What is the best way to get real estate customers?

Quote:

Originally Posted by Agent Smith

In your opinion, what makes Networking one of the least productive marketing activities and what do you consider to be one the most effective marketing activities?

Most salespeople don't know how to Network. They think of it as schmoozing and telling people what they do. Effective networking is similar to telephone prospecting, but with a smile and a business card. However, it is not efficient in terms of the number of contacts you can make per hour and the length of time you waste on low probability prospects.

Door-to-door prospecting is very inefficient for the same reasons.

If you equate all "telephone prospecting" with "cold calling," then it will be an onerous activity, which is not very productive. OTOH, if you learn how to continuously work the same prospecting list, then only the first call is cold. That can be an enjoyable and profitable activity when used with Expireds and FSBOs, but not for farming.

Telelphone Prospecting for Real Estate is most effective with lists of Expireds and FSBOs. Five specifically worded prospecting offers are required for each of those markets. They need to be called twice a week while rotating the offers.

Post Card mailers can be economical and effective for cultivating a "farm." But, they take a long time to bear fruit.

Quote:

Originally Posted by JacquesWerth

Most salespeople don't know how to Network. They think of it as schmoozing and telling people what they do. Effective networking is similar to telephone prospecting, but with a smile and a business card. However, it is not efficient in terms of the number of contacts you can make per hour and the length of time you waste on low probability prospects.

Door-to-door prospecting is very inefficient for the same reasons.

If you equate all "telephone prospecting" with "cold calling," then it will be an onerous activity, which is not very productive. OTOH, if you learn how to continuously work the same prospecting list, then only the first call is cold. That can be an enjoyable and profitable activity when used with Expireds and FSBOs, but not for farming.

Telelphone Prospecting for Real Estate is most effective with lists of Expireds and FSBOs. Five specifically worded prospecting offers are required for each of those markets. They need to be called twice a week while rotating the offers.

Post Card mailers can be economical and effective for cultivating a "farm." But, they take a long time to bear fruit.

Excellent Post Jacques! :wi

I was thinking about all of this today and came up with a question. If all of my satisfied clients are moving away then how are they going to be good source of referrals?

Quote:

Originally Posted by JacquesWerth

Telelphone Prospecting for Real Estate is most effective with lists of Expireds and FSBOs. Five specifically worded prospecting offers are required for each of those markets. They need to be called twice a week while rotating the offers.

Is this the same for manufactured homes in rental parks? Our homes aren't in a MLS so I don't know how to get Expireds and we usually don't have more than 100 FSBOs at a time.

Thomas, I can't see why this wouldn't apply to your situation.

Since I can remember agents have been working fsbos and expireds with success. I don't have a magic formula for "working" this target group but Jacques idea sounds good.

Quote:

Originally Posted by Thomas

Is this the same for manufactured homes in rental parks? Our homes aren't in a MLS so I don't know how to get Expireds and we usually don't have more than 100 FSBOs at a time.

I don't have a good solution to your sales problem.

We only have one sales training client that sells manufactured homes. They do a lot of advertising and they get a lot of Internet leads and phone inquiries. Those inquiries provide them with a good prospect list.

We simply teach them how to work their prospect list in order to maximize their sales contacts; and to close a high percentage of the prospects that they meet with.

Quote:

Originally Posted by Thomas

Is this the same for manufactured homes in rental parks? Our homes aren't in a MLS so I don't know how to get Expireds and we usually don't have more than 100 FSBOs at a time.

My grandmother lived in a mobile home park in California. In her park there was a park manager. You could always prospect the park managers too. Just an idea.

Quote:

Originally Posted by Liberty

My grandmother lived in a mobile home park in California. In her park there was a park manager. You could always prospect the park managers too. Just an idea.

I do ask park managers for referrals but not as consistently as I should.

Quote:

Originally Posted by JacquesWerth

Most salespeople don't know how to Network. They think of it as schmoozing and telling people what they do.

I can agree with that. :wi

What is the best way to get real estate customers?

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