Real Estate prospecting
Why Leads are Crucial to Successful Real Estate Agents
Leads are crucial to successful real estate agents
because a percentage of your leads will convert to
customers who are eager to buy or sell. Without
customers the agent has no business. If you have no
leads, life becomes exhausting and business
unappealing. One of the primary tasks for a real
estate agent is to generate leads.
With no leads you will need to spend all weekend sitting around open homes in an effort to attract a customer. You will spend heaps of time cold calling, which will irritate the recipients of the calls and make you suffer from a feeling of rejection when they hang up on you. Worse still, you may have to continually ask your friends and family for some leads or referrals.
Leads may be generated online if you have a website. Make full use of technology by looking into lead generating software. You can buy software like The Silent Salesperson that will help you create your own personalized CD-ROM. It is inter-active too, so that a relationship can be established between you and your qualified lead - which will soon be your customer.
Real
Estate Advantages is for first-time
as well as seasoned real estate investors. It
reveals the tax and legal loopholes available and,
most important, how they can be used together to
not only maximize your income - but accelerate
your income from real estate investing.
Written in easy-to-understand language, this book Real Estate Investor, demystifies the legal and tax aspects of investing with easy-to-follow, real-life examples.
People love technology; they will be much more likely to play a free CD-ROM than read an advertising brochure. Handing or mailing people a CD-ROM tells them that you are right up there amongst the most pro-active real estate agents. You’ll get a tsunami of qualified leads swamping your email box.
Of course finding the leads is not the only problem. You may get tons of leads from various places - you can even buy lists of them - but it is what you do with the leads that is ultimately the most important thing. Leads must be converted into paying customers. A lead-tracking inventory system is a good idea for organizing all the leads you get. No point in getting leads if you lose them or fail to follow them up because you lost the contact details, or thought they were too cold to bother with.
If they are cold leads then you can warm them up by sending out the right emails, postcards or whatever else you like to use, to them. You need to make them familiar with you, your services and the fact that you know what their problems are and can handle them. Once they begin to associate you with what they need and feel that maybe you can help them specifically, then they become warm leads who are likely to respond to you in a positive way.
With no leads you will need to spend all weekend sitting around open homes in an effort to attract a customer. You will spend heaps of time cold calling, which will irritate the recipients of the calls and make you suffer from a feeling of rejection when they hang up on you. Worse still, you may have to continually ask your friends and family for some leads or referrals.
Leads may be generated online if you have a website. Make full use of technology by looking into lead generating software. You can buy software like The Silent Salesperson that will help you create your own personalized CD-ROM. It is inter-active too, so that a relationship can be established between you and your qualified lead - which will soon be your customer.
Written in easy-to-understand language, this book Real Estate Investor, demystifies the legal and tax aspects of investing with easy-to-follow, real-life examples.
People love technology; they will be much more likely to play a free CD-ROM than read an advertising brochure. Handing or mailing people a CD-ROM tells them that you are right up there amongst the most pro-active real estate agents. You’ll get a tsunami of qualified leads swamping your email box.
Of course finding the leads is not the only problem. You may get tons of leads from various places - you can even buy lists of them - but it is what you do with the leads that is ultimately the most important thing. Leads must be converted into paying customers. A lead-tracking inventory system is a good idea for organizing all the leads you get. No point in getting leads if you lose them or fail to follow them up because you lost the contact details, or thought they were too cold to bother with.
If they are cold leads then you can warm them up by sending out the right emails, postcards or whatever else you like to use, to them. You need to make them familiar with you, your services and the fact that you know what their problems are and can handle them. Once they begin to associate you with what they need and feel that maybe you can help them specifically, then they become warm leads who are likely to respond to you in a positive way.
How to Identify a ‘Hot’ Real Estate Prospect
25/11/07 12:19 Filed in: Generate
Leads |
Real
Estate
A skill that goes a long way towards ensuring the
success of your real estate business is learning how
to identify a hot prospect. That is, one who is well
and truly ready and determined to buy or sell their
property as quickly as possible. Someone who is eager
to do all they can to help you in the deal and who
must sell - or buy - no matter what the price it.
Here are some tips to help you.
Some people put their homes on the market, but they don’t really want to sell immediately. So why would they list their homes when they are not ready to sell? They think that is a good way to ‘test the waters’ and see how much it will bring or how long it will take. They may know they have to sell by the end of the year, because that is when they move to a new job. But they don’t actually want to sell too soon, or they will have to rent for some months until they finish up where they are.
Rich Dad
said, "Business and investing are team sports." ---
Robert T. Kiyosaki, Author of The New York Times
Bestsellers "Rich Dad, Poor Dad" and "Rich Dad's"
Series.
The ABC's of Real Estate Investing will help you:-
-Achieve wealth and cash flow through real estate.
-Overcome the myths that are holding your back.
-Find property with real profit potential.
-Evaluate a property and set your own purchase price.
-Negotiate the deal based on the numbers.
-Discover hidden profits in the properties you buy or own.
-Increase your income through proven property management techniques.
They may have talked about moving to a new location for a variety of reasons, but they want to be sure their house sells for enough to cover the cost of another one. So while they will sell at some time in the future, it’s not urgent; they are prepared to wait. Only by talking to your prospect and finding out about their goals and plans, can you identify the ones that are hot from those that are
lukewarm.
