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Kristen deBl…, Real Estate Pro in Hillsborough, NJ

I'm a new agent in NJ, and I'd love some advice on getting started from those of you with more experience. What are some creative ways of?

Asked by Kristen deBlasi, Hillsborough, NJ Tue Sep 4, 2012

prospecting? I'm not sure where to start and if anyone could help point me in the right direction, I would appreciate the advice!

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Kristen,

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.
1 vote Thank Flag Link Wed Sep 5, 2012
Hello Kristen,

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.
IrinaKaran@gmail.com
1 vote Thank Flag Link Wed Sep 5, 2012
Make sure you always have business cards with you and give them out. Engage in conversation with people wherever you go and let them know that you are a realtor. It takes hard work, patience, persistence, passion and knowledge to succeed .
Good luck!
1 vote Thank Flag Link Wed Sep 5, 2012
I'm sure you've been advised to create that list of absolutely everyone you know. Classify them into groups - people you know will use you or refer people to you as their realtor, people you think will, people you think might use or refer to you, and those you hope won't. Eliminate the last group, then start contacting them all in person or by phone (watch do not call lists, but if you know them, there's always the "been thinking about you" call.) Ask if they have a relationship with a realtor, and if not, tell them you'd like to be the one they think of and would call if they or someone they know has a real estate need. Make it a point to get face to face with people. You'll find out who on your list has a brother in real estate, and know to mark them off your marketing list.

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.
1 vote Thank Flag Link Wed Sep 5, 2012
Kristen,
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
727.420.4041
http://RealEstateMadeEZ.us
1 vote Thank Flag Link Wed Sep 5, 2012
On the topic of your own website, you want all your business management to be portable if you change brokers. Don't make the company sponsored website, contact management system or MLS your primary tool. you can link those to your own sites and software but be sure you maintain complete control.
0 votes Thank Flag Link Mon Sep 10, 2012
Hi Kristen,
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!

Laura Feghali
Prudential Connecticut Realty
0 votes Thank Flag Link Sun Sep 9, 2012
When I got started in the business the 2 main things that worked best for me were doing open houses at my Broker's listings and "farming" specific neighborhoods. To start with I selected 2 areas -- one was higher end and the other was within the median selling price.
0 votes Thank Flag Link Sun Sep 9, 2012
What did you do before you where an agent? I have been a home inspector for over 8 years, so when I started real estate I went back to the beginning days of my home inspection business and wrote letters to all my customers whose real estate agents where no longer practicing or enrolled in our MLIS. I ended up with almost 150 names and only have gone through 2007. So if you have a customer list from a previous job that could be a start.
0 votes Thank Flag Link Wed Sep 5, 2012
Call me after ten am at my office ask for jeffrey ferretti.in the mean time google my name!
0 votes Thank Flag Link Tue Sep 4, 2012
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