Skip to content

Posts tagged ‘prospecting’

7
Jan

Selling Houses to People Who Aren’t In The Market.

thinkingHappy New Year and welcome to another year of Mastermind. We kicked off the year with a bang, talking about our hopes and dreams and aspirations for the new year, oil and interest rates, the power of Facebook ads and their new policies and we talked about billboard and bus shelter ads. All good stuff.
But the one topic that garnered the most interest was a round the room discussion about where the agents find their clients. Naturally you would expect answers like Facebook, socializing, friends and family, door knocking and open houses but one agent talked about her unique approach. She looks at a lot of houses and condos. She goes out all the time, often with a buddy. They look at everything, all over the central core. Some of the time she is looking for her buyer clients but sometimes she walks into a house and thinks “oh, I know who would love this house…”. Then she calls her friends and tells them to drop everything and come and see this house. You would be surprised at her success rate. Now, she has one of the largest social circles of anyone I know and she is a trusted and likeable person so when she tells people to drop everything…they often do.
This approach goes beyond just touching base with your past clients, because she does that too. This is as targeted an approach as I’ve ever heard. A lot of the time the clients aren’t ready to pull the trigger on such short notice, but if they are she negotiates the transaction and then gracefully coordinates the sale of their home. The process is so seamless that often the clients don’t know what hit them. It’s like they jumped ahead two months and woke up in a different house.
I loved this approach. It goes to re-iterate the point that buyers, and for that matter sellers, can come from anywhere. They can even be people you never thought were even in the market. So next time you are out visiting open houses and see something that would be perfect for (insert name here) give them a call right away. At the very least, you have made a connection or sparked an idea.

Happy Selling!

mark mclean is the Broker/Manager at the Bosley Real Estate Queen St W office and President-Elect for the Toronto Real Estate Board. The opinions expressed here do not reflect the opinions of TREB or Bosley RE.

6
Jan

You’d Be Surprised Where Those Leads Come From

pushing a rock
We’ve been told a thousand times that the key to success in real estate comes from prospecting. I only have three things to say about that….true, true and true. If you aren’t willing to prospect you will not have a successful career. We are taught to keep adding names to our data base. The truth is that we should consider the act of prospecting akin to filling up a leaky bucket. Every once in a while a droplet (buyer or seller client) drops out and we make money. I believe this to be a fair representation of the process. We fill that bucket with our friends and relatives, the names of people we meet at open houses, or door knocking, or at social gatherings or through connections we make on Facebook or LinkedIn. But there are other sources that we pass up all the time because we either don’t think about it or we think that specific contact just doesn’t have the capability to buy. Time to think again. Clients can come from some of the strangest places and through the weirdest connections.
A few weeks ago I heard a story of a lady, lets call her Jane, who received a Christmas card from someone she met years ago in another city. That person (Sandy) had put her name in their personal bucket and for years had sent out cards at every holiday. This year Jane took the initiative to send Sandy an email to say thanks for the card. That email opened up a flood of conversation which eventually drifted to the topic of a client of Sandy’s who was moving to the same town that Jane lived in. Yep, you guessed it. Referral!
It got me thinking that we, as agents, should not leave any stone unturned. If a random Christmas card from someone in a different city could lead to a serious referral then there has to be other connections that could prove fruitful as well. It could even translate across different careers. Who’s to say that the appliance repair guy who fixed your dishwasher two years ago might actually know someone who is planning on selling their home and doesn’t have a Realtor?
The lesson this year is simple….look beyond traditional borders when prospecting and don’t leave any stone untouched. There’s money out there somewhere and it can come from some of the craziest places.

mark mclean is the Broker/Manager at the Bosley Real Estate Queen St W office and President-Elect for the Toronto Real Estate Board. The opinions expressed here do not reflect the opinions of TREB or Bosley RE.

24
Oct

Mission Possible. The Ultimate 12 Week RE Sales Contest. Task 6 is All About Personal Developement

We are in the home stretch. This is task six of the ultimate sales contest and this is the first task that asks you to do one thing BUT gives you six weeks to get it done. I’m talking about a little personal development.
Here’s the thing, we, as agents, are expected to prospect like crazy. It is the driving force of our business. If we can’t prospect our business doesn’t exist. But there is another element of our daily life and that is knowing what the hell we are talking about. We need to know what’s coming down the pipe with new legislation, new social media or tech tricks that will benefit our clients, or maybe it’s just about learning new scripts or marketing trends. We also need to understand mortgage changes, and figure out CRM’s. The list is endless but the benefits of additional information are endless.
We also need to keep our licences in good standing and that, unfortunately, means the beloved RECO update. As dry and boring as it is I was surprised to learn a few things the last time I took it so I suppose it wasn’t a complete waste.
So the challenge before you is to take a course. It could be one day or one week. If it makes you a better or smarter person…then it’s worth it. Simple. Now, in my office, for the purposes of the contest, the agent has to do only one thing to collect his 5 points…He or she has to stand up at the Tuesday or Wednesday meeting and tell everyone what the professional development was and give one useful take away from it. It’s that easy.

mark mclean is the Broker/Manager at the Bosley Real Estate Queen St W office and President-Elect for the Toronto Real Estate Board. The opinions expressed here do not reflect the opinions of TREB or Bosley RE.

Follow

Get every new post delivered to your Inbox.

Join 4,689 other followers

%d bloggers like this: