Real Estate Prospecting Ideas to Boost your GCI

Do you ever wonder how agents fill their funnels with potential clients? Are they cold-calling? Knocking on doors? Here are 6 prospecting ideas to boost your GCI and keep you top of mind. 

1. Personalized Notecards or Letters

While I'm usually against any type of direct mail, there is some science that backs up a nice, personalized letter or notecard. A personalized note can be a great tool to help break the ice before a call. Your note should include valuable information, such as a CMA or neighborhood market update, and an introduction to your experience and knowledge. Make sure to take the time to craft a great note/letter and ensure it's professional and authentic. Don't forget to include a CTA (Call-to-action). 

2. Work your Sphere/Network

With the addition of social media, it is not a surprise that we often meet someone we've heard of or know of through our social circles. Whether it's a friend of a friend, a school connection, or a club affiliation, we're only a few connections away from a potential lead. Consider reaching out to the neighbors around your latest listing or closing. It's important to share that there's real estate activity going on around them and it's time to get in on it! Don't be afraid to follow up with a phone call or visit. 

3. Work your Leads

Whether it's through the company, third-party vendor, or your social circle. It's important to follow up with your leads and create a relationship. Try to really understand where they are in their journey. If they haven't been pre-approved, send them to the folks at Augusta Mortgage Company, to get started. Then, when they are ready, you've got a pre-approved buyer, ready to go. Communication is key, and showing them you're THE best agent to work with is crucial. 

4. Call Expired Listings

An expired listing is a roadmap of opportunity. You should be calling expired listings every single day. Expired listings mean that the owner has already said "I want to sell my home." Now it's your job to be the reason it gets sold. Make contact and get to the root of why their listing expired. Was it priced incorrectly? Was there a snafu with the previous agent? Whatever the reason, find a solution and show them how it's done. Remember, you are the expert and you're backed by a company with over a century of experience.

5. Call FSBO Sellers

FSBO sellers are no different from expired listings. These sellers are also interested in selling their homes and for whatever reason, it didn't work out. Keep in mind that most FSBO sellers may not feel they "need" a real estate agent or perhaps they don't want to pay the commission that comes with your services. Either way, don't give up hope. In fact, Statistics reveal that FSBO homes tend to sell for 5.5 to 26% less than homes sold by a real estate agent. Ask your potential seller if they're ok with leaving money on the table. You might be surprised that all it takes is the right conversation.

6. Remember that it's about the Long-Game

We are ALWAYS in a relationship business. It is so important that your focus is more than the sale. Truly create a relationship with your potential client and you can bet you'll receive more value than chasing the money. Trust that you're providing value to your community, your sphere, and your clients. Don't be afraid to let them know of your services and areas of expertise. 

Prospecting is not a quick fix. It takes time and commitment. In many cases, it's recommended to dedicate the first 90 minutes of your day to prospecting. Make this a part of your daily routine and in a few months, watch the rewards start to pay off. The worst thing that can happen is ... they say NO. You'll never know what opportunities await if you aren't willing to ask for the business.