Sales prospecting is often one of the biggest challenges real estate agents face simply because it’s time consuming. The hard truth is that if you continue to take the same approach as every other agent, you will not stand out or accomplish more than they do when it comes to gaining new clients. If you want to get different results than everyone else, try these six sales prospecting strategies that most agents have never tried.
1) Amp Up Marketing with Videos
Using video for sales prospecting can help increase engagement with email blasts. The video does not have to be anything too formal, scripted, or fancy. It can just be a quick video where you are talking to the camera and saying a few educational words. You may be surprised at how a simple video can get people to engage with your content and how many leads will move down your sales funnel.
2) Use Remote Walkthroughs
The pandemic has made people concerned about visiting homes. They still need to move to other houses or cities, but they’d rather browse their options remotely.
Grab a reliable smartphone and a mask so you can offer them remote walkthroughs. Ideally, you already have a good camera for photographing your properties.
A few tips before you try your first one:
- Make sure your device is fully charged.
- Bring a wi-fi card if your phone doesn’t get a strong signal in the area.
- Be prepared to answer questions just like you would during an in-person walkthrough.
- You need a quality camera and speaker to show off the property, so don’t skimp on your device.
Some real estate agents accept that the pandemic will hurt sales. Others see an opportunity to use one of the most recent sales prospecting strategies to their advantage.
3) Learn from Losses
Take a close look at the last five deals you didn’t land and ask yourself what you could have done differently or better. If you lost to a competitor, find out what they did better or differently in order to win the deal. The best real estate agents are constantly seeking feedback in order to improve. The more knowledge you have, the more likely it is that you will land your next pitch.
Reach out to prospects and simply ask what you could have done differently, and you may be able to resurrect the deal. Maybe it wasn’t the right time, and maybe just seeing that you are dedicated and want to improve will be enough to turn things around for the next time they want to buy or sell a home or even for them to refer you to someone who is looking.
4) Build Social Media Presence
Prospecting via social media is one of the easiest and most effective new ways to get in with potential new clients. LinkedIn and Twitter are two exciting platforms that can help you get your name in front of key people simply by sharing and commenting on articles and posts. Residential agents may be able to land new meetings by finding people with mutual connections and asking for an introduction via LinkedIn.
If you use social media, just make sure you do it right by avoiding common mistakes.
5) Ask for Referrals
Maybe you have asked for referrals before, but how have you approached it? Try to map out a solid process for referrals by creating a follow-up email template that you can send to every client after the close of a sale. They can fill out the referrals and give you the names of others looking to buy or sell homes. An email that offers a form that is simple and easy to fill out can help you create a database of already warm leads for you to work with, and it takes minimal effort.
6) Take Advantage of Predictive Analytics
Predictive analytics is one of the most overlooked sales prospecting strategies for real estate agents. Some agents don’t even know that it exists.
Predictive analytics looks at public records to determine when a property might go on the market. For example, a divorce or marriage could indicate that people will want to move. When you have that information, you can approach them and offer your help. It never hurts to ask.
ProspectNow can help transform your prospecting game. Start your free trial today and see how many new clients you gain from utilizing this new and inventive product.