Prospecting VS Marketing for Real Estate Leads
Which one is better?
OK, as you maybe aware from basic lead generation classes there are two main forms of getting leads and business. The first is prospecting and the other is marketing. Both are important and its important to understand the differences between the two.
When your prospecting you are actively out there seeking people who need you. When you are marketing, you are attracting customers, having them find you when they have a need.
Each way is powerful in its on regards but we have found that prospecting is absolutely more critical and important in the first 90 days of a real estate agents career. The reasons being that prospecting is all about making it happen "now" and marketing is making it happen "later".
To begin prospecting you want to make a list of all the people you know or have met in any capacity in your life. You'll want to contact these people on a personal level either through a phone call or personal pop buy and simply engage them in conversation reminding them of your career and asking if they know anyone who needs your help. There also plenty of resources available for you to meet people like; chamber mixers, social events, city events, school events, gym, coffee shop, etc. You will be surprised how many people love to talk about real estate. And the best part about prospecting is that besides the cost of your time, it is FREE.
When it comes to marketing you will need to have a budget setup and make a commitment to consistency. Marketing is not efficient or effective when you only send one mailing out or take out 1 ad in a magazine. Your marketing needs to stand out from the crowd (read The Purple Cow for ideas) and be there over and over and over again. The main goal for marketing is solidify you and your services in top of mind position in the consumer. Using services like Quantummail.com , or MailPrint.com or ExpressCopy.com can help with automating this process. This approach will take longer than prospecting to produce results and be much more expensive so focus on prospecting first and then work in some marketing!
-Ron
Which one is better?
OK, as you maybe aware from basic lead generation classes there are two main forms of getting leads and business. The first is prospecting and the other is marketing. Both are important and its important to understand the differences between the two.
When your prospecting you are actively out there seeking people who need you. When you are marketing, you are attracting customers, having them find you when they have a need.
Each way is powerful in its on regards but we have found that prospecting is absolutely more critical and important in the first 90 days of a real estate agents career. The reasons being that prospecting is all about making it happen "now" and marketing is making it happen "later".
To begin prospecting you want to make a list of all the people you know or have met in any capacity in your life. You'll want to contact these people on a personal level either through a phone call or personal pop buy and simply engage them in conversation reminding them of your career and asking if they know anyone who needs your help. There also plenty of resources available for you to meet people like; chamber mixers, social events, city events, school events, gym, coffee shop, etc. You will be surprised how many people love to talk about real estate. And the best part about prospecting is that besides the cost of your time, it is FREE.
When it comes to marketing you will need to have a budget setup and make a commitment to consistency. Marketing is not efficient or effective when you only send one mailing out or take out 1 ad in a magazine. Your marketing needs to stand out from the crowd (read The Purple Cow for ideas) and be there over and over and over again. The main goal for marketing is solidify you and your services in top of mind position in the consumer. Using services like Quantummail.com , or MailPrint.com or ExpressCopy.com can help with automating this process. This approach will take longer than prospecting to produce results and be much more expensive so focus on prospecting first and then work in some marketing!
-Ron
posted by Ron at 8:25 AM
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