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April 10, 2013

Prospecting for Buyers AND Sellers

by mark mclean

 We are officially through the first quarter of the year and this seems like as good a time as any to ask the simple question… how’s it going so far? Have you registered anything in the win column yet? How is your prospecting doing? Are you keeping up? I think it is fair to say that prospecting is one of the easiest things to do but also one of the hardest things to do EVERYDAY. You have probably figured that out already.I talk about the “routine of prospecting” a lot because when you are starting out, it is just like treading water. Stop doing it and you go straight to the bottom.

As you know, I like running. It is part of my weekly fitness regiment and I try to get out as often as I can. Some runs are better than others but the point is that no matter what the quality of the run, I know that I am improving my overall fitness level. On those days that I’m not dialed in, my goal is just to burn calories and if I’m feeling great I work on speed. While agents should always be building relationships with new clients it is clear that some prospecting is better than others. Years ago, my marketing and on-line presence was getting me tons of buyers and I was frustrated with how few listings I was getting. I was spending a lot of time showing properties in a time when where wasn’t much to show. Then I switched up my marketing efforts to find more sellers. I perfected my pitch right around the time when it turned to a buyers market. The lesson then is do a little bit of everything.
The question I want to ask today is; are you prospecting for buyers AND sellers? While the Toronto Real Estate Market continues to frustrate agents with its lack of listings appropriate to our ever-expanding first time buyer clients it seems clear that our efforts should be shifting to prospecting for sellers but does that mean we should forgo prospecting for buyers?  I don’t think so.

So, lets take a collective deep breath and focus on the task at hand. Keep prospecting for buyers and sellers. Remember, I’m just a click away if you need to strategize on getting more business.
mark mclean

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