A hot prospect - one who is determined to sell as quickly as possible - will often quiz you about your selling strategies, your advertising campaigns etc. So if you find yourself on the wrong end of a third degree about the way you do things and your business in general, it’s all to the good. You can start to think this could be a hot prospect.
Of course, if you have the right software, that will also help you to identify a hot prospect. Anyone who fills in the forms, parts with their email address and requests more information or a newsletter, can be automatically flagged as a hot prospect. Their names and contact details go into the ‘hot’ section, ready to be dealt with by you as soon as possible. You are in charge of configuring your software to identify these hot prospects in the first place, so you know that they are ready to go.
Some people put their homes on the market, but they don’t really want to sell immediately. So why would they list their homes when they are not ready to sell? They think that is a good way to ‘test the waters’ and see how much it will bring or how long it will take. They may know they have to sell by the end of the year, because that is when they move to a new job. But they don’t actually want to sell too soon, or they will have to rent for some months until they finish up where they are.
The ABC's of Real Estate Investing will help you:-
-Achieve wealth and cash flow through real estate.
-Overcome the myths that are holding your back.
-Find property with real profit potential.
-Evaluate a property and set your own purchase price.
-Negotiate the deal based on the numbers.
-Discover hidden profits in the properties you buy or own.
-Increase your income through proven property management techniques.
They may have talked about moving to a new location for a variety of reasons, but they want to be sure their house sells for enough to cover the cost of another one. So while they will sell at some time in the future, it’s not urgent; they are prepared to wait. Only by talking to your prospect and finding out about their goals and plans, can you identify the ones that are hot from those that are
lukewarm.
A hot prospect - one who is determined to sell as quickly as possible - will often quiz you about your selling strategies, your advertising campaigns etc. So if you find yourself on the wrong end of a third degree about the way you do things and your business in general, it’s all to the good. You can start to think this could be a hot prospect.
Of course, if you have the right software, that will also help you to identify a hot prospect. Anyone who fills in the forms, parts with their email address and requests more information or a newsletter, can be automatically flagged as a hot prospect. Their names and contact details go into the ‘hot’ section, ready to be dealt with by you as soon as possible. You are in charge of configuring your software to identify these hot prospects in the first place, so you know that they are ready to go.
Why You Have to Think Like a Prospector
24/11/07 12:31 Filed in: Generate
Leads |
Real
Estate
Firstly, what does a prospector think about? Gold,
gold and more gold! He gets out on the site and looks
at it critically to see where the best gold may be
located. Everything he does is aimed towards getting
this gold. While each task is special in itself, it
is still aimed at the one end result; getting out the
gold and making it useable. He digs, he carries and
he patiently washes what he digs to separate the gold
from the gravel.
So why should a real estate dealer think like this? He is not digging for gold, is he? Yes, in a manner of speaking, he is. Selling real estate is his gold. That is where he gets his profit. So everything he does should be aimed at generating leads.
He needs to get out on the site. Where is that? Wherever real estate deals may be had - wherever people are likely to be buying and selling their homes. Only the real estate dealer is not confined to just one site like the prospector may be. His area can encompass farmland, cities or rural villages.
He needs to carry. Carry what? Not loads of gravel, but information. The realtor needs to have all his information in a place where he can access it easily or he will lose some of his potential gold. He needs to know where a good lead might be, who is buying or selling, what the market is like and many other things.
Just as the prospector needs to pan, or wash the gold to separate it from the gravel, so the realtor must learn how to separate his information. There are leads that are likely to bring him a profit and leads that are not. Some of these leads may just need time to incubate; others may need action immediately to reap the reward. The real estate dealer needs to know which is which.
The real estate dealer needs to be just as patient as the prospector. Just as a prospector has to learn by trial and error where the best gold is, so there is an element of trial and error in the craft of knowing which leads are likely to bring profit and which are not. A prospector needs to carefully examine his haul so that small pieces of gold are not missed. So a real estate dealer needs to examine his leads carefully to see which ones are ready and whether he may have missed some.
So why should a real estate dealer think like this? He is not digging for gold, is he? Yes, in a manner of speaking, he is. Selling real estate is his gold. That is where he gets his profit. So everything he does should be aimed at generating leads.
He needs to get out on the site. Where is that? Wherever real estate deals may be had - wherever people are likely to be buying and selling their homes. Only the real estate dealer is not confined to just one site like the prospector may be. His area can encompass farmland, cities or rural villages.
He needs to carry. Carry what? Not loads of gravel, but information. The realtor needs to have all his information in a place where he can access it easily or he will lose some of his potential gold. He needs to know where a good lead might be, who is buying or selling, what the market is like and many other things.
Just as the prospector needs to pan, or wash the gold to separate it from the gravel, so the realtor must learn how to separate his information. There are leads that are likely to bring him a profit and leads that are not. Some of these leads may just need time to incubate; others may need action immediately to reap the reward. The real estate dealer needs to know which is which.
The real estate dealer needs to be just as patient as the prospector. Just as a prospector has to learn by trial and error where the best gold is, so there is an element of trial and error in the craft of knowing which leads are likely to bring profit and which are not. A prospector needs to carefully examine his haul so that small pieces of gold are not missed. So a real estate dealer needs to examine his leads carefully to see which ones are ready and whether he may have missed some.