Prospecting
is
the
lifeblood
of
your
business.
Without
a
strong
real
estate
prospecting
strategy
in
place,
you’re
missing
out
on
future
business.
You
can
be
the
best
agent
in
the
world,
but
it
doesn’t
matter
if
you
don’t
have
enough
clients.
The
most
important
activity
you
can
focus
on
is
your
real
estate
prospecting.

In
case
you’re
unfamiliar
with
the
term,
real
estate
prospecting
is
a
proactive
approach
to
finding
new
clients
through
direct
outreach,
outbound
communication
and
events.
Here
are
some
proven
real
estate
prospecting
strategies.
When
applied
with
consistency,
they’ll
help
you
grow
your
business.

1.
Start
with
your
sphere

The
people
you
already
know
are
the
fastest
and
easiest
sources
of
business
because
trust
is
already
there.
They
know
you,
like
you,
and
want
to
help
you
be
successful,
so
half
the
work
is
done
for
you.
Simply
stay
in
touch
with
them
by
consistently
reaching
out
in
a
variety
of
ways
(phone
calls,
texts,
social
media
DMs,
mailers,
emails,
in
person)
to
stay
top
of
mind.

Let
your
happy,
satisfied
clients
know
that
your
business
thrives
on
word-of-mouth.
Ask
if
they
know
anyone
looking
to
buy
or
sell
their
property.
When
receiving
referrals,
your
prompt
follow-up
is
crucial.
You’ll
need
to
show
appreciation
to
your
client
who
sent
the
referral
and
reach
out
immediately
to
engage
with
your
new
prospect
while
the
recommendation
is
still
fresh.

2.
Host
(and
sit)
open
houses

Open
houses
are
a
great
way
to
meet
prospective
buyers,
many
of
whom
might
not
have
their
own
agent
yet.
It’s
also
an
excellent
opportunity
to
post
the
open
house
on
your
social
media
platforms
and
establish
yourself
as
an
expert.
The
perception
to
your
followers
is
that
you’re
a
successful
real
estate
agent,
even
if
the
open
house
is
not
for
your
own
listing.

You
can
also
promote
the
open
houses
you
sit
or
host
using
signage,
flyers,
community
notice
boards,
and
direct
mail
postcards
sent
to
homes
in
the
community
to
attract
a
larger
audience.
We
recommend
Wise
Pelican.
They’re
an
affordable
postcard
printer.
Pricing
varies
by
quantity,
but
500
printed
postcards
cost
under
50
cents
each.

3.
Door
knock
inviting
neighbors
to
every
open
house

One
of
my
favorite
real
estate
prospecting
strategies
is
door-knocking
the
neighborhood
the
day
before
the
open
house,
inviting
neighbors
to
an
exclusive
neighbor
preview,
typically
an
hour
before
the
public
open
house
begins.
This
accomplishes
several
things:
it
makes
the
neighbors
feel
special,
gives
them
permission
to
be
a
“nosy
neighbor,”
and
gives
you
more
face
time
with
future
potential
sellers.

Related
Articles

4.
Send
golden
letters

Golden
letters
are
simple,
one-page
letters
sent
to
homeowners
that
say
“I
have
a
buyer
interested
in
this
neighborhood.
Have
you
considered
selling?”
(Check
out
our
article
on
real
estate
prospecting
letter
templates).
Use
this
strategy
when
you
have
a
buyer
who
doesn’t
see
anything
they
like
on
the
market
or
when
they’re
tired
of
being
outbid.
You
might
pick
up
a
listing,
or
you
may
just
find
an
off-market
property
for
your
buyer,
making
you
a
hero.

5.
Stand
out
with
expired
listings

If
you’re
experienced
and
confident
calling
expired
listings,
absolutely
call
all
the
new
expireds
daily.
If
not,
try
calling
old
expireds
from
several
years
ago,
sending
them
a
handwritten
note,
or
even
showing
up
at
their
door.
This
will
set
you
apart
from
all
the
other
agents
calling
the
same
list.
Expired
sellers
have
(most
likely)
already
had
a
less-than-stellar
experience
with
their
last
agent,
so
show
them
how
you’ll
go
above
and
beyond
for
them. 

