Prospecting – Pick the Low-Hanging Fruit First

    There may be a group of potential buyers you have overlooked. In sales, we tend to assume that once a client has purchased real estate, it’s now time to move on to the next buyer. That may not be a good idea. The prospects that offer the greatest promise are usually the buyers and sellers that have done business with you in the past. 

Why is this group fertile ground for new business?  Because this group is easily identifiable, and they already like and trust you.  Because of your proven track record with them, past clients are open to considering your ideas.  In a recent survey conducted by active rain, they found that 85% of the time, a prior satisfied client will to continue to do business with the same agent that represented them.  Why not treat this opportunity as one of the best opportunities you have?

Additionally, a Reload Program is easy to implement and the timing to contact this group has never been better. There are still many great investment opportunities available, and it makes sense for you to present these opportunities to your past clients. The purchase of additional real estate can also benefit family members. Strong appreciation potential and the availability of historically low interest rates offer one of the best opportunities for affluent clients to secure real estate for their children. And, don’t forget to ask your clients if they have any friends or extended family members, brothers, sisters, aunts, uncles or even cousins that may want to buy more real estate.  Their friends and family will thank them for encouraging them to take advantage of today’s great real estate opportunities.

Although the trust factor may not apply, the Reload Program should also be extended to multiple property owners. They can easily be identified by researching local tax records. People don’t own multiple properties unless they have a passion for real estate. Why not help them satiate their appetite by suggesting that they buy more from you. Once you’ve established a relationship with these prospects, you can expect them to buy and sell with you for many years to come. How about that for a great way to start each year!

Finally, don’t forget to add your client referrals and multiple property owners to your 24-Touch Annual Communication Campaign.