The most important aspect of becoming a successful Realtor is Lead Generation. Every Realtor already knows that.
The question then becomes…..how to do it successfully?
There are three major areas that you need to focus on when it comes to Lead Generation. The first is Prospecting.
Successful Realtors spend a minimum of 2 hours per day on Prospecting.
There are several ways to prospect.
You do not have to do all of these strategies.
In fact, you really only need to focus on 2-3 of these. Try to focus on the strategies that are a good fit for you. Regardless of the strategies you pick, you must spend a minimum of 2 hours per business day on these prospecting strategies.
The second area of Lead Generation is your database. Database is the life line of every Realtor.
Your database will consist of two groups of people.
The first will be people you’ve already met, and the second will be a targeted group of people you haven’t met yet.
These groups will bring you three types of businesses.
- The first will be new business.
- The second will be repeat business.
- The third will be referral business.
The key here is to develop a database management system to make sure you are constantly “dripping” on your database.
The third major area of prospecting is Marketing to your Database.
Regardless of how you are marketing to your database, the key here is OVERKILL!
You should be following up with your leads every day until they either buy a property from you or they tell you to stop contacting them. The biggest mistake that Realtors will make is that they are too “nice”. Meaning they don’t following up as much as they should because they don’t want to “bother” their clients.
If you want more business, it is up to you to go and get it!
Oliver, Sam, Spencer and
The Big Block Realty Family
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