Home Add to Favorite Contact Submit  
             20 October, 2021

Category:  Articles » Real Estate » For Sale By Owner


The Importance Of Good Sales Prospecting for the New Realtor

         Views: 2070
2006-11-14 23:27:51     
Article by Susan Adams

In any sales job, you can sit back and ‘wait for prospects to come to you’. Or, you can be pro-active and start building a customer base yourself. The benefit to good prospecting is that you will always have a sales funnel. If you rely on people coming to you, you’ll end up with peaks and valleys of business rather than a steady stream of good prospects. For income purposes, you certainly want to strive for steady business throughout the year.

How to accomplish this is the obstacle many realtors face. You have an entire zip code of potential prospects, but how do you find them and get them to contact you? Sales reps refer to this as ‘mining your territory’. You need to attract potential prospects to you.

Every month, I receive the same, stale postcard announcing, ‘I’m Joan and I just sold a house on your street’. I can tell you as a home owner, my response is, so what? How does it benefit me that you sold a house on my street? It doesn’t. The only reason people respond to direct response marketing is because you’ve answered the question: What’s In It For Me? “ME” being your home owner.

You have to come up with a creative way to market yourself and your services. Let’s face it, you’re marketing your service as a realtor.

Get inside the head of your prospect. Ask yourself these questions:

- What do I know that can be of value to this person?
- How can I get them this information easily?
- How can I use a postcard campaign to build a list?

If you provide something of value up-front, you’ll start a relationship in the best possible way: by creating value. The more value you create, the easier it becomes for someone to pay you a commission-based fee. If your prospect doesn’t see you as someone of value, they’ll start trying to negotiate your fee downward.

If you do the proper prospecting, you’ll bring value to people before they ever approach you to sell their home. They’ll also be more likely to refer you to a friend or neighbor. You’ll be building your business quickly with the ‘right’ kind of prospects. It’s a lot easier than sitting around waiting for the phone to ring.

Specialized in: Sales Coach - Speaker - Sales Training
URL: http://www.susanadamshome.com
Print article      Bookmark this page
Related Articles 
Affordable deals for Exclusive Condos for Sale San Diego (Popularity: ): Are you one of those who dream to own a house in San Diego? Do you want to turn your dream into reality? If yes, then you have made a wise decision to make the best deal forever is a lively metropolitan city. Here, you can enjoy the small town feel while availing metropolitan services and amenities as well. If you are interested in San Diego condos for sale then ...
Selling a Home? Then The Company Is Coming Everyday (Popularity: ): I don't know about you but I wouldn't be too happy if I wasn't aware of my guest's daily arrival. If you're like me, when I host my company I want it to be an experience, relaxing, fun, entertaining and most of all, stress free. Now, what does this have to do with selling a home you ask? Well, I'll be happy to lead you through that door. Ready or ...
The New Home Seller Mentality (Popularity: ): As the home market cools considerably, sellers need to reassess their attitude towards moving their property. In short, we are talking about a new mentality.The New Home Seller MentalityThe five or six years have been a great time for people selling their homes. The biggest issue sellers seemed to face was simply the decision as to the best time to sell. Once that decision was made, one could practically ask ...
Thinking of Selling Your Own Home? (Popularity: ): What is For Sale By Owner Real Estate? For Sale By Owner (FSBO) is a term that is used to refer to real estate, usually residential homes, which are being sold by the owner without the help of a real estate agent or broker. The allure of the “For Sale By Owner” method is the opportunity for the home seller to save money by not having to pay a commission to ...
Real Estate Websites: Choosing A Website Company (Popularity: ): A website is, in effect, an online presentation made up of multiple pages. Costs for most self-managed, real-estate template websites range from $25 to $199 a month. A unique custom-designed website, particularly as part of a “branding” strategy, can easily cost thousand of dollars plus monthly hosting fees but the results may be worth the expense. A Google search for “real estate template websites” or “real estate custom websites” will ...

Related Business 
B2B Sales Leads and Appointments (Popularity: ): Callbox helps businesses increase sales by generating pre-qualified sales leads and appointments that shorten the sales cycle in acquiring and retaining new customers. Unlike other sales prospecting or telemarketing companies, Callbox combines traditional probing practices with innovative business prospecting techniques, thus effectively handling the first and most critical step in your sales cycle - information and opportunity management.
Maple Ridge Realtor (Popularity: ): Greg Mitchell is a maple ridge realtor specializing in homes for sale in maple ridge. If you found my site using Google, chances are good you’re either buying or selling a house, townhouse or condo in Port Moody, Coquitlam, Port Coquitlam or Maple Ridge. As a realtor based in the Tri-Cities it’s my focus to service from Port Moody to Maple Ridge and Langley.
Mari Vesci Realtor Inc. (Popularity: ): Robert is best Naples Realtor specializes in residential & commercial sales in Naples, Bonita Springs, Estero and Ft Myers Beach, Florida including being a Foreclosure & short sale specialist and also a Licensed Mortgage Broker.
John Patricelli Burnaby Realtor (Popularity: ): John Patricelli, Burnaby Realtor of Sutton Centre Realty, has been serving the Greater Vancouver Real Estate market for over 16 years. A professional and honest real estate agent located in the heart of Vancouver along the Burnaby-Vancouver boundary. Never under estimate the value of a good realtor! FOR MORE CURRENT HOUSE LISTINGS GO TO www.johnpatricelli.com or Contact john@johnpatricelli.com or 604-727-0822
BestOfSales.com (Popularity: ): Resources in the areas of sales, salesmanship, selling, sales prospecting, lead generation, advertising, marketing, and public relations.
ICMJ's Prospecting and Mining Journal (Popularity: ): Covers dredging, mining, metal detecting, prospecting for gold. Published monthly since 1931.
Prospecting & Marketing Institute (Popularity: ): Prospecting and marketing information for life insurance professionals
Ask Amy Real Estate Crofton, MD (Popularity: ): Best realtor in area, First time home buyers will love working with Amy Menrad, Realtor and top notch Real Estate Agent from Champion Realty She is the best realtor in the area and specializes in the Anne Arundel, Baltimore and Howard Counties of Maryland
Alexandra Sanchez Realtor (Popularity: ): View Alexandra Sanchez Realtor on about.me. About.me makes it easy for you to learn about Alexandra Sanchez Realtor’s background and interests. We believe that you should own your own identity. That your identity should be both projected and protected. It should encompass the different facets of your life.
Alok Consultants (Popularity: ): Isn't it a good idea to get yourself 'In Good Health' and make it a primary motive? We all know health gives us freedom to think and work. It should always be of importance because the painful experience of various diseases are still in our memory. Why to carry them once again? Consult your best practitioner or Alok Consultants and stay in good health.