Best Practices: Creative Prospecting

We asked REALTORS® to share their best practices for creatively prospecting new clients. Here are some of the responses we received:

Mary Diaz
Long Realty Company, Tucson

“I have recently started a concerted effort to increase my web prospecting, and one avenue I have done this through is social media. I use Facebook to stay in touch with my sphere and reach out to their network. I use groups on LinkedIn to network with other professionals and people who are relocating to my area. I use Twitter to reach out to the community as whole. On all of these sites, I post interesting articles, new listings coming on the market, open houses and real estate trends so people come to me as the expert. I have even started a Facebook page specifically for Tucson Historic Homes, my specialty. In just a few short months, I have already grown my network substantially and received several leads. In fact, I will be closing on a deal today that came from Facebook!”

Kathy Howe, ABR, GRI, CRS, CNE
How2Arizona Real Estate, Sedona

“I looked at my market, Sedona, and realized [that] while the Internet was my media of choice, I was mostly dealing with the ‘Silents’ and the ‘Boomers.’ Average age: 51 years. Back to basics. I designed a postcard campaign meant to drive people to ‘Think Sedona’ and ‘I live in your neighborhood.’ I hand-wrote messages, hand-addressed them and hand-stamped them. The phone began to ring. It’s called institutional advertising—keeping your name out in front of your audience, and it takes about four mailings for that to happen.”

Jonathan Dalton
RE/MAX Desert Showcase, Glendale

“My best practice has been the work on my blog, www.AllPhoenixRealEstate.com. The articles contained within the website allow clients to ‘interview’ me, before we ever speak, about a variety of topics from the purchase contract to the state of the market to details on working with foreclosures and short sales. The blog’s format also has allowed me to focus on specific niche markets in which I want to prospect. As a prospecting tool, the blog has been sufficiently successful that I’ve been able to abandon print and other more expensive marketing methods.”

Liza Asbury
Russ Lyon | Sotheby’s International, Phoenix

“The power of social networking sites is fascinating to me! I try and connect with at least five people a day on Twitter. I tweet about anything and everything. I then ask people following me to repost my tweets. The possibilities are endless!”

Want to be featured in an upcoming “Best Practices” article? We’re looking for best practices for volunteering your time and greening your business. Send your name and best practice tip to editor@aaronline.com. Or share your own prospecting tip in the comment box below!