Many people don’t know how fantastic this real estate market is.
If you’re an agent who’s trying to figure out how to set more real estate appointments, your primary focus should be on your follow-up. Over 90% of appointments are set during a follow-up conversation, so this is definitely something you want to put some time into.
“If a prospect is thinking of buying or selling within the next 12 months, we consider that to be someone we should nurture.”
Here’s what we do at the DARE Network: We nurture our prospective clients by using a six-point process. The first three points include finding out where the prospect wants to move, when they want to do it, and why they want to move. These help us figure out the prospect’s motivation, which allows us to go into the next three points.
First, we determine whether we have an opportunity to work with them; for example, they may already have an agent. Next, we make sure we have a good way to contact them via phone, email, and even mail. Lastly, we follow up with the prospect. Make sure you have a clear plan and process in place for following up with these prospects.
Here are a few more tips. If a prospect is thinking of buying or selling within the next 12 months, we consider that to be someone we should nurture. We’ve also found that, realistically, an agent can only handle around 60 to 100 nurtures at a time. And again, make sure that you’re following up with anyone you’re nurturing — if they’re wanting to buy or sell within six months, cut your follow-up time in half.
If you have any questions or would like more information about finding new prospects, feel free to reach out to me. I look forward to hearing from you soon.