What are you doing for prospecting?

Question

As agents, we all know how important it is to prospect. It's the highest paying activity we can do.

With all the big real estate coaches pushing social media, the thought of "when everyone zigs, then you zag" so is anyone doing some zags?

Greg Dickerson · Answer

This is great advice and I do agree. It's organic growth and doesn't cost a dime.

The thing with being a retail agent though, for me at least, is how do you go about that raving fan customer service because that's a broad statement "great customer service".

And one can waste tons of time (every realtor out there knows) as a realtor showing many many houses, all for the buyer to go with another agent. Or even on the listing side you can (and I have) waste time with people that simply aren't serious about selling.

So I'm all for customer service 1000% but it needs to be defined better. So now I'm focusing more on what I can do better for potential clients that are serious.

Obviously the market dictates price, so we can't promise the world. Getting the best price for a listing, negotiating a better deal for my buyer, being a professional more so than a friend. After all, this is a business and we should treat it as such.

That's the type of value I'm focusing on but sadly, there isn't a ton of info out there on this subject. It really is a learning process.

The good thing about learning the skills I described is there will ALWAYS be room in the market for the best, and price(or commission) is never a question.

Specifically - delivering raving fan customer service means first and foremost being a full time professional who is an expert in the field and the market, listening to your client, learn about them and their family, answering the phone, returning calls, being punctual, providing updates without request, have a list of quality service providers for every aspect of the business, handling all of the little things in the transaction for the client etc. It’s the little things that make the big difference.

These things may sound simple or common sense but most agents don’t listen, don’t know the business or the market and do not answer the phone or return calls much less the rest.

You create raving fans by developing yourself first and foremost so you can provide professional service and position yourself as the expert in your market.

To answer you questions about “wasting time”

1. Never show houses without agency agreement in place.

2. Never go on a listing appointment without knowing exactly when they plan to sell.

You must qualify your prospects and have the proper paperwork ready before you engage. This is part of being a professional and showing the client they are dealing with an pro. This is positioning yourself as an expert who values your time and theirs.

Greg Dickerson · Answer

@Tracy Selfridge its all about relationships and providing raving fan customer service so you have a team of people singing your praises and sending you referrals. You want to spend every minute serving people, your community and building lasting relationships.

Do this and the business will take care of itself.

Tracy Selfridge · Answer