Prospecting – Don’t Make Your Conversations about Buying or Selling
One strategy for generating leads is to just “Take the Shots” by asking people they know if they are thinking about buying or selling. Although this strategy works, your contacts may think that every time you call, it’s just to get business from them.
A far more efficient, less intrusive way to promote business is to provide value to your sphere of influence. Real estate is one of the most important assets most Americans own, so everyone is anxious to hear about what’s happening to prices. Even people that rent should be aware of appreciating real estate values because rental rate increases are directly proportional to increasing home values.
Why not offer to share key market activity with them? This information can be found each month in Cup O’ Joe topics. Use the following format as a guide to grow your business by getting e-mail addresses, and to roll-out a 24 touch annual campaign.
First, warm-up with small talk. “Hello George, How are you? How’s the golf game? And the kids?” (FORBES)
Next, get to the point. “As you know I’m very active in real estate, and I’ve been doing extensive research on market activity.”
“I’ve come across some very interesting trends. It looks like we’re going to see several years of steady price increases.”
“The reason I wanted to give you a call is because I’ve been sharing this information with my friends and best clients, and they’ve all said it’s finally nice to get some good news.”
“I thought you would appreciate if I shared the information with you. Can I send you a copy? What is your best e-mail address?”
“If I see anything else that’s important, I’ll be sure to keep you in mind.”
“It’s been great talking to you.”
The next step is easy. Just cut and paste information from Cup O’ Joe’s, or forward them to your contacts. You’ll be surprised at how many opportunities you will come across.