Prospecting: Just Do It! (And Here’s How)

This post comes to us from the Market Leader blog:

From time to time as a real estate agent, you may hear that you're a consultant. Don't fall for it. You're a salesperson. The only way you are going to make a living in this business is by finding people to sell to.

Here are some tips and ideas on how to get ahead:

Get organized. Have you established your sales pipeline system yet? If not, consider a CRM. It will give you the contact manager and process tools you need to turn your practice into a system that you can replicate and scale up.

• Call up past clients.
• Call up expired listings.
• Is someone trying to sell FSBO in your neighborhood? Call them!
• Go to a neighborhood board or city council meeting. Speak up on issues that concern you. Become an opinion leader in your community. These meetings are chock-full of homeowners and other community leaders who are great sources for referrals.
• Walk down the street in your own neighborhood and introduce yourself to every resident. David Fletcher, a real estate writer and broker, suggests using this language: "As you can see (on my badge or Realtor pin), I am in real estate and I was wondering if you may know someone who might be wanting to buy or sell a home?"