Added: January 18, 2005

Prospecting Tips for New Real Estate Agents

It's a new year: Time for new goals. How about increasing your customer base through some good old-fashioned prospecting? Here are eight great ideas that are easy to execute—and salespeople say they really work.
1. To meet people in the new no-call world, target half a dozen neighborhoods and knock on doors. Have something of value to offer residents—a competitive market analysis of their home, recent stats on turnover of homes—and ask if you can contact them periodically with such info. They'll become part of your sphere of influence.
2. After talking to prospective buyers, send them a small gift, such as a little box of chocolates. When you offer something for nothing, you build loyalty. Even if they don't buy right away, they'll come back to you when they're ready.
3. Insert your personal brochure into the real estate section of your local newspaper. For only a few cents per insert, you'll be able to reach your target audience without spending a fortune on mailing. With larger circulation papers, you can target select ZIP codes or neighborhoods.
4. Get affiliated businesses to prospect for you. For example, an in-house title company could thank customers for their business by phone or e-mail and also ask them if they know anyone who could use your company's brokerage services.
5. Repackage local economic data, such as appreciation rates and job growth—available from your MLS and local government—into accessible charts, graphs, and tables. Then create personalized market reports to send to prospects. Presto—you're a market expert.
6. Get warm and fuzzy. Consider using family photos in your marketing materials to create an approachable image.
7. Add one thing to your Web site right now—a button that says, "I want to buy/sell now." Set it up so visitors can click the button and input information about themselves, sent as a message to your cell phone or digital device.
8. When prospects inquire about your area, send them free brochures produced by your city or chamber of commerce. Attach stickers you've had made that say "Compliments of [your name, company name, contact information]," and mail them with a personalized letter.