Prospecting is not just about gathering names to fill up your database – it’s about building and maintaining relationships with people you meet and people you already know. And your call sessions need to accomplish more than listing and selling properties; you need to be checking in with those people to see where they are in their lives. If you aren’t interested in your clients on a personal level then you’re in the wrong business, because real estate is all about people.
Being a successful agent starts with being relevant to your clients and frequent with your communication. You can’t be relevant if you don’t know about your clients’ lives, and you can’t know what they’re working with if you don’t keep in touch with them. You will find clients at open for inspections and through online inquiries, but your involvement with them is only beginning at that point.
You know that the purpose of call sessions is to book appointments. How many more appointments could you make if you were seeing people you have done business with in the past? Beyond listing and selling, you can offer advice, news and information to past and potential clients who can use your input in their ongoing decision-making. And don’t make the mistake of forgetting or neglecting those clients who have already bought from you. Go see them, see the home, answer their questions, and give them a fresh appraisal each year. Don’t forget them, and don’t let them forget you.
Just because you aren’t currently doing business with a client doesn’t mean they don’t matter, because they know other people and can give referrals for your services. Be their friend in the business and you will be the agent they think of first when their friends and associates need to buy or sell. There are thousands of potential leads you will miss if you aren’t establishing real relationships with everyone you meet.
Commit yourself now to improve your prospecting. Follow up on inquiries, increase your number of open for inspections, keep up with past clients and earn those referrals. You’ll be amazed with your results.
As you progress in your business, make sure you look into our Josh Phegan Membership, training events and coaching opportunities.
I hope you’ve enjoyed today’s Coaching Tip, and I look forward to seeing you here again next week.
Fantastic Josh, very true. Looking forward to implementing.
Consistency is the message and consistently forging and building relationships. We start this week building a solid, concentrated, relationship business.
Love your work Josh..