Prospecting for Business
Mine Your Sphere of Influence:
Let everyone you know—friends, family, neighbors, co-workers, your hairdresser, nail technician, car mechanic, past clients, and more—know that you’ve joined a new brokerage! You’re ready and excited to help with any real estate needs, whether they’re looking to buy or sell, or they know someone who does!
Community Involvement:
Get involved with your local church, HOA group, or volunteer for a cause to connect with potential leads naturally. This approach feels less like a sales pitch to them and can help you build relationships more effectively.
Hand Out Business Cards:
Make it a goal to hand out a few business cards every day. Whether you’re waiting in line at a coffee shop, visiting your favorite nail salon, or running errands around town, always have cards ready to share. You can leave them at the counter, pass them to someone in conversation, or tuck them into a local bulletin board. Each card is a small opportunity—you never know which one could lead to a future deal.
Conversation Starters:
Consider wearing your nametag while running errands or displaying company signage on your vehicle to spark conversations. You might even wear your nametag upside down—people will notice and correct you, creating a natural opportunity to talk about your business. This approach has proven effective in the past.
"Warm” (NOT Cold) Call For Listings:
Seller leads who have previously expressed their intention to sell, such as FSBO (For Sale By Owner) or those with withdrawn or expired listings, are considered “warm” leads rather than “cold” calls. Even if their previous attempt didn’t work out, their intent to sell remains. We have various listing lead programs available, including our own company program, but always remember to check the National Do Not Call Registry before reaching out.
When contacting these leads, clearly explain how you can address their challenges, such as why their home didn’t sell. Typically, homes don’t sell due to being overpriced or having poor marketing, which includes inadequate promotion or unprofessional listing photos. Your main goal should be to schedule a listing appointment, as meeting them in person is essential.
Host Open Houses:
Hosting open houses is a great way to meet qualified buyers face-to-face at no cost. Offer to host one for a listing agent or on your own listing, ideally on a weekend between 11 a.m. and 5 p.m. for up to 2 hours. Ensure you have enough open house directional signs (typically 4 or more).
Arrive early to set up the signs from the main street to the home and place them at all relevant intersections. Turn on all the lights and open doors between rooms to create an inviting atmosphere. Prepare a sign-in sheet, pens, your laptop, business cards, and MLS printouts for buyers. Bring a broker synopsis printout as well to address any questions. You might also consider playing soft music, lighting a candle, offering refreshments, snacks, and providing hand sanitizer to enhance the experience.
For buyers without an agent, ask about their home preferences so you can set up a tailored search for them. Follow up after the open house to arrange future showings if possible. Once the event is over, lock up, turn off the lights, and leave the house as you found it. Don’t forget to provide feedback to the seller.
Learn more by attending our Open House Training!
Social Media: Set up a Facebook, Instagram and Google Business Page
You might also consider setting up business accounts on the following platforms:
- YouTube
Be sure to invite your sphere of influence and any leads you encounter to follow these platforms. Post regularly on these channels, request reviews, and engage with your audience.
Mailers/Door Hangers:
You can distribute postcard “flyers” in bulk to target neighborhoods or farming areas through various marketing companies. Alternatively, consider creating door hangers and personally delivering them to homes in your neighborhood. Let residents know that a local agent—someone who knows the area well—is nearby and ready to assist!
Past Clients:
Word of mouth is incredibly valuable because people trust the opinions of those they know. Stay in touch with your customers, as many will buy or sell again within the next five years. Even if they don’t, their neighbors might, and they could recommend you.
Buy Your Own Leads:
If you’re not receiving enough leads organically, consider purchasing them from various sources. Many successful agents use this strategy! You can invest in Google ads, Facebook ads, Instagram ads, and explore free lead sources where you only pay a referral fee.
Additionally, kvCORE offers a marketplace where you can purchase advertising to enhance your lead generation. Explore the kvCORE marketplace for targeted advertising options that can help you reach potential clients more effectively.
Our Lead Program:
Finally, if you’re not yet part of our lead program, now is the perfect time to upgrade! By joining our Lead Program, you’ll gain access to a comprehensive range of lead sources, including:
- Dalton Wade/kvCORE Website Leads
- OpCity
- PrimeStreet
- FSBO Lists
- Open House Lists
- And More!
Upgrading gives you a competitive edge with a variety of lead sources designed to boost your business and maximize your opportunities.
Join Dalton Wade
To schedule a confidential interview and learn how Dalton Wade can help you grow as a real estate professional and keep more of the commission dollars you generate call the number to the right or email us.