Be More Successful at Real Estate Prospecting

The key to success as an agent is real estate prospecting. No matter what kind of market we’re in, or what time of year it is, there IS ALWAYS a lot of business to be had out there. And there’s a lot of money to be made. But you can only take advantage of all that available business and money if you consistently add leads to your real estate sales pipeline.

Capturing new leads and then converting those leads into clients is the only way you’ll be successful in this industry.

The question is, how do you do real estate prospecting the right way? We’ve put together some tips to help you out.

You Need a Gameplan

Successful real estate prospecting requires you to be methodical and consistent. In order to do that, you need a plan in place. By “plan”, I mostly mean commit to time blocking your calendar. Let’s face it, real estate agents have a ton on their plate. By carefully laying out and organizing your calendar, and including things like real estate prospecting, you’ll be more likely to actually do it. Be specific on your calendar with what type of prospecting activities you’re doing, whether it’s phone calls, emails, maintaining your social media ads, or something else.

Set aside time for real estate prospecting at least several times a week, if not every day.

Follow Up, Follow Up, Follow Up

The only way to do real estate prospecting effectively is to be relentless with your follow up. If you aren’t as tenacious as possible, then you’re going to lose out on business. Generally, you are not going to make contact with a prospect on the first attempt. More often than not, it will take multiple touches over a number of weeks to make contact with the lead. In order to follow up the right way and deliver the correct amount of touches, you need a great real estate CRM to store and organize contact information, keep communication records, and know when to reach out again.

Build a Support System

It’s extremely difficult to be successful with real estate prospecting or really any part of your real estate career without a support system. You need people to help hold you accountable, complain to about unruly prospects, and celebrate your wins. Having this support system is made even more difficult these days because everyone works from home. But there are resources available to you. Do Zoom calls with your team and hire a real estate coach to help you stay on track.

We Have Resources that Can Help

In addition to offering several real estate training programs and dedicated coaches, at Smart Coaching and Training we also offer the Real Estate Prospecting Room. It’s a virtual sales floor on Zoom where you can do your lead generation, go on sales calls, role play with fellow agents, celebrate your wins, and commiserate with each other about any losses or bad calls.

The Prospecting Room is a collaborative environment that takes the loneliness and isolation out of prospecting.

Plus, if you really want to bring your career or your team to the next level, then we have training that can help, including a Spring Training Program that will help you convert more leads when we enter the busy season. Plus, you get access to the Real Estate Prospecting Room with the program to help fill out your pipeline.

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How to Handle Common Spring Real Estate Objections

As we move through winter and get closer to spring, there are a few common objections that you are likely to hear more and more. Like all real estate objections, there is a tried and proven strategy for overcoming them and setting more appointments. Once you get that strategy down, you will convert more leads than ever before.

But first, what objections are you likely to hear in the coming weeks and months?

The Most Common Spring Real Estate Objections

Although you can be faced with any objection at any time, here are the few that you are most likely to hear during the late winter and spring market:

“I’m waiting for the spring”

“I’m just window shopping”

“That price is too high/Too Low”

“I want to sell it myself”

How to Overcome Spring Real Estate Objections

There are specific techniques to overcome each of these spring real estate objections, but at the heart of each technique is the strategy we teach here at Smart Coaching and Training. We cover this strategy in our training and in many of our articles.

The key to overcoming real estate objections is understanding them from the lead’s perspective not only your own. Here are the five most important aspects of handling spring real estate objections (or really any objection in any season):

Acknowledge – Listen to what they say and let them know that you understand it.
Paraphrase – Restate what they said without leading and without interpretation.
Inquire into their perspective, process, and outcome – This is where you dig into their thought process how they see it. Get them to walk you through their knowledge, plan, and the unique thing they hope to accomplish. These are the three things you need to know in order to counter their objection, so ask questions that get you the answers.
Determine the unique benefit or result they hope to achieve – this is their sought after outcome.
Close if appropriate – Close if the lead does not bring up another objection as a result of the PPO process or if it becomes obvious that meeting is the next logical step in your conversation.

At the end of the day, you have to close on your calls and objections are your route to close. By taking the objections in stride, understanding what the lead’s fears are, and effectively responding, you have the ammunition you need to convert the lead and set the appointment.

The Key Is Consistent Role Playing

Role playing allows you to practice the five aspects of objection handling listed above. It’s a low stakes environment where agents and teams can perfect and hone their skills. That way, when it comes time to make the actual call, it won’t be as scary and you or your team will not be as flustered when faced with tough objections. Because they’ve heard them and responded to them many times before already!

The bottom line is that real estate agents and ISAs who don’t consistently role play tend to get stuck more easily on their calls and set fewer appointments.

Want to prevent that from happening to you this spring? Then join our Spring Training Program!

Our Spring Training Program

The Spring Training Program is 12 weeks solid weeks of objection handling training, role playing, and being held accountable by a dedicated coach. In addition to roleplaying key objections, filling up your sales pipeline, doing live call reviews, and learning the most important conversation techniques, you’ll also have a real estate coach who you can bring your questions to and who will help keep you focused.

What are you waiting for? Take the right steps now to conquer the market this spring.

Click here to see what our Spring Training Program can do for you.

Month: February 2023