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January 6, 2015

You’d Be Surprised Where Those Leads Come From

by mark mclean

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.

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