The Art of Prospecting

The hardest part of prospecting is simply getting started

It takes focus and commitment. It’s not always easy to make a cold call or network through associates or mingle with the community. But prospecting is the key to success in the real estate business. It’s where it all starts.

Always focus on building inventory

Don’t hang around the office unless you absolutely have to. Most of your prospects are out there somewhere. Get going.

Develop a routine

For example, commit yourself to cold calling three hours a week, visiting two For Sale By Owners (FSBOs), and investigating two expired listings. Remember: real estate is a numbers game. The more leads you follow, the greater your chance of a reward.

Scheduling appointments

If they’re not already working with an agent, ask why not. If you think you can help them, find out if they’d mind if you stopped by to see their house.

Before setting appointments

Make sure you know the market, that somebody’s going to be home when you stop by, find out how much they want, and do a preliminary Comparative Market Analysis (CMA). Always do your homework and be prepared before seeing a prospective new client.

Some tips for finding prospects:

1. Work a high turnover area;
2. Conduct a real estate seminar;
3. Work with former clients of office colleagues who’ve moved on;
4. Work old FSBOs;
5. Scout an area by car;
6. Listen to your buyers;
7. Offer a free phone market analysis (give a price range, and say you need to see the house to be precise);
8. Work with a relocation company;
9. Work with a builder;
10. Conduct public open houses;
11. Issue a low interest rate direct mailing;
12. Call an area around a new listing, explain that prices are going up and ask if they may be interested in selling.
    

Phone

Address

Email

Tel: 310-285-7515
Fax: 310-271-9204

301 N. Canon Drive,
Suite 215,
Beverly Hills CA
90210

General Information
Webmaster
Sales