The Perfect Cure for Agents With a Dip in Property Enquiry

Every now and then as a real estate agent you have a dip in listings. Perhaps you need more stock or better listings. They are out there and they can be found. Speaking to more people is the key.

When you have a dip in listings or the level of stock has become average or low quality, it is essential to get on to the job of prospecting as quickly as possible. Prospecting is the foundation of success in the industry. Every real estate agent should have an extensive database of sales and leasing prospects. That will be for sellers, buyers, tenants, and landlords.

Without good quality listings, the level of enquiry falls away considerably. Capturing enquiry and entering it into the database, is all part of the real estate business. The quality of your database in this real estate market is fundamental to success, providing it is kept up to date with constant contact.

The database of today, importantly contains comprehensive data on the business or person that you speak to. Emails and mobile phone numbers are more important than ever before as technology uses these channels of communication ever more frequently.

So when you start prospecting, it pays to have a definite plan. The more people you speak to you and connect with, the more opportunity will be found. The basic prospecting plan should have the following basis of approach:

1. The brief in your approach to the other person on the telephone giving simple and direct information. Today's prospecting process involves creating a level of trust. This cannot be done by using some sales script that may have been acceptable ten years ago.
2. Tell the prospect of your interest in identifying properties for sale or lease in the local area. Explain at how the property market is changing and what people are looking for today.
3. Your telephone calls no matter how brief, should be memorable. It is likely that you will be contacting these people again given that regular ongoing contact will convert more meetings anyway. To make your contact more memorable, you could send the person relevant property information and follow-up as appropriate.
4. To be prepared for any questions that may come your way. The local property market is of significant interest to most business people and property investors. Providing information generates the attention and questions which extend conversation. Qualifying questions can be fed into the conversation to see what the person is doing regards property in the future.
5. Talk about how you can solve property problems in the current market. There is a degree of property pain out there at the moment. When you talk to the elements of pain and the market, you can trigger the right type of enquiry and questions. Property pain is usually associated with vacant tenancies, unsaleable property, lower rentals, and higher prices. You know what is going on out there, so use the information to your advantage.