Basics of prospecting for new real estate clients.

1. PROSPECTING
101

2. WHY DO WE CALL LEAD
GENERATION “FARMING”?
What do Farmers do?

3. Know Your
Crop! (Target
Market)
Who is your Target
Market?
• 1st time homebuyers
• 2nd home buyers?
• Suburban Millennials*?
• Horse properties?
• Down-sizers looking for 55 and over
communities?
• Cash buyers?
• SELLERS???
• Sci-fi fans?
• Boaters?
Do you market the same way to all these
people???
*

4. Exercise: Picture Your Ideal
Transaction
Who is your client?
Property price, location, type, special interest, etc.
• Upper Middle-Class people moving from Mass to
NH?
• Baby Boomers looking to retire and downsize
locally
• Gen Z moving into middle income looking to buy
their first homes
Generally speaking, do you find these clients the
same way?

5. Different Target Markets Use
Different Platforms in Different
Ways
• Different social media platforms
• Different styles of presentation
• Different types of housing and commercial
spaces

6. Which Marketing Outlet is
BEST??
• There is no one best
• It is impossible to measure
• Every agent has a different style
• Consumer must see your name 26 times
before they contact you
• It is best if they see your name in different
places (signs, social media, targeted
websites, mailers...)
• Pick a few methods that resonate with you

7. Types of
Prospecting
Traditional Prospecting
• Sphere of influence
• Mailers
• Door knocking
Digital Prospecting
• Social Media
• Targeted Content
• Email
• Texting
• Influencer/Affiliate Marketing
• Pay-Per-Click (PPC)
• Search Engine Optimization (SEO)

8. T H E U LT I M AT E G O A L
Robust Database that
provides a constant stream
of clients

9. Step One
Set Up Your CRM!

10. Traditional Prospecting
Sphere of
influence
Mailers
Door
knocking