Here are eight simple goals you should have when prospecting.

How can you receive a steady stream of clients coming to you for business? It all comes down to prospecting, but it’s much easier said than done. When you’re having a conversation with a potential lead, what should you say? Which talking points are you trying to hit? If you don’t know, don’t worry. Here are eight objectives you should remember when prospecting:

1. Set an appointment. Not everyone you talk to will be ready to buy or sell, so set an appointment when you find people who are. Buyers and sellers are much more likely to work with agents they’ve met in person. If you have questions about how to properly ask someone for an appointment, please reach out to me for more details. 

2. Develop the relationship. You should have this objective even if your prospect isn’t planning on buying or selling. If they know, like, and trust you, they might be interested in giving you a referral. Plus, you’ll be the first person they contact when they are finally ready to make a move. 

3. Transform “un-mets” into “mets.” This can be as simple as having a phone call with someone. After you’ve met someone, you can put them into your database and nurture them for future business. 

“Phone calls are great, but face-to-face meetings are better.”

4. Make non-business calls. Not every phone call needs to be about real estate. Strengthening your relationships with your sphere of influence has value in itself, but it can also lead to business down the road. 

5. Get primary data from your calls. Primary data is whether or not a homeowner is planning on selling. From there, ask when they might be selling or what their plan is. Input their answers into your database and nurture them. 

6. Get your secondary data. This includes birthdays, anniversaries, names of family members, pets’ names, etc. These things will give you something to talk about when you call them back at a later date. 

7. Set up a face-to-face meeting. Phone calls are great, but face-to-face meetings are better. 

8. Provide something of value. If you offer value upfront, people will trust you to provide quality service in the future. 

If you have questions about today’s topic or anything else related to real estate, please call or email me. I am always willing to help!