Prospecting Flashcards
Develop prospects list - Locate addresses and phone numbers for targeted seller categories to use for direct mail. Scan the MLS for expired listings, research tax records for out of state owners, check local newspapers for unrepresented sellers and search all possible media to find prospects for buying of selling.
Analyze market demographics to look for new niches. Contact local economic development councils or community groups to find demographic information about our community. Find who is moving in and who is moving out and what niche agent should focus on.
Create a warm call list from responses to mailings or other promotions. Return calls to all prospects even if they do not need agent’s services right away but still send them information about agent.
**Record which marketing category or contact method netted a particular sale. This will allow agent to evaluate how much time and money was spent prospecting to each category vs. how much commission income was generated from transaction in that category within specific period.
