10/01/2024
This actually cuts across all field.
8 WAYS ON HOW TO PROSPECT AND FOLLOW UP AS A REALTOR WITHOUT BEING ANNOYING AND SPAMMY
Don’t Spam!
What is spam?
Spam is when you send information or a link when the person did not express any interest.
This applies to commenting, messaging, social media posts, etc.
Here’s how it applies to your posts…
When people have to see your posts about your products and business
even though they’re not interested
that can be considered spam.
If you do this enough times,
people will unfollow you and block you. 😡😠
But if people are interested,
then it’s okay to send them info.
Best Way to Prospect
The best way to sell and persuade
is when the person doesn’t feel like you’re selling them or pressuring them
Here are important principles
1 ) Give Them a Way Out
People don’t like it when they feel obligated to look at your presentation.
Always give them the option to say “No” when you approach them
“I’m working on something exciting. This may or may not be for you. Would you be open to taking a look?”
2 ) Don’t Say They Must Need It
People don’t like to be told what to do or what they should do.
When you do that,
they immediately feel you don’t know them and that you can’t relate to them.
Always make the prospect feel what you have to offer may not be for them.
It has the words
“may or may not be for you”
3 ) Make Them Feel They’re the One Making the Decision
This is especially important during the The Close
Instead of commanding prospects and telling them what they should do
you guide them and get them to convince themselves by asking certain open ended questions.
This way they feel they have ownership of the decision.
Here’s an example:
Instead of saying
“This business will help you spend more time with your family”
When you say that,
they don’t believe you because YOU ARE THE ONE saying it and they know you’re trying to sell them.
Instead, ask them,
“How will this business help you spend more time with your family”
When the prospect answers this question,
they will convince themselves and also has ownership in that decision.
Instead of making them feel you convinced them, they will feel that they came to the conclusion themselves.
Don’t Get Desperate nor Needy
There are billions of people in this world so you don’t need them but they need you.
Remember, you’ll there to sort and not to convince.
Without Being Annoying
Prospecting is about TIMING and finding the right person at the right time
so that’s why the Fortune is in the Follow up!
You keep following up and you’ll eventually get your prospect to join or buy when the timing is right.
but you have to do it without being annoying
Here are the best ways to prospect and follow up :
Build Genuine Relationships:
Focus on forming authentic connections with potential clients. Understand their needs and preferences to offer personalized assistance.
Provide Value:
Share valuable information through newsletters, blog posts, or social media. Offering useful content positions you as a knowledgeable and helpful resource.
Use Multiple Channels:
Diversify your communication channels, such as email, phone calls, and social media. Tailor your approach to match the client's preferred method of communication.
Segment Your Audience: Divide your contacts into specific groups based on their interests or needs. This allows you to send targeted and relevant information, avoiding generic outreach.
Be Timely: Timing is crucial in real estate. Stay informed about market trends and reach out when it's relevant to your client's situation. This demonstrates your attentiveness and expertise.
*Engage on Social Media:* Regularly engage with your audience on social platforms. Share industry updates, answer questions, and participate in conversations to stay top of mind without being intrusive.
Educate, Don't Sell: Instead of a pushy sales approach, focus on educating your prospects. Provide insights into the market, share success stories, and explain the home-buying/selling process to empower your clients.
Ask Permission: Before adding someone to your mailing list / broadcast list or contacting them regularly, seek their permission. Respect their preferences and give them the option to opt out if they wish.
Remember, the key is to be helpful and respectful, building trust over time rather than resorting to aggressive tactics.
Question of the day What did you learn from this prospecting and Follow up Tips without being pushy?
Thanks for your attention and please enjoy your day.
As said by one my great mentors
Laide Rasaq Okubena
