Do you want to create a pipeline of active buyers and sellers? These time-tested real estate prospecting ideas, tips and strategies will help you diversify your prospecting efforts, load up your database with new contacts and lock in your continued success. First, we’ll cover the basics of real estate prospecting, and then we’ll delve into the creative, proven prospecting methods I share with my coaching clients.
What is real estate prospecting?
Real estate prospecting is a proactive strategy to generate new contacts and expand your client base using direct outreach methods like phone calls, emails, networking events or social media. Done consistently, real estate prospecting is the lifeblood of any successful and sustainable real estate business. Put simply, it’s how you find more people to help, expand your network and build the future of your business — one connection at a time.
Proven real estate prospecting strategies
ABC…Always Be Closing, as the saying goes. But the truth is, you can’t close if you don’t first open. Consistently opening the door to new connections is what real estate prospecting is all about. Here’s how to do it.
1. Start with your sphere
Ask any top agent where most of their business comes from, and they’ll tell you it comes from their sphere of influence — people they already know. The people you already know are the fastest and easiest sources of business because they already know, like and trust you, and they want to help you succeed.
All you need to do is stay in touch with them by consistently reaching out to stay top of mind. Simple, but not easy. Staying in close contact with your sphere by phone, text, social media DMs, mailers, emailers and in-person takes hard work and consistency. It’s not always comfortable, yet it’s by far your biggest opportunity to secure more direct and referral business.
2. Ask your sphere for referrals
While you’re staying in close contact with your sphere, let all your happy, satisfied clients know that your business thrives on word-of-mouth. Ask if they know anyone looking to buy or sell their property. When receiving referrals, your prompt follow-up is crucial. You’ll need to show appreciation to your client who sent the referral and reach out immediately to engage with your new prospect while the recommendation is still fresh.