2015 PROSPECTING

“Stalking” Your Clients & Prospects

It’s not uncommon for a successful agent to be apprehensive about contacting their buyer and seller prospects so often that they could be perceived as pushy. If you’ve ever felt overcome with this emotion, we have the solution. You can either lie down until is passes, or better yet, you can just get over it. Worrying about being too pushy has never, ever been a winning strategy for success in real estate.

A much better strategy for communication is the 24 Touch Campaign for Relationship Management and a 52-Touch Campaign for Existing Listings (EL’s), Hot Buyer Prospects (HBP’s) and Hot Listing Prospects (HLP’s). Your sphere of influence and farm should also be exposed to your branding a minimum of every couple weeks. On the other hand, for all Hot Prospects and Existing Listings, you should never let more than a week go by without some form of communication. You’re likely to find that the more contacts you make, the easier it becomes.

A good expression to remember is, “If you don’t take care of your buyers and sellers, somebody else will.” The fear of being perceived as a “stalker” can lead to an even greater pain of having no money and being a failure. You’re also likely to find that the more comfortable you are communicating with your clients and prospects, the more comfortable they will be with contacting you.