Newcomers to sales are hungry for tips on how they can get their business up and running as quickly as possible. The key to becoming a successful salesperson…prospecting.
Types of Prospecting
Prospecting is the life blood of the successful salesperson. Just in case you were wondering; as a real estate agent, you are a salesperson…we are all salespeople in one form or another. If you ever sat down and talked with a successful salesperson you would learn that there are two types of prospecting. Prospecting for the long term and prospecting for the short term.
Long Term Prospecting
Long term prospecting is the most passive way to prospect. For real estate agents it usually consists of sending direct mail pieces to a geographic or demographic area. Direct mail can work, however it is one of the more expensive ways to prospect simple because of the amount of time it takes to achieve name recognition. Some research has shown that it can take up to three years before agents see results. If you have the time to wait for the leads to come in and the money to pay for the monthly mailings, direct mail can be very profitable.
Short Term Prospecting
Short term prospecting is much more aggressive than long term prospecting. With long term prospecting you are waiting for buyers and sellers to come to you. With short term prospecting you are going out trying to make something happen. You are making phone calls, attending networking events, sitting on floor duty and putting yourself in the position to get business. You are telling everyone you know that you are a real estate agent and welcome more business. Short term prospecting is often free of out of pocket expenses and just requires your time.
Regardless of your method of prospecting there is one common denominator to success…consistency. If you’re going to do direct mail, than you must mail on a regular basis…monthly, bi-monthly, or quarterly. Consumers need to get used to seeing your pieces. If you are making phone calls, designate a specific time and day every week (hint: you should be making calls every day) to call through your list. Plan what you are going to do on a monthly basis so it becomes automatic. The less you have to think about, the better.
Have a Goal and Evaluate
What are you looking to achieve through your prospecting? Without a goal you will never feel successful. With each activity have a goal. When you attend a networking function, know in advance how many people you want to connect with. When making phone calls, know how many calls you intend to make each day. Successful real estate agents plan virtually everything. Every activity they do is reviewed to assess the effectiveness. If they are running a direct mail campaign, they know the return on their investment. Every activity is planned with a purpose. If it does not align with their goals, they don’t do it.
Do the Work
None of the information presented here is new. What will be new is how you decide to use it.
Sign up today for my Free Email Course, 5 Things Every New Real Estate Agents Need to Know to start building your real estate business on a solid foundation. Click here to get started.
- A Successful Open House
- To Farm or Not to Farm – Real Estate Agent Marketing
- Selling Real Estate is a Contact Sport
- Real Estate Agents Schedule Your Marketing Activities Now
- There’s No Such Thing as a Magic Wand
Real-Life Real Estate Training – Real Training, Real Results!
- Have you struggled turning contacts into clients?
- Are you working hard, but hardly making any money?
- Are you beginning to think you made a bad career choice?
If you answered “yes” to any of these questions you are in the right place!
Sign up for my FREE email course, 5 Things Every New Real Estate Agent Needs to Know to start building your real estate business on a solid foundation. Click here to get started!
Inman News named Candy Miles-Crocker as one of the Top 25 Real Estate coaches in 2016. Candy, “The Real-Life Realtor”, coaches, mentors and trains new and experienced real estate agents to transform their business by mastering her proven systems for success. She is a firm believer in managing expectations and her goal is to elevate the perception of real estate agents among the general public through education so every client has an amazing real estate experience. Candy’s unique training methods have shown agents what it takes to be successful!
Learn more about her training program at www.RLRETraining.com or send her an email at Candy@RLRETraining.com.