We
love
Handwrytten
for
writing
golden
letters
and
other
outreach
because
it
convincingly
mimics
handwritten
notes,
saving
you
time
and
hand
cramps.
It
integrates
with

Salesforce,

Follow
Up
Boss
and

Hubspot,
so
you
can
easily
send
notes
to
anyone
in
your
sphere
of
influence.

6.
Build
relationships
with
For
Sale
By
Owners
(FSBOs)

FSBO
owners
need
help
but
do
not
want
to
be
sold
to.
So,
lead
with
value
and
build
relationships
slowly.
Eventually,
most
FSBOs
will
hire
an
agent.
Be
that
person
when
the
time
is
right
for
them.
Try

Vulcan7,
a
helpful
tool
for
finding
FSBO
contact
info
in
your
local
area.

Targeting
For
Sale
By
Owner
(FSBO)
and
For
Rent
By
Owner
(FRBO)
listings
can
be
a
viable
strategy
for
finding
seller
leads
since
these
homeowners
have
expressed
a
desire
to
sell
or
rent
their
properties.
A
drive
through
your
favorite
neighborhoods
or
a
scroll
through
Facebook
Marketplace
will
help
you
find
FSBOs
&
FRBOs.

To
win
their
business,
you’ll
need
a
well-prepared
pitch
explaining
the
benefits
of
working
with
an
agent,
such
as
broader
market
exposure,
professional
marketing,
and
assistance
with
negotiations
and
legal
issues.
Tailor
your
pitch
to
address
the
unique
pain
points
of
selling
or
renting
a
property
on
their
own.

7.
Network
with
strategic
partners

Who
are
the
“golden
gooses”
when
it
comes
to
finding
real
estate
clients?
Divorce
attorneys,
financial
planners,
probate
attorneys,
assisted
living
managers,
rent
insurance
agents,
estate
sale
companies,
etc.
Buyers
and
sellers
typically
talk
to
these
professionals
before
hiring
a
real
estate
agent.
When
you
put
in
the
effort
to
network
with
strategic
partners
like
these,
you
increase
your
chances
of
receiving
high-quality
referrals.

8.
Teach
webinars
and
in-person
seminars

The
topic
can
be
anything:
first-time
buyers,
first-time
sellers,
downsizing,
house-hacking,
investing,
etc.
Seminars
give
you
a
reason
to
contact
everyone
you
know
and
offer
something
of
value.
It
makes
keeping
in
touch
with
your
sphere
and
following
up
with
your
leads
much
easier.
Seminars
also
position
you
as
the
expert
in
front
of
potential
clients.
I’d
recommend
partnering
with
appropriate
vendors
to
help
you
run
your
seminars
or
webinars.
For
example,
a
mortgage
lender
is
a
great
person
to
have
at
your
first-time
buyer
sessions.

Related
Articles

There
are
lots
of
ways
to
get
involved:
volunteer,
host
a
booth
at
a
community
event,
sponsor
a
local
sports
team,
etc.
You
can
find
opportunities
to
get
involved
on
your
city/town’s
website,
community
Facebook
groups,
or
by
calling
local
organizations
such
as
the
public
library.
Most
community
organizations
would
be
more
than
happy
to
have
an
additional
volunteer
or
a
sponsor
for
an
upcoming
event.
You’ll
be
seen
as
a
leader
in
your
community
and
it’s
another
way
to
meet
new
people.

10.
Join
networking
groups

One
benefit
of
joining
networking
groups
is
that
everyone
else
is
there
for
the
same
reason
—
to
do
business.
Go
in
with
the
mindset
of
helping
the
other
business
owners
you
meet
and
expanding
your
network.
Most
of
my
referrals
over
the
course
of
my
career
came
from
networking
groups.
You
can
try
Business
Network
International
(BNI),
Facebook
groups,
Meetup.com,
young
professional
groups,
or
women
entrepreneurs’
gatherings.

11.
Host
housewarming
parties
for
your
buyers

Offering
to
host
a
housewarming
party
for
your
buyer
clients
in
lieu
of
a
closing
gift
is
a
fantastic
prospecting
strategy.
Some
buyers
will
take
you
up
on
this;
some
won’t.
But
for
those
who
want
it,
there’s
no
better
way
of
meeting
your
buyer’s
friends
and
family.
This
expands
your
network
and
allows
you
to
connect
with
future
potential
clients.
Bonus:
You
can
write
off
100%
of
the
cost
since
these
are
a
marketing
expense.

