Powerfact: Most everyone you meet on a daily basis is a potential client.
By Real Estate Coach Darryl Davis, CSP
There are a lot of real estate agents who have recently entered the business, which makes me excited to see how our industry is growing! With the influx of these new agents, we are flooded with a lot of questions here at Power Headquarters about the ins and outs and dos and don’ts of prospecting. Here’s what I’m here to share: prospecting really comes down to doing simple things consistently.
The first rule of prospecting is super simple! Ready? Talk to people about real estate! It seems so obvious, but this is the number one thing I want you to wrap your mind around, especially as new agents. Everybody you meet is a potential client.
Everyone you meet from the clerk at the grocery store to your spouse’s boss, to the plumber you hired, or the person standing next to you at the grocery store, are all going to finish their day in a place they call home. Whatever that looks like. They be homeowners, or renters, or temporarily staying with friends or family – but everyone has a basic human need for shelter. In fact, shelter is so critical to human survival, it’s spelled out in Maslow’s Hierarchy of Needs, right up there with food and water!
One of the most powerful things about our industry – everyone you meet is a potential lead! Without having a conversation with them, how will you know where they are at in life? How will you know what their Next Level® is? How will you know whether or not you can help them reach that next level?
Starting the Conversation
How do you start those conversations with the people you meet around town? It depends on the situation, of course! It can be as easy as chatting up someone at the coffee shop, striking up a conversation with the lady at the next gas pump over, talking about the weather with the teller at the bank, or discussing the latest news with the guy also waiting for the bus. Talk to people, and let the conversation happen naturally.
Then, before parting ways, it’s a simple matter of saying, “By the way, I’m in real estate, so, if you ever know about anyone who’s thinking of buying or selling real estate, I would be really appreciative if you could pass along my information. Here’s my card.”
Depending on the sort of conversation you were having, you could also embellish this a little and continue with, “What about you? Are there any questions you might have because of this crazy market? I’m here to help.”
Depending on their answer, it’s easy to continue with follow-up questions, such as:
“How long have you lived there? What do you like about your home? Have you ever thought about moving? Where would you go if you could move anywhere? Do you know the value of your home? I fully believe every homeowner should get a market analysis done of their home every year, just like a checkup! We get physical checkups and dental checkups, so why not a house checkup too? It’s our most important and valuable asset, after all. In fact, if you like, I can send you a report that would show you what homes in your neighborhood are currently selling for.”
There, you just prospected! Didn’t hurt a bit, did it? You may have even gotten a listing appointment out of it! Go you!
The great news is that the more you prospect and practice at this business, the more confident you will be, even if you are a new real estate agent.
Be A Good Listener
My mentor, Mac Levitt, was a master of this skill. Back in my early days as a real estate agent, at the end of a long day at the office, Mac, his wife, Pat, and I would often go out to a diner. Almost every night, we would sit at a booth and Mac would suddenly shush us. We would stop talking and listen, and he would whisper, “There is a couple over there, just listen.” Sure enough, he would hear someone nearby talking about real estate. He had a real estate radar, and it was the strangest and neatest thing! He could find business anywhere and everywhere he went just by listening.
Other Places to Generate Leads
Other ways that you can generate listing leads is to call For Sale By Owners, Expired listings, or even search for people who chose to pull their home off the market, using the RedX system, Realtors Property Resource, or simply start checking in with your sphere and find out how they are. Those conversations almost always lead to referrals.
It doesn’t have to be complicated or stressful, just consistent!
Are you ready to start taking things to the Next Level®? Dive into your prospecting, start having more conversations with people every day, and lean in. There is no limit to what you can do whether you are a brand-new agent or a seasoned veteran.
Power Agents ®, you’ll find lots of tools to develop your skills and be more proactive and courageous in the Prospecting section of the Classroom. It has all the tools and skill development that you need to gain the confidence and skills to prospect like it comes naturally! We also recommend you watch the webinar on demand with Kathrin Rein. It was game changing!
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