Prospecting Strategies ● Setting Prospecting Goals ● How To Achieve Positive Mindset ● Dealing With Objections

2. Advanced Prospecting Strategies For Real
Estate Agents

3. Webinar Outline
● Prospecting Strategies
● Setting Prospecting Goals
● How To Achieve Positive Mindset
● Dealing With Objections

4. Prospecting??????
The word prospecting comes from Prospector who was a person looking for gold
flakes in the river the was a prospector.
GREL’S definition is
“any action that helps produce a LEAD”.

5. Common Agent Dilemma
Not making enough money, Not enough clients
Prospecting takes too much time
How important is prospecting?

6. Basic Rules of Prospecting
Block Prospecting time during the day and week
No prospecting method works unless you are consistent
No magic pill
Master one strategy move to the next.
Persistency is everything.
Have a central spot for all your data. Preferably a CRM.

7. 5 Proven
Prospecti
ng
Strategie
s
1. Networking Events
2. Referral Prospecting
3. Cold-Calling
4. Door Knocking/Farming
5. Direct Marketing

8. 1. Networking Events

9. Attend the right event… Whats the right event?
1. Passion
2. Convenience
3. Do your research - plan your networking events for the month and year

10. Work the Room
This is an Art
Break the ice
Corner to corner
Physical Sport
Make the close

11. ● Clearly lay out goals you want to achieve from attending an event
● Be presentable and prepared for every single event
● Create a solid elevator pitch and practice it before event
● Follow up on the leads you get from the event before they grow cold

12. 2. Referral Prospecting

13. “91% of customers say they’d give referrals. Only 11% of salespeople ask for
referrals.”
Dale Carnegie
“Customers are 4x more likely to buy when referred by a friend.”
Nielson
“65% of a company’s new business is from referrals.”
New York Times

14. ● Make a list of your Sphere of Influence
● Keep in touch they must see, hear or feel you twice a month
● Schedule calls, emails and contact points
● Always be asking for referrals
● Add it to your signature of your email, text
Case Scenerios
Jay Shearer - Experienced Agent - 90 % of his business is done from referrals.
Cynthia Ostos - New Agent 2 years in the business 100 percent of her business is done from referrals.

15. 2. Cold Calling

16. ● Not for everyone but cold calling can be modified to warm calling
● The phone is one of your greatest tools
● Define your purpose: What do you want to achieve from the call
● Write out the objections that the receiver might have
● Write the answers to those objections
● Prepare the questions you need to ask to qualify leads. This is what you will need to
ask in the call
● Finalize the script
Cold Calling

17. What You Will
Need

18. 4. Door Knocking/Farming

19. “Every door you knock; you are getting closer to your next
listing”
Prospecting Mantra to Live By

20. Pick an Area
Rotation of homes
Quantity of homes????
Do you believe in it
Do you know it inside out
Master all streets, businesses, developments, schools …
Know the people, School owners, principals, politicians

21. Plant the seed and Work the Area
Start door knocking. Block times, Monday, Thursday and Saturday
Ice breakers, Information, different times of year different things. Spring take
seeds.
Winter remind them to turn off the water going outside so pipes dont burst.
New home updates, Just Listed, Just solds.
Ask them if they would like to do a home evaluations

22. Special Events
Christmas photo with Santa Clause
Easter Egg Hunt
Sponsor a team
Spring BBQ
Charity Garage Sale
Get the community together, be the core of it.

23. ● You are dressed appropriately
● You have a good script and you follow it
● You have good giveaways branded with your contact information to give to
homeowners to remember you by
● Once you start door-knocking, keep the momentum going and don’t lose focus on one
prospect. If you get an interested prospect, set up a follow-up meeting.

24. 5. Direct Marketing

25. ● Comparative Market Analysis of the area
● Just Sold Alerts
● Just Listed Alerts
● Property Value Projections
● Important Local News
● Future developments in the area and their impact on property values

26. How To
Convert
More
Leads

27. ● Showcase your real estate knowledge
● Practice your scripts
● Be prepared for objections
● Use testimonials and success stories
● Follow-up
● Be Responsive

28. Importance of
Follow Up

29. ● 44% of salespeople give up after one follow-up.
● The average sales person only makes 2 attempts to reach a prospect.
● 80% of sales require five follow-ups.
● Research shows that 35-50% of sales go to the vendor that responds first.

30. SET GOALS

31. Harvard Study
In a study done at Harvard University more than 40 years ago, researchers polled the graduating class
of 1953 to find out how many students actually had clearly written specific goals and a plan for
achieving them. This being a class of highly intelligent people at one of the world's most renowned
universities, you'd expect the answer to be most of them, right?

32. Not even close.
In fact, only 3 percent of the class had taken the time to write
down their goals.
Now here comes the really interesting part. Some 20 years
later, researchers polled this same group of graduates to see
how they had fared in life. It turned out that the 3 percent who
had written down their goals had accumulated more wealth
than the other 97 percent of their class
combined! Researchers reported that these people also
seemed healthier and happier than their classmates.
3%
DID
97%
DIDN’
T

33. “A goal without a plan is just a wish”
Antoine de Saint-Exupéry

34. • How much money do you want to
make next year?
• How much money do you get on
average from one transaction?
• How many people do you need to
network with to get 1 customer
• How many sales you need to close
Let’s answer some questions.

36. PMA = OPM

37. PMA = OPM
Positive Mental Attitude = Other People's Money

38. BUILDING A SOLID FOUNDATION

39. • Knowledge
• Tools
• Practice
• Support System
BUILDING A SOLID FOUNDATION

40. KNOWLE
DGE

41. Do you have enough knowledge about a particular real estate niche?
(Buyers, Sellers, Luxury Market, Rental Properties, Property Management, etc.)
Do you know where the market is headed in next few years & why?
Do you think you are different enough from your competitors?
KNOWLEDGE

42. TOOL
S

43. ● Website
● Email Marketing Platform
○ Mailchimp, ReachMail, GetResponse, Vertical Response, Constant Contact
● Social Media Accounts
● CRM
Platforms:

44. Do you have enough marketing collateral for your prospecting activities?
● Brochures
● Flyers
● Emails (Newsletters, Free Appraisal Offers, New Listings, etc.)
● Comparative Market Analysis
● Success Stories & Testimonials

45. The Power of Positive Affirmations

46. “It's the repetition of affirmations that leads to belief. And once that
belief becomes a deep conviction, things begin to happen.”
Mohammad Ali

47. Use positive affirmations to improve your business, your health, your finances, your
relationships and so on.
Think & talk positively
You can do it. I can do it. We all can do it.

49. Self-Affirmation
Examples

50. ● “I am an effective and powerful presenter and sales person.”
● “I am so full of knowledge about real estate that my clients fully trust me”
● “I have strong work ethics that clients can easily see and that is why its not difficult for
them to trust me
● “Today is the day that I will meet my most important client who will purchase the most
expensive property that I am selling”
● “I am very convincing and charming”

51. GET
READY
TO BE
REJECTE
D

52. The Brush-Off
"Just send me some information.“
The Competition
"We already work with agent X.“
Procrastination
"Call me back in a quarter.“
Budget
“I don’t have enough finances for this right now”

53. Global Real Estate Licence - Real Estate Business Platform
Learn
Practice
Implement

54. GREL Brand and Global Recognition

55. Webinar Giveaways

56. Q&
A