13 Real Estate Prospecting Tips to Convert Leads to Customers
Are you ready to elevate your real estate game? As a real estate professional, you understand that success doesn’t come knocking on your door; you’ve got to go out there and seize it. It all starts with the art of real estate prospecting, a skill that can turn potential contacts into lifelong clients. So, let’s dive headfirst into the exhilarating world of prospecting because we believe in giving you the tools that allow you to consistently see results. Buckle up!
What is Prospecting in Real Estate?
At Sell It Like Serhant, we live and breathe real estate, and we know that prospecting is the lifeblood of your business. Real estate prospecting is all about discovering fresh contacts who are ready to buy or sell property, engaging them with a blend of outreach strategies, and converting them into your dedicated clientele. It’s how you light the fire of interest in your business and keep that sales pipeline blazing.
Why Prospecting Matters
Time is a valuable asset, and we want you to make the most of it.
Our advice: carve out 4-6 hours each week for prospecting.
Why? It’s the lifeblood of your sales funnel, your first step in generating leads, and your golden opportunity to introduce yourself and your business to potential clients. Prospect through cold calls, emails, in-person networking, or harness the power of social media. Even casual conversations, like the ones you have at your daughter’s gymnastics meet, can be prospects waiting to happen. If you’re not spending 4-6 hours a week chasing down new leads, start today. This blog is tailor-made for you.
13 Real Estate Prospecting Tips for Agents
Let’s get down to business and uncover the 13 tips that will help you wrangle the highest number of contacts and transform them into qualified leads.
1. Start with Your Goals
Set a weekly goal for reaching out to new prospects. It’s like plotting your course on a map; it keeps you on track. Keep in mind, according to the National Association of Realtors (NAR), the real estate industry’s lead-to-conversion rate is 0.4%-1.2%. So, for every 100 leads, you may only generate 1 sale.
2. Understand Your Target Market
Know your audience and cater your efforts accordingly. Whether you’re dealing with first-time buyers, luxury properties, or another niche, it’s important to meet your target market where they are, with the information they want. If you’re targeting first-time buyers, host a first-time home buyer event in your neighborhood and offer resources for preparing to buy a home.
3. Build Your Personal Brand
Your personal brand is your identity; make it strong and authentic, reflecting your expertise and values. Then, shout it from the mountaintops! Get your name and your brand out there by regularly posting on social media, providing thought leadership, creating consistent content, and getting involved in your community.
4. Leverage Your Sphere of Influence
Your network is gold. Understand your contact list. Old leads, former clients, colleagues, friends, and family members are all a part of your sphere of influence. Engage with them! And don’t be shy about asking for referrals or introductions.
5. Post on Social Media
Stay top-of-mind with your network. Keep your social media game strong by sharing valuable, consistent real estate content. Leverage your personal brand and share photos, videos, blog posts, tutorials, ask me anything sessions, gifs, memes, and guides that provide your target audience with the type of content they’re looking for. If you don’t know what they’re looking for, no problem. Use social polls and ask them!
6. Get Eyes on Your Website
Your website is your digital storefront. Ensure it’s user-friendly and packed with useful resources. Show off properties you’ve sold, publish helpful blog posts and guides, share photos of yourself participating in community events, and showcase your listings. Don’t forget to include a contact form so prospective buyers and sellers can get in touch with you easily.
7. Attend In-person Networking Events
Face time matters. Make an impression in the real world too. Attend local events, conferences, fundraisers and meetups to broaden your network. You can even sponsor or host neighborhood events, give a free lecture, or partner with a local business to generate leads.
8. Ask for Referrals
Happy clients make great referrals. Don’t hesitate to ask them for leads; they’ll likely be happy to help. Make it a no-brainer by providing them with an easy-to-use referral form and offer incentives for submissions.
9. Join Local Groups Online
Engage with your local online community. Forums and groups can be rich sources of potential clients. Look to LinkedIn, Facebook, and your local Chamber of Commerce to find local interest groups and post, post, post!
10. Try Direct Mail
Don’t discount traditional outreach methods. Send postcards or newsletters to target neighborhoods to establish your local presence. Fridge magnets work, too!
11. Host Open Houses
Open houses can be prime prospecting territory. They let you meet potential buyers and sellers face-to-face. Make sure you have proper signage and make the environment inviting. Always have your business cards out on display next to your sign-in sheet.
12. Follow Up, Follow Through, Follow Back
Consistency is key. Use the Three Fs to gain clients, keep clients, and keep them coming back for years to come. Follow up is the process of reaching out to new clients (prospecting!). Follow through promises that you do exactly what you said you’d do and deliver on your standards. Follow back means staying in touch, sending a quick email every once in a while, and keeping your clients happy so they hopefully work with you again in the future.
13. Perfect Your Pitch
Your pitch is your golden ticket in real estate. It’s not just a script; it’s your first impression, and we all know how important those are. A killer pitch is structured, engaging, informative, and creates urgency without the pushy vibes. Memorize it, internalize it, and make it uniquely yours.
In a nutshell, real estate prospecting is the heart of your real estate venture. Follow these 13 tips, and you’ll create a robust foundation for your prospecting efforts. The world of real estate is ready for you, so dive in and watch your career skyrocket.
At Sell It Like Serhant, we’re all about unlocking your potential. Achieve your highest potential with the Sell It Like Serhant Membership, giving you direct access to sales trainings, live workshops, sales templates, scripts, and support from the fastest-growing agent community in the world.