RISMedia
  • News
  • Premier
  • Reports
  • Events
  • Power Broker
  • Newsmakers
  • More
    • Publications
    • Education
No Result
View All Result
  • Agents
  • Brokers
  • Teams
  • Marketing
  • Coaching
  • Technology
  • More
    • Headliners New
    • Luxury
    • Best Practices
    • Consumer
    • National
    • Our Editors
Join Premier
Sign In
RISMedia
  • News
  • Premier
  • Reports
  • Events
  • Power Broker
  • Newsmakers
  • More
    • Publications
    • Education
No Result
View All Result
RISMedia
No Result
View All Result

Tips to Put a Successful Prospect Marketing Plan in Place

Home Best Practices
By Brian Wildermuth
September 13, 2010
Reading Time: 3 mins read

RISMEDIA, September 14, 2010—What are you doing to prospect for new business? When I pose this question to brokers and agents, I usually don’t get a concise response. I usually hear a laundry list of things that agents are trying to do or would like to do, but no actual plans.

I understand why and can’t help but sympathize. I started working in sales when I was 18. That impulse to try anything and everything that might work is strong, but after all my years working in the trenches, I can tell you one thing for sure—having a real plan to prospect for new clients is much easier and has a much better rate of success.

Putting that plan together and getting it off the ground only takes a little bit of planning.

Like any other marketing activity, prospect marketing is a numbers game and your success will depend on your commitment to consistently contacting consumers who are looking for a real estate professional. No matter what your farm area looks like—if it is a traditional geographic farm or if you specialize in a particular niche of real estate purchases, you should minimize your frustration by planning a campaign for the year, negating your need to react hastily. The “shotgun” approach to marketing will not produce the results you’re looking for.

What you need to know
Your competition is prospecting. Any agent planning on surviving this economy will be participating in some kind of prospecting activity. The persuasive, consumer-focused messaging in SharperAgent’s marketing materials, for example, will help you stand out from the pack and connect with the people you want to work with.

Target your message when you can. The more relevant your message is to a consumer, the higher your response rate will be. If you have access to a targeted mailing list or know well the demographics of your geographic farm, make sure your message addresses the needs of the consumer.

Use e-mail marketing sparingly, if at all, in prospect marketing. Real estate is a personal business, and your success depends on your ability to form a trust-based relationship with consumers. No sane person will contact you about one of the most important financial decisions they can make if you buy their e-mail address and start spamming them with information they weren’t looking for. Use e-mails for Web prospecting or after you’ve made a connection with a consumer. Wasting money by buying an e-mail list won’t only have a dismal success rate, but it could also end up damaging your reputation and personal brand. That said, build a solid e-mail list whenever you can and switch consumers on to online communications as soon as you can. Most people will opt to communicate with you online, after you’ve established a connection with them.

Drive consumers to new technologies with traditional methods. Most marketers will advocate trying the latest and greatest tool set to drive business to your door. While new technologies continue to develop and offer new inroads to connect with consumers, traditional marketing methods—from direct mail printing to walking your farm area—continue to produce results. Instead of abandoning proven methods of prospecting, you can supplement your efforts with the new products and technologies available to you. Send out a mailer that drives traffic to your website or put up a sign in the neighborhood that gets interested parties to text you an e-mail address or cell phone number. There is no magical tool out there that will let you find new business without any time, effort, or money invested.

Property marketing should be a part of prospect marketing. Despite a few positive stories, consumers are still being inundated with horror stories about the economy and the national housing market. As a real estate professional, you will need to counter the weight of that negativity by reminding consumers that in your area homes are still being bought and sold. Use just listed and just sold postcards as well as market update flyers to remind your farm that you’re doing business, and opportunity still exists.

For more information, visit www.sharperagent.com.

ShareTweetShare

Related Posts

Filters
Agents

Property Search Filters New Agents Should Master

June 18, 2025
Powell
Economy

Federal Reserve Leaves Interest Rates Unchanged in June Meeting

June 18, 2025
Coldwell Banker Announces 2025 30 Under 30 List
Industry News

Coldwell Banker Announces 2025 30 Under 30 List

June 18, 2025
Berkshire
Agents

A Strategic Mindset for a Shifting Market

June 18, 2025
BOSSCAT
Industry News

BOSSCAT™ and Pillar To Post Extend Exclusive Data Partnership

June 18, 2025
sellers
Agents

Strategies Sellers Should Embrace With Other Homes for Sale Close By

June 18, 2025
Tip of the Day

First Impressions Matter to Clients

Nail the first impression with these techniques, and help clients feel confident choosing you. Learn more.

Business Tip of the Day provided by

Recent Posts

  • Property Search Filters New Agents Should Master
  • Federal Reserve Leaves Interest Rates Unchanged in June Meeting
  • Coldwell Banker Announces 2025 30 Under 30 List

Categories

  • Spotlights
  • Best Practices
  • Advice
  • Marketing
  • Technology
  • Social Media

The Most Important Real Estate News & Events

Click below to receive the latest real estate news and events directly to your inbox.

Sign Up
By signing up, you agree to our TOS and Privacy Policy.

About Blog Our Products Our Team Contact Advertise/Sponsor Media Kit Email Whitelist Terms & Policies ACE Marketing Technologies LLC

© 2025 RISMedia. All Rights Reserved. Design by Real Estate Webmasters.

No Result
View All Result
  • Home
  • Premier
  • Reports
  • News
    • Agents
    • Brokers
    • Teams
    • Consumer
    • Marketing
    • Coaching
    • Technology
    • Headliners New
    • Luxury
    • Best Practices
    • National
    • Our Editors
  • Publications
    • Real Estate Magazine
    • Past Issues
    • Custom Covers
  • Events
    • Upcoming Events
    • Podcasts
    • Event Coverage
  • Education
    • Get Licensed
    • REALTOR® Courses
    • Continuing Education
    • Luxury Designation
    • Real Estate Tools
  • Newsmakers
    • 2025 Newsmakers
    • 2024 Newsmakers
    • 2023 Newsmakers
    • 2022 Newsmakers
    • 2021 Newsmakers
    • 2020 Newsmakers
    • 2019 Newsmakers
  • Power Broker
    • 2025 Power Broker
    • 2024 Power Broker
    • 2023 Power Broker
    • 2022 Power Broker
    • 2021 Power Broker
    • 2020 Power Broker
    • 2019 Power Broker
  • Join Premier
  • Sign In

© 2025 RISMedia. All Rights Reserved. Design by Real Estate Webmasters.

X