Myers, FL 33907
239-344-7510
http://www.larsoned.com/
Connect with me on Google+

07.10.14
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Top 10 Prospecting Tips for Real Estate Agents: Part 2

Top 10 Prospecting Tips for Real Estate Agents (Part 2)

For a quick introduction to prospecting, check out our post, “What is Prospecting, Why is it Necessary, and Why it Scares Most Agents.”

And click here for Part 1 of the Top 10 Prospecting Tips for Real Estate Agents.

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 effort and organization, but they will put you on the fast-track to finding buyers and sellers who want to do business with you.

5. Practice proper phone etiquette

When you call to introduce yourself or check in with a prospect, ask if they are busy. If so, see if there is a better time to call them back. It’s important to be persistent when you’re selling homes, but if the prospect is giving you a stand-offish vibe, then it’s best to back off.

4. Hand-address any mail you send

Hand-written letters increase the likelihood that they’ll be opened because they add a personal touch. Mailing too many letters to hand-address? Choose a computer typeface that looks like handwriting and the effect can still be noticed.

 3. Contact your best prospects first

Time is finite, and if you are doing your job right with prospecting, you will have so many people in your phone that you won’t be able to contact all of them for every listing. So contact your best prospects first, the ones who you know would be interested in a certain property and are pre-approved.

2. Build your email list

You can do this by sponsoring an occasional online contest. Tell interested prospects they must enter via email and will be notified the same way. Offer a good prize—a television or a dinner for two at a hot restaurant. For each contest offer a different kind of prize. Sooner or later, you’ll motivate most people to participate.

1. Ask prospects for just 5 minutes

Tell them that in exchange for a 5 minute appointment you will give them tips on how to increase their home’s value—and stick to it! When that 5 minutes is up, let them know that you appreciate their interest but the time they promised you has run out. More often than not, this show of respect will get them to invest even more time into you because they will see this as a trust-worthy attribute.

Coming soon: The 4 S’s of the Prospecting Cycle.

If you are a new Florida real estate professional, make sure you complete your Post-Licensing Education before your 1st license expiration date. If you are a seasoned veteran, it’s never too early to get your Continuing Education done. Either way, Larson Educational Services has you covered with timely and market-ready information taught in professional classrooms by instructors who care about your success.

Learn more about the courses we have to offer in Fort Myers, Naples or Online at the following link – http://www.larsoned.com/realestate/ – or simply call a friendly Larson representative at (239) 344-7510.

Larson Educational Services looks forward to earning the right to be your real estate school of choice!

Brad Larson

Larson Educational Services

1400 Colonial Blvd.

Suite #144

Fort Myers, FL 33907

info@LarsonEd.com

239-344-7510

www.LarsonEd.com
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06.24.14
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Top 10 Real Estate Prospecting Tips: Part 1 (VIDEO)

http://www.larsoned.com/realestate/li…

Top 10 Real Estate Prospecting Tips: Part 1

Naples real estate school Larson Educational Services gives you the top ten prospecting tips for real estate agents.

If you are a new Florida real estate professional, make sure you complete your Post-Licensing Education before your 1st license expiration date. If you are a seasoned veteran, it’s never too early to get your Continuing Education done. Either way, Larson Educational Services has you covered with timely and market-ready information taught in professional classrooms by instructors who care about your success.

What is prospecting? Watch the introduction video here:https://www.youtube.com/watch?v=-TKNc…

Register for class: http://www.larsoned.com/realestate/li…

Read the Prospecting press release:https://naplesrealestateschool.net/201…

Subscribe to our Youtube channel:http://www.youtube.com/subscription_c…

Like us on Facebook: https://www.facebook.com/LarsonEducat…

Follow us on LinkedIn: http://www.linkedin.com/company/larso…

Larson Educational Services
Royal Palm Square
1400 Colonial Blvd, Suite 44
Fort Myers, FL 33907
239-344-7510
http://www.larsoned.com/
Connect with me on Google+

06.19.14
by

Top 10 Prospecting Tips for Real Estate Agents: Part 1

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.

Naples Real Estate School Larson Educational Services

Naples Real Estate School Larson Educational Services

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

 

Larson Educational Services

1400 Colonial Blvd. #44,

Fort Myers, FL 33907

info@LarsonEd.com

239-344-7510

http://www.LarsonEd.com/realestate/licensing/naples-real-estate-school/

Connect with me on Google+