In 2022, the majority of real estate professionals agree that sales mandates are not coming in abundance. In addition, we were able to observe a tightening of the legislation reducing the scope of physical prospecting but also by telephone. However, the return to office is the sinews of war for professionals and this constant decline worries more and more agents.
What are the solutions that work and the trends in real estate prospecting in 2023 that will allow you to be recognized in your sector? Want to find out which prospecting strategies in 2023 will work?
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Prospecting methods physical
The field prospecting is more complicated today than it was a few years ago. It’s no longer about “limping” flyers and wait for a salesperson to call us. Field prospecting requires a real strategy in your catchment area and requires effort.
There’s a saying that a good real estate agent knows what’s going on behind their prospect’s door. And for that, you must have a sector large enough to have enough prospects but not too many to be able to pass there at least 4 times in the year. Take a map, leave your home or your agency and determine a catchment area of about 12,000 inhabitants for about 3,500 mailboxes.
You need to make sure you have this ratio all to yourself. If you have colleagues in your sector, you must increase the ratios or change neighborhoods. Once these ratios have been determined, you need to meet prospects.
field prospecting, it is to talk about your activity to as many people as possible, meet people and build relationships. For example, you can set yourself the goal of distributing 50 business cards per day and 200 flyers.
As for the law which has hardened concerning the stop-pub, why not take all the contact details from the mailboxes and send personalized messages to your prospects? The returns will only be better.
Above all, if you do not have immediate feedback, do not give in to the panic of scattering yourselves on sectors that have nothing to do with your catchment area. Because you will exhaust yourself on the ground and during this time, things are happening in your sector.
The creation of events and the relational
A good part of physical prospecting is done in the street … but not only.
The creation of events or participate in some, bringing together your prospects as well as local professionals, is a great way to get people talking about your business.
As such, you can organize open days talking about local real estate to inform the inhabitants of your neighborhood, you can organize an after-work bringing together local partners to make the recommendation work, etc.
You can also join local associations, take a stand in the markets or supermarkets etc. There is no shortage of ideas to bring you together and real estate is an activity based on people and relationships.
The more you will contact your prospects, and the closer they will feel to you. Real estate is above all a local activity and you must be known to everyone.
Telephone prospecting: freelancing
In this context of a constant decline in sales mandates, the telephone freelance is unavoidable. Indeed, there is no more effective means of short-term prospecting, since you are addressing people who are sellers at the moment T.
A good real estate freelancing is getting ready and also requires strategy and good follow-up.
Don’t be hostile if the sales people refuse to see you the first time. Set up a follow-up, and you will see that you will have as many follow-up appointments as the first call.
The secret in freelance to have an appointment, it is to make the seller understand that he is in no way committed to seeing you and just want to get to know them to see if you can help them solve their problems. You have to establish a climate of trust before really getting to the heart of the matter.
By putting yourself in the position of an ally rather than a commercial, you will break down barriers.
Sponsorship or patronage democratization in the profession and is one of the very interesting methods at the local level.
You help associations in your sector, and you position yourself as a major player in your catchment area.
You are going to walk the phenomenon of reciprocity of the human brain which consists in rendering when he receives.
Furthermore, some networks like Expertimo join their advisers to help them in certain sponsorship projects when it can help their advisers.
A way to benefit, at the local level, from the marketing plan drawn up by the head office.
Do not hesitate to propose your marketing actions to the head office in order to benefit from them more effectively, in your city!
Sponsorship allows you reach as many people as possible in your area and gives you a positive image with your prospects.
Display on local media
Pay for locations on the roadside and in the local newspapers is also a great way to make yourself known to your prospects.
You will get your target used to your presence and you will be able to convey the brand image you want to convey.
Write an article about your values, your local perception of real estate and publish it in a newspaper.
If what you say is interesting, you will interest the sellers. Again, get help from the marketing teams in your network.
Focus on digital prospecting
We cannot talk about prospecting in 2023 without looking at digital. Here, in my opinion, is the most effective lever for collecting leads with digital.
This social network is unquestionably the most effective among all social networks to return from office. Why ?
First of all, it is by far the network where there are the most people with more 40 million users in France every month !
In addition, they are the best in artificial intelligence and you will be able to target prospects surgically in your area.
Finally, Facebook allows you to social prospecting, without aggressiveness by combining content marketing, which will make you look like an expert in your neighborhood.
You will be able to prospect in the form of a discussion with your prospects. And if you interest them enough, they will open their doors to you.
Email marketing is an extension of Facebook. You can capture data from your prospects (with this software), and you will be able to continue sending content to your users in order to convert them into prospects.
If you send quality content, your prospects will ask you for your knowledge and as much to tell you that a sales appointment following a solicitation of your content does not happen in the same way as a freelance real estate!
Marry the field to the digital
In 2023, combine physical prospecting methods with digital is quite possible. I’m going to give you an example.
You can organize a local physical event and only communicate on social networks to manage registrations.
You can join a local protest, organize a raffle to collect leads and once back, use your software to do emailing.
When you are an organizer or join an event, you can relay it live and communicate on the networks at the same time.
Ideas abound for associate digital or field, and thanks to the tools, you will reach everyone at the same time.
The ultimate goal in real estate prospecting is to be seen, known, recognized and unavoidable in your area.
Don’t be afraid to be as creative as possible in order to stand out from your colleagues. Finally, the secret is that you must be seen everywhere.
Indeed, sellers rarely contact us if they only see one action! What will trigger the contacts is the multiplicity of actions that you will implement in your area.
Only then will you gain the trust of your prospects.
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We wish to give thanks to the writer of this write-up for this outstanding web content
Real estate: What are the prospecting trends for 2023? – MySweetimmo
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