There are many answers to this age old question. Be sure to reach out to all the Internet can
provide. Take a look at this site:
http://www.realtor.org/field-guides/field-guide-to-farming-and-prospecting
But here is what we need to know about finding buyers and sellers.
First let’s understand that knowing statistical chances can save you a lot of time and money.
1) About 80% of all leads come from your sphere of influence. (People who know you.)
2) About 60% from a data base free email campaign.
3) About 60% from a combination of a door to door introduction for establishing a farm area and a Direct Mail campaign on a consistent repetitive basis.
4) About 40% from just a straight out door to door free CMA campaign.
5) About 30% just from handing out 5 business cards per day and asking if they know
anyone….
6) About 25% from networking events.
7) About 20% from wearing National Realty apparel.
8) About 15% from social media.
9) About 15% from one year long ad in the same place every issue. ie. Church program
10) About 8% come from the Internet.
11) About 2% from newspaper or magazine advertising.
12) About 0% watching TV
Knowing this and in order to make your business plan work, we need to combine these facts with your everyday fun. If you don’t enjoy it, you won’t continue it. So here we go:
1) Sphere: Develop an inner circle, close friends and family for help. Ask them to help you look for anyone looking to sell or buy? This is your core group. Tell them when they get ready to buy or sell you will give them a deal.
- 2. Database: Build an email database of everyone you know. Call, visit and email them on a continual basi Keep in touch. Give them interesting things about Real Estate. Email often, but keep it short. Beach Party in Spring. Good deal on a home. Interest rates dropping again. All short news bulletins.
3) Door to door / Direct Mail / Farming: First choose good turn over ration areas. Then free CMA door to door campaign. Then direct mail monthly for a year.
- 4. Cards: My boss said I have to hand out 5 business cards per day and this is my 5th. Be sure to have your picture on i Get a National Realty T Shirt from the Stitching Station at Dulles Town Center Mall. ( Only $12.)
- 5. Recreational leads from groups like Sports, school or hobbies along with organizations like civic, business related and the owners of shop you frequen
- National Realty Apparel: Wear it and people will ask you if you are an agent. They need one. How is the market they will ask? You say incredible!
- 7. Have Real Estate Party –Put out a sign in sheet to include name, phone and email. Then put them in your blast email program to touch base with weekly with new properties or interesting and good news about real esta
- 8. Network Chamber events. ie. Reston/ Fairfax/ Dulles Hit them all as non member and save on annual fee. Entrance is only about $15 and one contact may be all you need.
Now that you are getting clients, let’s not forget who they are!
Have a white board in your home office with HOT / WARM/ COLD/ TICKLER columns. Then when you get any possible client write their name number and how you met them on the board and in your data base on the computer. Keeping this in front of you will inspire you.