Category Archives: Prospecting

How To Get The Most Bang for Your $2500 Marketing Budget

This is a bonus sixth step in the continuing series on how new agents can successfully break into the real estate market. (FYI disclosure: I use a few affiliate links throughout this article.)
I’ll close this series by going back to Mike’s original question. As a new agent, if I had $2500, how would I spend […]

Internet Marketing, Lead Generation, Marketing, Marketing Plan, Networking, Prospecting, Reader Q&A

How To Build a Referral-Based Business

This is step 5 of a five-part series on how new agents can successfully break into the real estate market.
Yesterday, I talked about the importance of nurturing your prospect list. Today, I’m going to shift gears and discuss what you need to do to build a referral-based business.
Last week, Mike asked me, “Where do you […]

Business Basics, Client Service, Lead Generation, Marketing, Prospecting, Reader Q&A

Following Up: The Secret To More Sales

This is step 4 of a five-part series on how new agents can successfully break into the real estate market.
Most small-business owners (myself included) are guilty of not following up with all leads they generate. When leads pour in, it’s tempting to cherry pick the low hanging fruit while ignoring all the others who aren’t […]

Advertising, Direct Response, Lead Generation, Marketing, Prospecting, Reader Q&A

How to Cost Effectively Generate Leads

This is step 3 of a five-part series on how new agents can successfully break into the real estate market.
Yesterday, I discussed why agents should focus on creating education-based marketing materials that address prospects’ key problems and concerns rather than focusing on “getting their name out there.” In today’s article, I’ll talk about the best […]

Advertising, Direct Response, Lead Generation, Marketing, Prospecting, Reader Q&A

How to Create Education-Based Marketing Materials That Demonstrate Your Credibility

This is step 2 of a five-part series on how new agents can successfully break into the real estate market.
General common sense dictates that your marketing materials should tell prospects who you are, what you do and what you’ve accomplished. If you pick up any ad, mailer, or other promotional material, chances are you’ll read […]

Advertising, Lead Generation, Marketing, Prospecting, Reader Q&A

The Benefits of Building Relationships with Prospects

In my last post, I made a case for building relationships with prospects by creating a series of contacts with prospects rather than asking them to hire you right off the bat. This system has a number of benefits over the standard approach of mass marketing or bombarding prospects with mailings they don’t want and […]

Advertising, Direct Response, Marketing, Prospecting

Does Your Advertising Ask Prospects To Do Too Much?

Most advertising and promotion is a waste of money. Instead of applying tried and true direct response advertising methods and asking prospects to take a series of baby steps, most advertisements ask prospects to take a giant leap of faith and call for a free consultation.
To your prospect, this is a risky ordeal. They […]

Advertising, Direct Response, Prospecting

Reader Q&A: How To Write Your Message from Your Prospect’s Perspective

John asks:
Hi - I find your site to be extremely valuable. I am in the process of having another website done for our business. My biggest dilemma is…once I identify
my target market, how do I write my message on my website from the prospects
perspective. Thanks.

Prospecting, Reader Q&A, Websites

What Prospecting Is - And Isn’t

Prospecting is everything you do to generate awareness and educate prospects about your services. Yet to most agents, it’s a lot of work for seeming little reward. Most agents who don’t have a prospecting system in place wonder if it’s really worth it. Here are 3 key points about prospecting which debunk some common […]

Prospecting

How Do You Qualify Leads?

When a prospect contacts you, how to do determine whether this person is ready to do business with you - or is just looking for information? Not all people who contact you are ready to buy. You need a system in place to help you decide whether your prospect is ready to buy or […]

Prospecting, Sales