Although door-to-door prospecting can be considered a dead art (compared to digital marketing and cold-calling) it can be very effective if executed properly. There are certain strategies that can be applied to in-person prospecting (outside of arbitrarily picking a place of residence to pitch to) that has been proven to land meetings with potential leads:
How to find them...
Ditch the aimless door-to-door prospecting
Picking, a neighborhood to solicit at random has been proven to be one of the least effective ways to land prospects. Without research, you can end-up wasting several hours, or even days, on candidates that should not have been considered in the first place; flushing your time and money down the drain.
In order to avoid this sales landmine, develop a strategy. Research leads by going back into your pipeline of past interested parties, ask for referrals from former clients, market yourself to potential customers by advertising your services online (it’s suggested you have a website and social media page) and analyze data activity coming from any interested people using digital analytics tools (Then, follow-up accordingly.).
Research relevant networking events
Handpicking and attending (or requesting that your business cards be displayed) occasions where prospects may be looking to buy or sell their home is a smart move in the real estate game.
However, it can seem like a dead-end going to actual “real estate” events. Why? Because you’re not surrounding yourself with potential clients, you’re surrounding yourself with your competitors and other professionals in the mortgage industry (However, Mortgage Professionals can sometimes be helpful in terms of referrals.).
Some of the following events have lent itself to increased positive activity in a realtor’s pipeline:
- Being a volunteer in your community gets you out there and meeting potential prospects, plus it has the added benefit of being rewarding.
- You can join a local "lead group". They usually have one person for each profession, meet once a week and everyone refers to their own clients, friends or family, etc. within the group. It's a good way to get to know some great professionals in your area while getting quality referrals.
- Mixers can also be a great way to socialize and meet either potential leads or get a referral.
Create your own event!
Throw a party! (Or a formal talk; Whatever you like.) Invite anyone interested in home buying and/or selling to attend. Offer some food & drink and find out what their goals are and how you can help them.
Offer free gifts to solicit a meeting.
What’s the best gift to give away? Knowledge. Create videos, blogs, social media posts, etc. to show off your real estate knowledge base (aimed at buyers, sellers or both) and, at the end of everything, including your contact information to invite readers/viewers to an in-person meeting.
What to say...
Be humble.
Although you may go into speaking with prospects wanting to sell yourself, remember it’s not actually about YOU. It’s about THEM. You should not be the focal point of the discussion; the important thing is understanding your clients and their needs & goals. Let them know what you can do for them.
Why you love what you do.
Exude passion; Tell them why you love helping buyers and/or sellers and give them your backstory as to why you chose to be a professional in real estate.
How can you help them?
Now’s the time to toot your own horn (just a little). Inform them of your background in real estate education plus your professional working experience as an agent; What have you learned from it and how can this be applied to assist them.
Want to learn more? At Get A Rate, we are a passionate, transparent and loyal community of Mortgage Experts who are willing to band together to form more reciprocal relationships with like-minded partners who want to help homebuyers and homeowners on their adventure. We also provide in-house solutions to build up your client roster and help you retain these relationships.
What does this mean to you? This means that our team can help you strategize and grow your business! (Allowing you more ample time to focus on what you do best- helping clients purchase homes!)
Want to work with a trustworthy mortgage company? Tired of dealing with unethical businesses? Join us!
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