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Create a Multi-Channel Prospecting Strategy

By Sarah Elfering

As a real estate professional COVID-19 has brought on a new set of challenges.

The real estate market is already highly competitive and as an agent, it is important to find a way to stand out and connect with potential customers. At Cole Information, we get that growth is hard work, sure COVID-19 has put a damper on your goals but that doesn’t mean that your business has to stop.

As businesses around us are starting to slowly open back up, many agents are still looking at the economy and seeing obstacles. It’s important to look at those obstacles as opportunities and find ways to pivot your business plan. Here are three tips we share with our customers.

Let’s think Hyper-Local

The concepts of proactively reaching out to prospects still hold true today. Right now it is more important than ever for a real estate agent to stay-top-of-mind and to do that they need to be having conversations with interested buyers or sellers. Try focusing on target a certain area or neighborhood. Did you know your prospect most likely lives down the street from your last listing?

This is where hyper-local marketing can help an agent increase their sphere of influence. We are always telling agents to focus on the concept of hyper-local and how our data can help you do that. Think of being hyper-local as focusing on a specific neighborhood, since you’re a small business, chances are you don’t have a huge marketing budget and that’s ok! Thinking about targeting a specific neighborhood will help your budget go further.

Pivot to other Prospecting Channels

This ties directly into your marketing approach. As we all right now in-person meetings are very limited so it’s all about creating multiple touchpoints so that when a customer is ready to move or list their home it’s your name they remember.

By sending out flyers, emails, cold calling, or creating targeted social media campaigns, you are driving your business into client’s minds. We recommend creating a targeted social media campaign with the email addresses from Cole Realty Resource.

Try implementing more than one channel to increase your sphere of influence. Are you more likely to do business with a name you’ve seen around the neighborhood or one that just appeared?

It’s all about Your Mindset

With so much uncertainty it can feel like at times you are up against a moving current and it’s natural to drift to the negative. At times it will be difficult to find the sale or connect with a potential client.

Take a few minutes each day to focus on keeping your mind healthy and take a break. Try taking 5 to 10 minutes each day to focus on your mind. By doing this you can improve your mood and lower anxiety. Find a quiet calm space and focus on your breathing. Remember your mindset is a powerful tool and by keeping your mind healthy you can focus on keeping your business going!

If you’re ready to level up your prospecting game, we’re here to help! Call us at 800-800-3271 (M-F 8am-5pm CST) or click here to learn more.

Questions?