For those Realtors who are interested in generating business through prospecting but are having difficulty prioritizing, the bullseye above should help. Begin in the center and work from there toward the “crust” of the target.
Sphere or Center of Influence – When all is said and done, this will likely account for about 40% of your business throughout your career, “give or take.” Provide them with the communication, service and respect that they deserve.
Contact Group – These are people that you’ve had contact with in one form or another, i.e. open houses, met at a social function, school committee, etc. Make sure every one of them is aware that you’re in the real estate business. Sounds obvious, but you would be surprised at the frequency with which a contact sells or buys a home without remembering that the person they recently met is in fact a Realtor.
Target Group – This can be a group of people who fall within the scope of a certain demographic or geographic. “Empty Nesters” or waterfront properties fit into this catergory of prospects. They take a long time to cultivate, but if you market them properly,they can be a “gold mine” for your entire career.
The General Public – The general public includes anyone that is not a member of the other three groups, including someone you meet at the grocery store. Business generated from the general public is a crapshoot, but if it results in a transaction, it’s often one that occurs quickly.
Place all the members from your customer base into one of the four groups above and it will streamline your business and make it much more simpler to manage.
What group do most of your contacts belong to?
Which one have you been focused on in 2012?
Please respond in the comment section below.
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[...] a follow-up to Friday’s blog post, “Real Estate Made Simple,” below are random thoughts to further simplify a Realtor’s mission and help to remove [...]