When I began my career in real estate I was fortunate to receive some words of advice that have had a profound effect on my life. The simple phrase – “Obtain one good listing appointment every day of your working life” – stays with me to this day.
Once I began to implement this simple strategy everything changed for me, and I went from no sales for seven weeks to 19 sales in one month. I admit I was very fortunate to receive this advice, and I feel it is my responsibility to share the knowledge I have gained throughout my wonderful years in the real estate industry.
No matter what you might have heard about the effectiveness of undertaking prospecting in modern real estate, I am of the firm belief that this tactic is not only alive and well, but continues to be one of the best methods of growing good quality buying and selling opportunities. Unfortunately, some figures in the real estate industry offer methods and teachings that play on the negative aspects of the human condition, such as the fear or rejection or inherent laziness. This is not the correct way to proceed with a sales career, as a positive and energetic outlook will always outperform a negative one. Every time.
Actions speak louder than words as they say, so without further ado, let me present to you the three most effective methods and traits you can use to gather new, good quality leads that can convert into success.
This is pretty self-explanatory, and really is a very important area to address. The first barrier people face is from within, and by removing this internal barrier you open up a whole new world of opportunity.
Here’s a little technique that will get you out of your chair and on to the phone or footpath.
Take a look at the number of homes that have settled within your catchment area in the last year. Once you have a figure for the total homes sold, multiply this number by your average fee per home that you sell. The result? An absolutely wonderful figure that you would surely love to attain, and is in fact totally available to you today! Imagine how your life would change if you could access this type of figure.
Referral business is another great way to drum up new listings.
When you are out and about, be it in a professional or personal circumstance, don’t be afraid to let people know what it is you do and that you are actively looking to build your property listing portfolio. Not only will they be impressed by your energetic and positive attitude, if they know of a potential opportunity this is the perfect time for them to share it with someone.
By building a rapport with those you come in to contact with, and by letting them know your friendship/relationship can be mutually beneficial, you will with time start to see the positive effects flow in.
An important part of prospecting for new leads is ensuring once you find one, that you are able to get an emotional and mental commitment from your new client or contact.
While a lead may not pay off immediately, by placing yourself into a person’s memory you are placing yourself at the front of the queue when a decision is made to buy or sell. Once again this technique is not only about building a strong future for yourself today, but also for tomorrow and in the coming years.
One version of this technique that you can apply is as follows:
Once you have finished a doorknock and meeting, wrap up the interaction with the words: “Thank you for your time and giving me the opportunity to speak to you today. Here is my business card, and please promise me that if you require any assistance with real estate-related matters that you will give me a call.” By doing this, you have made an attachment with a potential customer, which puts you in a good position for the future.
These three methods and techniques can be very strong tools in helping you gain the success you seek.
If you have any comments on these ideas or anything else please leave a comment below, I would love to know what you think?