No matter how successful an agent has been in the past, the future is always going to be determined by the number of leads they have in their pipeline. And based on the fact that most agents always want more business, there is usually plenty of room to increase that pipeline. All it takes is a little prospecting.
If you are looking to up the number of leads in your current pipeline, we have put together six killer prospecting ideas that will have you fielding requests for real estate help in no time at all.
In the real estate world, people tend to hire agents that they already have a relationship with. And one of the fastest ways to increase the number of people you have relationships with is to volunteer your time serving your community.
Whether you prefer to spend your volunteer hours working for a local church, a community charity, or some other local organization, you are sure to meet lots of new people who will instantly see you as a respectable member of the community. As a bonus, you will also be helping to improve some aspect of your community.
Get Out and About
Another easy way to meet people in your community is to get out and go for a walk more often. Simple things like parking on the other side of town and walking to the bank will bring you into contact with hundreds of different people over the course of a week.
All you have to do from there is introduce yourself, mention that you are an agent, and you are off and running.
Attend Networking Events
Networking events hosted by organizations like your local chamber of commerce might have a negative connotation associated with them in your mind, but these are a guaranteed way to get to know other business people in your community.
As a bonus, many networking events will give you the floor for a few minutes at each event to promote yourself in any way that you like. Having a creative idea for these “commercials” is a great way to make sure that the people in attendance think of you the next time they need a Realtor.
Teach a Real Estate Class
Another great way to add new leads to your prospect pipeline is to find a way to position yourself as a local authority. In many cases, this can be done by teaching a real estate class at your local library or community college.
The topic for the class can be totally up to you, and as long as you can speak knowledgably and confidently, the students will naturally look to you as a local authority.
As much as you might hate receiving promotions in the mail, there is no denying that direct mail absolutely works. If you are looking for a way to remind the people in your community that you are available to assist them, sending simple postcards can be a great option.
You can also take direct mail to the next level by sending out reports or articles that might interest people in your community. As a local expert, you could offer insight into where home prices might be heading and how local residents could best capitalize on low interest rates.
Each of the first five killer prospecting ideas involve a physical element, but there is also plenty of prospecting work that can be done online as well. We recently published a guide to online marketing that suggested writing for your local newspaper website, advertising on Facebook, and starting an email list. All of these are excellent ways to get more leads into your prospecting pipeline.
At the root of each of these killer prospecting ideas is the concept of getting out in the community and letting other people get to know you. Assuming that you are striving to be the type of person people like when they get to know you, that is all it takes to make sure that your prospect pipeline is always going to be full.