The obvious answer to how to increase your residential real estate sales is to prospect more to get more clients so that you can have more sales. But what kind of real estate prospecting suits you best? What kind fits your circumstances, talents, and interests best? Most importantly: What kind will you do frequently and willingly?
I’m a big believer that the more comfortable and natural your real estate prospecting choices are, the more successful you’ll be at getting off your duff and doing them.
All forms of real estate prospecting are effective when done consistently. Period.
However, some are more effective than others depending on several factors:
Do you already have a large database of friends, relatives, acquaintances, co-workers, etc? If you have 100+ people on your list who know you, like you, and trust you–oh, and know you are a residential real estate sales agent–then you’ll win big at referral marketing.
Does your community contain neighborhoods where you can become the neighborhood expert? If so, you can use a combination of direct-response mail, door-knocking, and many guerrilla marketing tactics to raise your expert real estate profile in the neighborhood.
Are you particularly internet savvy? Or willing to become so? Blogging along with a complete internet marketing strategy might be your ticket to increasing your residential sales. There are today, many, many interesting and exciting ways to raise your online profile: Starting a Facebook Page for your neighborhood to promote neighborhood businesses; Blogging about life in he neighborhood; Running online contests; Manning a neighborhoods classifieds site, etc.
Are you skilled at being in front of the room delivering training or speaking? You can put your knowledge to work for you by running a series of buyer or seller workshops. Once established, you can offer these to church groups, local colleges, and many corporations as lunch n learns.
Does your community have a lot of Expireds or FSBO’s? Many communities do not have enough of these to warrant making them the core of your marketing system. On the other hand, some communities have so many of these that you could wake up in the morning and spend the entire day going from one to the other. Like all forms of real estate marketing, have a strategy for converting the leads that will actually talk to you.
Other options that might fit your circumstances, talents, or interests include formal networking, radio or TV advertising, creating P.R. opportunities, cold door canvassing, and cold calling (yes, it’s still alive and kicking).
If you’re shy and don’t feel comfortable selling, you may want to focus on referral marketing, workshops, and networking. Or you could just learn to soft sell so that you’re always comfortable in any real estate sales situation.