New agents working in the real estate industry often know that they should be prospecting, but don’t necessarily know how to go about it.
If you fit within these ranks, read on. We’re going to take you through some of the top tips offered by Australia’s leading successful real estate experts.
Build rapport with past and present clients
When starting out, most agents will focus on building new leads. That’s understandable, as you need to build a base from which to build out your service. After a while, however, it can actually be more cost-effective to target past and present clients as opposed to constantly reaching out to new ones.
Almost no-one only moves house once. By keeping in touch with your past leads, you’ll be able to let them know you’re still working in the market and are available to help if they’re looking to move again. If you offer them a great level of service, they’ll also be likely to refer you to their own personal network. With this, one well-executed lead could end up meaning 3 new clients, or even more.
Offer complimentary marketing services
Not everything has to come with a price and the key to making a dent on your market is standing out.
Supplement your business development efforts with a portfolio of marketing channels, such as flyers, emails and social media. Keep in touch with the database of clients that you’ve built more easily by sending them monthly mail-outs with exclusive tips and tricks, as well as inside looks at some of your best properties on offer.
Stay motivated when rejected
It’s tough finding your footing in real estate and far too many young professionals get knocked down in the face of rejection.
One of the keys to success is accepting rejection as a part of the job and staying motivated. Prospecting for new clients is hard work, but it pays off in the end if you can commit yourself to the process.
As long as you backup your sales efforts with research to ensure you’re targeting the right people, you’ll start to see more results.
Be persistent
Dedication is an essential part of real estate success, with many agents dropping out early on. If you’re going to prospect or knock on doors, be sure that you’re consistent with it. With consistency will come leads.
If you don’t feel comfortable about prospecting on your own at the start, it’s likely that there’s another agent in your office who feels the same way, or is at least happy to help. Think about pairing up with them and tackling your target audience together.
Overall, if you can stay persistent and be consistent and creative with your prospecting efforts, business leads will follow.