Are you an agent? In sales? Do you work for yourself? OR are you just trying to grow your sphere? Whichever one it is, this blog post is DEFINITELY for you!
According to Dictionary.com, PROSPECTING is the activity of searching for valuable natural resources, as gold or oil. And here at the Meyer Lucas Team, we KNOW that prospecting (in the real estate sense and any sense for that matter) is definitely worth its weight in GOLD!
So, are you looking to UP your prospecting game this year? KEEP READING because you will want to use this to increase your client base and INCREASE YOUR REVENUE! (which is what we all want, isn’t it?)
1. Network, Network, Network!
First, talk to EVERYONE! You never know where your next lead will come from. However, while it is great to make conversation, be INTENTIONAL. Now, what does that mean exactly? It means be purposeful with who you pick out of a crowd to talk to AND with the conversation starters you are using. DON’T just try to sell someone a house, but DO get personal information. Knowing if someone is going through a life change, has kids, or wants to live the bachelor life forever will definitely come in handy when finding someone that perfect property! Not sure how to “make the first move”.. just remember, everyone LOVES a compliment 😉
When you are networking, here are some tips:
Make sure to conduct yourself in an appropriate and professional manner, and READ THE ROOM! Depending on what type of event you are at or situation you are in will guide you on certain behavior. You wouldn’t wear the same thing or have the same demeanor at a sporting event as you would at a black tie charity gala.
You do not always have to “sell yourself” but you do have to be memorable, confident, and proud. Not everyone wants to buy a house at this moment in time, HOWEVER, if you are memorable and clearly conveyed that you are tapped into the housing market, this is where the long game comes in! Maybe you connected on a favorite food or sports team, and that’s the direction of where the conversation went, IT’S OKAY! Because when they do want to buy, sell, or invest, YOU will be the person that comes to mind.
Don’t be a negative Nancy! How drawn to someone else do you feel if they are always speaking poorly of others? Answer, not at all! It makes you want to run for the hills (and it will definitely leave you with your foot in your mouth at times). So avoid it altogether.
2. Set goals and stick to them!
Real estate prospecting is undeniably a numbers game, so have a goal and COMMIT! Setting goals on how many people you are reaching out to each day and how much time you are spending on doing this is EXTREMELY important. If you haven’t heard of SMART goals, now is your time to MASTER this! Specific, measurable, attainable, realistic, and time oriented are the only kind of goals you should be setting.
Example:
Goal: I am going to reach out to 100 people
SMART Goal: I am going to spend 75 minutes a day, every Monday, Tuesday, Wednesday, and Thursday, from 5pm to 6:15pm reaching out to at least 5 people and I will do this for the next 5 weeks.
3. DON’T do what is comfortable!
Do your research and take note of what works vs. what doesn’t. Nothing in life worth having comes easy, (take our word for it) you need to HUSTLE. If you have been taking part in different ways of prospecting, after each, ask yourself how that was productive and what it did to move the needle.
If you have spent countless hours posting to social media, but that hasn’t moved the needle, why spend the majority of your time doing that?
If that in-person open house you set up, hosted, and provided refreshments for, lead to three new clients, although it took more time and energy to do, it resulted in more business, we have a CLEAR WINNER!
Holly Meyer Lucas prospecting new real estate clients, no matter where she is.
4. Utilize marketing and social media!
Do not underestimate the power of social media and marketing! There are INFINITE ways to promote yourself or your business these days, from something as simple as a business card to something as intricate as a drone video.
I am not going to sit here and list ALL the ways you can market yourself or your business but KNOW marketing works!
But because I’m nice… here are a few ideas:
All social media channels - USE THEM! Instagram, TikTok, Facebook, Twitter, etc. they all allow you to connect with your personal sphere as well as connect you with people you may have not had the chance to meet otherwise. Who knows who you can reach, and that’s the point!
Website - Make sure to have one! Give people a place to find out about who you are.
Snail mail - Don’t underestimate it! People are still walking out to their mailbox and not everyone uses social media.
5. Make “NO” your new favorite word
Let’s face it, you are going to hear the word “no” and you will hear it A LOT! Whether you are calling expireds, reaching out to past leads, cold calling, or hitting the pavement you will get a few doors slammed in your face, both literally and figuratively.
The National Association of Realtors reports that the typical lead-to-transaction conversion rate for agents is about 1%. So if you are reaching out to 100 people, realistically you will only be getting a couple clients.
So what does that mean for you as an agent? Let “no” be a DRIVING FORCE to keep you going, because you will eventually hear a yes!
6. Open Houses!
Hosting an open house is a GREAT OPPORTUNITY to help you network, connect with fresh prospects, as well as helps you gather contact information. This, according to any agent that knows what is what, ESPECIALLY The Meyer Lucas Team, should be your bread and butter!
There you have it, a list of ways to help you UP your prospecting game. The sooner you start building your pipeline, the quicker you can make some MONEY! So, what area you waiting for?
Going to try out any of the ideas above? Let us know which one worked for you in the comments!
ABOUT THE MEYER LUCAS TEAM
The Meyer Lucas Team at Compass is an award-winning, top-producing real estate team based in the Jupiter area of South Florida and led by Holly Meyer Lucas. Consistently ranked among the leading real estate teams in the state and nation, Holly and her team take pride in providing premium luxury real estate services to our local communities across the Palm Beaches and Treasure Coast. While Holly is known locally and recognized nationally for her work finding homes for Jupiter's professional athletes and their families, the Meyer Lucas Team treats every buyer and seller like a VIP. Whether you are buying a home, selling a home, or investing in real estate, contact our team today to get the ball rolling on your next move. Learn more about the Meyer Lucas Team at www.meyerlucas.com.
