If you want to make money in real estate, you need to have enough leads in your pipeline.
If you can capture new leads and convert them into clients, there’s a good chance they will become a client for life.
Real estate prospecting takes a great deal of creative effort and discipline. Besides standard operating procedures, like networking and door knocking, it is important to be creative in order to generate more leads into your future pipeline of sellers.
Creative social media campaigns, getting involved in your community and content marketing are a few ways you can improve your real estate prospecting game for better results.
A solid prospecting plan is required.
Successful real estate salespeople are good at routinely prospecting.
That’s why being organized and having a prospecting plan is crucial to survival. Prioritize it on your daily and weekly calendar—your commission will thank you for it.
Here are a few prospecting tips and samples:
Step 1: Create
Create a calendar and fill it with real estate tasks related to your preferred prospecting efforts. For example, prospecting activities can include phone calls, emails, blog posts and maintaining your Facebook ad campaigns.
This way, you’ll know exactly which tasks you need to complete without getting sidetracked.
Step 2: Be Consistent
Next, make sure that your prospecting effort is continuous. A good rule of thumb is to make sure you’re setting aside time every day, or at least every week, to prospect.
This could be allocating a block of time to it during your day, or making sure you reach a threshold of time (for example, 20 hours per month) that you’ve dedicated solely to prospecting.
During this time, just prospect. Don’t distract yourself with paper pushing or administration tasks.
Step 3: Stick to the plan
Finally, stick to your plan.
Prospecting is one of the most long-term but profitable tasks you can do. A consistent and constant approach to prospecting will eventually land results in your funnel.
As it becomes part of your routine, you’ll be able to complete tasks quicker and setting time aside for prospecting will begin to feel second nature.
Tips to get more leads for your pipeline
When you are new in Real estate, your friends and family are the easiest people to let everyone know that you are a real estate agent.
While this is a good place to start, it’s not a one-time event. You have to remind your close network that you’re available to help them find a new home time and time again, without being intrusive.
2. Follow-up on every lead and be persistent
Successful real estate agents are relentless about following up on their leads. Every person who comes through an open home is a lead.They try and get in front of as many people as possible.
Typically, contact with a prospect rarely happens on the first attempt, and you may need to make up to six calls (over a number of weeks) to make contact with a lead.
Have a streamlined system for storing information. Put the leads into categories, for example “Buyers, Sellers, Potential Seller, Potential Buyer”
Consider a CRM system which can automate tasks to save you time and effort that could be spent elsewhere.
If you meet prospects at a networking event, you can add them to your CRM system and it can either follow-up for you, or prompt you to follow-up with a call. This ensures a level of consistent communication with new leads that will help to nurture relationships.
Once you’re back in the office, all you have to do is add these prospects to your CRM database as new leads, and set up your CRM to automatically follow up with them via email or text message.
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