Expand
your
sphere
of
influence
by
running
ads
on
Instagram,
Facebook,
or
TikTok.
Be
sure
to
include
a
lead
capture
form
and
have
a
follow-up
system
in
place.
One
of
our
favorite
tools
for
this
is
Zurple.

Zurple
offers
an
automated
lead
nurturing
service
that
helps
you
stay
in
touch
with
new
contacts
from
your
ads.

Stick
to
the
80/20
rule:
80%
of
your
social
media
posts
should
be
non-real
estate,
and
only
post
about
real
estate
20%
of
the
time.
The
caveat
is
that
you
can
adjust
those
percentages
if
your
real
estate
posts
are
funny
or
entertaining.
This
keeps
you
top-of-mind
with
people
you
already
know,
so
when
they
have
a
real
estate
need
or
a
referral,
you’re
the
one
they
reach
out
to.
Social
media
is
an
awesome
alternative
to
cold
calling
if
that’s
not
your
thing.

If
you’re
comfortable
in
front
of
the
camera,
Facebook
Lives
can
help
reach
a
broader
audience
to
showcase
your
latest
listing
and
share
market
insights.
Try
scheduling
live
sessions
in
advance
to
promote
your
upcoming
open
house.
Using
a
call-to-action,
such
as
encouraging
watchers
to
reach
out
for
a
private
showing
or
to
visit
your
open
house,
can
help
convert
interested
viewers
into
potential
clients.

An
added
benefit
of
using
Facebook
Lives
is
that
you
can
share
them
in
your
feed
for
your
connections
to
watch
later,
and
you
can
repurpose
them
as
an
archive
of
“how
to”
and
market
information
you’ve
shared,
helping
to
showcase
your
market
expertise
long
after
the
live
session
has
ended.

14.
Send
a
monthly
email
newsletter

A
monthly
email
newsletter
is
a
highly
leveraged
touch
(and
it’s
free!).
Most
CRMs
will
offer
an
automated
email
campaign
option
that
keeps
you
top-of-mind
with
your
sphere,
leads,
and
past
clients.
Use
infographics
you
can
create
in
Canva
to
keep
the
content
easy
to
read.
This
way,
you
provide
valuable
market
information
in
a
format
everyone
can
understand.

15.
Circle
prospect
around
recently
listed
and
just
sold
properties

Circle
prospecting
can
take
the
form
of
either
physical
postcards
sent
in
the
mail
or
phone
calls.
The
purpose
is
to
reach
people
who
live
near
a
recently-listed
or
sold
property
and
promote
yourself
as
the
local
market
expert
in
that
neighborhood.

Tom
Ferry’s
Prospecting
Bootcamp
can
help
you
master
circle
prospecting.
His
program
is
known
for
excellent
conversation
starters
and
objection
handlers.

16.
Host
client
appreciation
events

In-person
events
are
the
most
impactful
form
of
communication,
and
inviting
all
your
past
clients
to
an
annual
appreciation
event
is
one
of
the
best
ways
to
see
them
in
person.
You
can
use
the
event
to
further
build
the
relationship,
ask
for
referrals,
and
show
gratitude
to
your
past
clients.
Even
if
they
don’t
show
up,
being
invited
captures
mind
share
and
could
very
well
result
in
you
receiving
referrals.

Real
estate
prospecting:
Bottom
Line

Consistency
is
key,
and
the
magic
is
in
the
follow-up.
Go
into
the
world
daily
and
find
those
people
who
need
your
help
buying,
selling,
or
investing
in
real
estate,
and
you
will
build
a
successful
business.

Here
are
some
additional
real
estate
prospecting
tips
to
help
you
build
your
plan:

• Choose
  1-3
  strategies
  of
  these
  16
  to
  implement
  at
  a
  high
  level.
  Don’t
  try
  to
  do
  too
  much
• Carve
  out
  time
  on
  your
  calendar
  daily
  to
  prospect
  (and
  protect
  that
  time)
• Give
  your
  plan
  six
  to
  12
  months
  to
  get
  an
  accurate
  measure
  of
  results
• Assess
  the
  results
  and
  adjust
  accordingly

I
recommend
doing
a
quarterly
audit
of
your
real
estate
prospecting
strategies,
tracking
your
results,
and
determining
where
you’re
getting
the
highest
ROI.
Double
down
on
what’s
working
and
let
go
of
anything
that’s
not.

Related