Friday, July 28, 2006

Basic Tenant of the Successful Agent

Before we get into the unique nuances of creating willing and fully motivated leads, I want to share with you a basic differentiator between successful and unsuccessful real estate agents. The differentiator is what I like to refer to as a prospecting engine. A prospecting engine is a tool or system used by successful agents to continually feed leads and clients into their business. These prospecting engines are systems that successful agents use to maintain continual contact with their prospects to ensure that they are at the top of the list when a client needs help with a real estate transaction.

To think of it in different terms I present the following. Take 100 people in your city or surrounding area. Out of that 100, statistically speaking, two need the help of a real estate agent right now. That is two people out of a sea of 100, and every real estate agent in your area is competing for the business of those two people. They are spending a lot of money sending out mailers, advertising, paying for leads, just to find those two people. Unfortunately, there are so many agents competing for those two clients that most agents end up wasting a lot of time and a lot of money with nothing to show for it.

Now once again looking at that group of 100 people. There are only two that need your help right now. HOWEVER, there are twenty that will need the help of a real estate agent within the next two years. In addition, there are fifty more that will need an agent within the next five years. Out of 100 people, there are seventy-two that will need your help within the next few years. A prospecting engine is a system that makes sure that all 70 out of those 100 potential clients will choose you over your competition. In addition, a prospecting engine is automated which means you will have a lot more time to focus on closing sales and making money while the leads and clients roll in.

I’ll post more on prospecting engines in the near future.

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