“THINKING ABOUT A PROSPECT DOES NOT QUALIFY AS PROSPECTING.”

The idea of “Prospecting” can seem daunting and impersonal. The resources below are meant to guide you through the process of making each connection meaningful and specific to your target audience. Like everything else in Real Estate, you get out what you put in.

GATHER YOUR INFO

  • Dial in your criteria

    • You might be going after long term homeowners, homeowners with tons of equity, out of state owners, et. Narrow your focus, choose your target and go after it!

  • REMINE

    • Remine is a great tool for pulling ownership information. Click HERE for a video on how to use Remine to your benefit.

“UNTIL YOU CONTACT THE CUSTOMER, YOU HAVEN’T DONE ANYTHING”

CREATE AND EXECUTE YOUR STRATEGY

  • Rule of Thumb

    • The rule of thumb is that you have to contact someone 7-10 times in a span of 45 days to get their attention. If you only plan to contact someone once, you cut your response rate 8x!

    • You can improve your contact rate by personalizing your touch points as much as possible

    • Whatever you method, your communication needs to be specific to the demographic you are targeting.

    • There are some really great follow up, farming, prospecting and script strategies online to choose from. Here are two good resources to get you started. Be sure to customize to make it your own;

  • Sample Prospecting Rhythm

    • Day ONE

      • Call 2x - most people will answer a call if you call them back to back…. I know I do.

      • Follow up text

    • Day THREE

      • Text message video

      • Send mailer

    • Day FOUR

      • Email follow up

    • Day SEVEN

      • Text

      • Call

    • Day TEN and every 7 days after until they tell you to stop.

      • Alternate email and text