Which Communication Method is Best For Each Client?
The single most important skill a real estate agent, or any entrepreneur for that matter should master is the art of rain-making, or prospecting for new business. If you were to work at Goldman Sach’s, a big accounting firm, or even a law firm, it would be nearly impossible to become a partner without being a “Rainmaker”. As an agent, you can master all the other area’s involved in your business, but if you don’t have buyers and sellers to work with, you will fail miserably.
No matter what prospecting strategy you are using, there are 5 fundamental ways to communicate with clients and prospects. In order of importance they are:
- Face-to-Face, or person to person – For Hot Buyers, Sellers, and best advocates
- By Phone- For the top 20% of your clients and prospects that you can’t get to Face-to-Face
- Postal Mailing- For everyone including the people you call or personally meet above
- E-Mail- Easily deleted and less effective, but FREE! It is also for everyone
Social Media- Also free, it can be very powerful, but should not be a priority until the other forms are mastered
As you track your priorities, or most important activities each day and week, hold yourself accountable to receiving and “A” grade for your prospecting efforts, especially when it comes to Face-to-Face and Phone prospecting. It is the only way you will reach your potential as an entrepreneur!