Prospecting- The Lifeblood of Business for Realtors

I’ve been meeting with a lot of Realtors in my office over the last few weeks, helping them update their business plan.  I’ve been pleased and surprised with their eagerness to beginning prospecting again!

We’ve been reviewing each Realtor’s targeted mini-market, examining listing and sales trends and updating ownership rolls.  I’m amazed at how many Realtors don’t actually have a dominant market share in any one area.  It’s evident to me that many Realtors still aren’t targeting any specific area! 

This creates an opportunity for those that are willing to prospect - Realtors that are willing to go to the business, instead of waiting for the business to come to them.  Yet, so few actually take the time to prospect! 

If you’re not targeting a specific mini-market you’re missing an opportunity to increase your business up to 20% a year!  Some of the markets that I’ve researched for our Realtors could create an additional $5 Million in sales volume for them. 

Talk to your manager about helping you research a mini-market that you can target!  If your manager isn’t familiar with this coaching practice, feel free to contact me for more information! 

Happy Prospecting!!