I got my start by working expired listings. I focused on listings I believed would turn to sold if marketed differently, or if certain advice was followed. I reached out to owners and offered a current, written market analysis and offered suggestions about condition and price. This specific group of sellers became a crucial part of my business. The key is to work with sellers who are motivated, realistic about their prices and make decisions based on facts opposed to emotional attachment. Be direct, honest and provide good service. They will keep the referrals coming your way.
I find Trulia helpful in getting clients/other agents contacting you.
I got a listing from talking to a guest at an alumni event in the beginning of my career - but you have to present yourself from the first as an expert in whatever your area of expertise is.
You can offer to sit open houses for other agents who don't like open houses - in your office and meet buyers and neighbors there.
You can ask other agents to give you buyers' referrals in areas where they don't want them.
Many people use tax and public data to door knock on pre-foreclosure properties.
I know a lady who volunteered for Superbowl, met a client there and closed on 1M+ property with him.
She was totally new in business.
At seminars, meet agents who are out of your area and ask them to refer business to you...
When talking to our sphere of influence, don't ask for referrals - they'll forget most likely to do that.
Ask if they recall anybody in a position to move (before the event, not when they are already working with another agent).
Some renters (which you can start doing right away through say Craigslist) don't realize that they can buy. Be the one to enlighten them - first time course buyers are good crowd to give a seminar to - I had a few deals from this.
I'm trying to concentrate on ways of prospecting without financial investment, but if you can invest - you can start your farm right away.
Hope this helps,
Irina Karan 305-904-2355
Beachfront Realty, Inc.
It was awkward for me to cross that barrier of friend vs business relationships, but just making sure they know you are in the business and have your card is a start. I had pens made with my name and number on it. People seem to really appreciate them! I pass them out at our downtown market days, and have had two clients from people who work in the booths.
Just a few ideas for you.....
Find, get, CREATE some STUFF!
#1, A road project in Pinellas County Fl will result in many areas of the road way to be elevated over 30 Feet. Additionally, dramatic traffic pattern changes will occur resulting in over a mile journey simply to turn around if you want to go north. When this project becomes reality in 10 or 20 years, those communities not at the intersect will become blighted. Print your 'show and tell' copy of the elevation and traffic maps from the state website. There's some stuff the community would appreciate knowing and your solutions before the cones go up will be appreciated.
#2. You know that book you just wrote and published on LuLu, for $17, regarding the "Best Kept Secrets of Hillborough County"....yeah..that one! Or maybe you wrote a book regarding the "100 Days of Summer" (http://www.lulu.com/shop/annette-lawrence/100-days-of-summer ) and you are now providing a complimentary (PDF) copy for those in your community. Good grief, don't print it and hand to them. they need to sign up and download from your website...which of course will wow and dazzle them....'cause it's got STUFF too!!
#3. Get moving! Yep, you may want to invite the community to join you and your friends every week for a 3 to 5 mile run. We all run better when not running alone. You demonstrate you passion for 'quality of their life' by inviting them to 'get moving." Last evening there were 12 regulars and two new couples from Michigan and Kentucky looking to own a piece of the Sunshine State. We had a vendor demonstrate a 'lego' type kayak, catamaran, sailboat, that could be disassembled and transported in the trunk of a car. Sometimes we expose runners to nutritional supplements for those who believe a 5 miler is a warm up.
Get some 'STUFF' and share it with those whom can benefit. The conversation WILL go in the direction you eventually want. Have fun. Smile. Remember, you not selling, you are creating relationships and making friends.
Be aware, it need not be as complicated as my efforts. This is just my passion. Take Jeffrey up on his offer and see if he can get you to chatting with motivated sellers and engaged in transactions as quickly as possible.
Best of success to you
Annette Lawrence, Broker/Associate
Remax Realtec Group
I agree that hosting Open Houses for other agents in your office will get you in front of potential buyers to possibly get them to work with you. Prepare yourself ahead of time to know everything about the home and neighborhood.
Also, contacting everyone you know to inform them that you are now a real estate agent in the area and appreciate them referring you to anyone they know who may be interested in selling or buying a home.
And yes, do begin to think which neighborhoods you wish to target in your market area to "Farm". Create some direct mail pieces that will give the home owners some valuable real estate information which they may not be able to find elsewhere. Do this on a consistent basis so that your name becomes very familiar to them. That way, when the time comes for them or someone they know to sell they might reach out to you.
Good luck to you!
Prudential Connecticut Realty