Business Basics: Prospecting
Published on Nov 25, 2015
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PRESENTATION OUTLINE
A Prospect is
Dictionary definition of prospect:
A future possibility
The chance for future success
An extended view
An exposure or outlook
To explore a region for gold
Something to anticipate
A future possibility
The chance for future success
An extended view
An exposure or outlook
To explore a region for gold
Something to anticipate
Photo by John-Morgan
Why prospect ?
1. NAR reports that agents point to their SOI as their number one source of business. (Member Profile 2014: "The typical Realtor earned 21% of their business from repeat clients and customers and 21% through referrals from past clients and customers.)
2. Contacting your SOI can be enjoyable: They know you, you know them.
3. Marketing to your SOI is inexpensive in comparison to other types of marketing.
2. Contacting your SOI can be enjoyable: They know you, you know them.
3. Marketing to your SOI is inexpensive in comparison to other types of marketing.
Photo by srv007
Active Prospecting
Just sold/listed card and e-cards to SOI
Calling SOI, contacts on a regular basis
Visiting prospects
Calling SOI, contacts on a regular basis
Visiting prospects
Photo by jacquesh63
Passive Prospecting
Apparel
Other identifiable branded items such as pens, umbrella, bags
Other identifiable branded items such as pens, umbrella, bags
Photo by anieto2k
Who do you know?
Exercise:
Write down the names of people you would consider your sphere of influence.
Don't use your phone contacts to jog your memory! Wait until you have several names before you use other tools to jog your memory.
Prioritize and categorize your list.
Write down the names of people you would consider your sphere of influence.
Don't use your phone contacts to jog your memory! Wait until you have several names before you use other tools to jog your memory.
Prioritize and categorize your list.
Photo by daveynin
Contact Management
Use contact manager on the Business Center to keep in touch with people:
Action Plans
activity Snapshot
Search
Notes
Action Plans
activity Snapshot
Search
Notes
Photo by guccio@文房具社
Prospecting Routine
Examples:
Network at area associations
Pick 5 people to call and tell them it's their lucky day . . . .
Use social media to engage people and build relationships. Remember, it's not about you.
Keep track of your efforts.
Network at area associations
Pick 5 people to call and tell them it's their lucky day . . . .
Use social media to engage people and build relationships. Remember, it's not about you.
Keep track of your efforts.
Photo by SDEurope
What do I say?
Sample scripts/ideas
Don't forget print modes: handwritten card, etc.
Offer service.
Don't forget print modes: handwritten card, etc.
Offer service.
Photo by Tinkerbots
Farming
Takes time:
Know your farm area--do the research.
Stay on top of inventory.
Consider factors such as turnover, dominance by one agent, average sales price, etc. when choosing an area.
Use farming flier (My Sales Success)
Know your farm area--do the research.
Stay on top of inventory.
Consider factors such as turnover, dominance by one agent, average sales price, etc. when choosing an area.
Use farming flier (My Sales Success)
Photo by Ianto73
QUESTIONS
- Can you farm an area that another HER agent farms?
- How long do you need to farm a neighborhood?
- Do you have to farm your own neighborhood?
- How do you get addresses for a farm?
Farming is a long-term project, no quick deals as a rule.
First Ohio Title can provide addresses for farm areas at a small cost. Realist also has a search function and you can export addresses to a spreadsheet.
First Ohio Title can provide addresses for farm areas at a small cost. Realist also has a search function and you can export addresses to a spreadsheet.
Photo by miuenski
