OK…. OK…..OK, I know we are in the world of Technology,
Apps, Social Media, and Smart Phones… But
Hey, Back in the day it was old school baby! Thermal paper fax machines, MLS
Books…. (YES BOOKS made out of paper and you actually had to turn the pages…by
hand), The pink “while you were out” message slips (that’s right, no voice
mail), and bag phones the size of an allowable carry-on. And to the surprise of
many, some of the prospecting methods we used to look for new business can and does
still work today.
Here are a few tried and true methods to add more digits
to your income by the end of the year.
Expired
and Withdrawn listings: Yes they do still exist even in
a robust market. I suggest selecting a target area where you want to obtain
listings and start by pulling expired and withdrawn from the MLS every morning.
Print a copy of the listing and write a hand written note asking if they still
want to sell, and suggesting a meeting so you can help them discover why it
didn’t sell with the first agent. Go by
the house, knock on the door, and if they answer turn on the professional
charm, if no answer… leave the note, MLS sheet and a business card.
Geographical
Farming: This was the one thing I got the most listings
from, (other than personal referrals)… Pick an area, gather data, design a
newsletter, and Voila!… you immediately become the neighborhood expert. It is
much easier these days to compile the data you need, and then on-line design a
newsletter than it was in 1988… so why aren’t you doing it?
FSBO’s: Arrrrg! They know it all… and are the most difficult
sellers to work with right? Not really… if you approach them the right way.
Always open with “ My goal is to help you get your house sold” … help them with
suggestions for staging and pricing, but also let them know their home is only
active on the market when they are there to show it. With you it is active
24-7. Put them on a frequent drip campaign and call them often to check in,
plus keep them in mind for your buyers. BONUS TIP: Even if you don’t get their
listing you my gain their confidence so they will use for for their next
purchase!
Face
to Face: YES this
is the ultimate old school prospecting method… no texts, no email, no Instagram
or FaceBook. Just old fashion eye to eye, relationship building conversation.
Lunches, coffee breaks, drinks, card games, bowling, fishing, golf, dinner
clubs, pool leagues, hunting clubs, book clubs, knitting groups, church groups,
volunteering, or anything you like to do things…. Just get out there and
mingle, make new friends, rekindle old relationships, and always let them know
you are never too busy for any of their referrals!
Last but not least…. Work your book of business
till it bleeds referrals! Your friends and family, and past clients all love
you, but if you don’t remind them how important they are to your success they
forget. These 3 groups (friends, family, past clients) should become your #1
source for new business… if it’s not, you are missing thousands of dollars in
lost opportunity every year.
So there you have it… 4 “old school” prospecting
techniques for today’s high tech market!
For more info on Realtor Rescue Coaching Programs
go to www.RealtorRescue.biz
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