2016 PROSPECTING
Prioritizing Your Communication

How often have you established a good relationship with a buyer or seller, identified a property or solution that would work for them, and attempt to contact them on several occasions only to find they have disappeared? Why does this happen and what can you do to reestablish contact when it does?

All too often, agents will look at a project in the works for their client through their own eyes. This is a foolish approach.  The first step in addressing the above issue is to look at the project or opportunity from their clients’ perspective.  Just because there is a lapse in communication it doesn’t mean they’ve lost interest.  On the contrary, it can easily mean your buyer or seller has other more important priorities on their plate.  There are two possible solutions when communication is suspended:

1. Accept the fact that the timing is bad for your client and continue to use spaced repetition communication until the timing improves.
2. Figure out how to get back on your client’s priority list by changing your strategy.

Under no circumstances should you get frustrated and stop making an effort. 

One of the most important considerations when developing your communication strategy is that different forms of communication should be used depending upon the medium preference of your client and the importance of a response.  For example, it may be more advantageous when negotiating an offer to speak with your buyer over the phone or face-to-face as opposed to just sending an email.  Sometimes, it even makes sense to use multiple forms of communication.  In order of importance, these include the following:

• Face-to-face
• Verbal communication via phone or video conferencing
• Text messaging
• E-mail
• Direct mail

Although face-to-face communications are the most powerful, they’re also the most time consuming and are usually not an option for lower priority prospects, clients, or communications.

Also keep in mind, if one form of communication doesn’t work, try another.  For example, if you send multiple e-mails with no response, think of an excuse to drop by if it is important enough or   drop some information in the mail.  Also consider that catchy subjects or cryptic messages that “tease” your client, can be used to get their attention and entice them to respond even though they’re busy.

Finally, overcoming a lack of communication can actually be fun if you change your perspective and make it a game.