Prospecting is one of the hardest parts of the Real Estate business. It separates the successful from the mediocre in every sales job. Make no mistake about it, if you are in Real Estate, you are in the lead generation business! Here are three ways to prospect successfully;
1. Spend one hour a day cold calling expired listings that you want to sell in Saratoga Springs or Guilderland, NY or the city you live in. Write and practice a script and keep it brief on the phone. You should expect at least nine turn downs for every one appointment you book and one listing for every five appointments.
2. Target a specific neighborhood or demographic and create a campaign that touches every home owner in the target market at least 9 times in a year. Maybe it’s Averil Park or Rotterdam, NY. Use news paper, post cards, emails if you can get them, phone calls etc. The average consumer requires at least 9 “touches” before they are willing to consider using your services.
3. Networking, networking, networking! Consider your current community involvement carefully. If you are not part of any organizations then determine what you interested in and volunteer! Meeting people is the BEST way to market your services. Be friendly, professional and consistent! The resulting business will be an overflow of the seeds you sow! Always remember to GIVE first and ASK later.
I grew Living Well Realty and Victory Funding in Saratoga County in upstate NY through the toughest four year market these two industries have every seen! I can grow your business too!
