Prospecting real estate customers is part of the negotiations. It is one of the most complex and careful negotiation steps to take: it requires time, dedication, method, study, care and management. In this post, we will help you to think more about this subject and suggest some tips for you to improve this process. Prospecting customers is not an easy task. It takes a lot of dedication and a thorough knowledge of the market and the customer's profile. Knowing how to prospect depends not only on negotiation techniques, but also on analytical understanding, relationship, knowledge of technologies, methodologies, goal setting, etc. Therefore, to have a good prospect of customers it is necessary to boost the name of your brand, making the process even simpler. This is because people trust brands that are already known and well consolidated in the market. Therefore, we will list some tips on how to make the prospecting process simpler for your real estate. Remembering that sales and leasing are systematic processes and must be monitored at each stage to identify points of opportunities. Let's start with the basics. 

The client

You need to go out into the field, talk to people and observe groups and discussion forums in your market. From there, observe the motivations of your audience, what they are looking for, what are the doubts and what they expect from real estate agents. After this study, it is essential to define your persona. Search for personal characteristics, motivations, life plans, etc. Based on these profiles, build a personalized prospecting strategy. Perform tests and see what works best for your company. Look at the customer portfolio and see which ones should be contacted again and which ones can be canceled. Carefully search your portfolio for your prospecting customers. Notice how the construction sector is doing in your city and what financing options are available? Search for socioeconomic data for your region. It is important to attend events in the area and also in other segments that may open up new opportunities. Be sure to take a weekly stroll in neighborhoods to see how supply and demand is going. So take the time to study and research industry trends. The real estate market is constantly changing. Seek help with those who understand the economy to know the main indicators, talk to the competition, notaries and city halls.

Define the means of prospecting

The prospecting of customers varies according to the medium used. It is important to have a well-grounded and constantly monitored digital marketing strategy. However, do not completely abandon the local newspaper or the radio. Some audiences still place a lot of value on these media. Always monitor your results: create metrics and use a customer management system to organize your customer prospecting routine. Remember that every customer has a problem to solve (security, convenience, speed, comfort, luxury, etc.). Have your portfolio updated to understand the types of customers in your business. Be honest about the possibilities. It is better to lose a sale now and have a customer forever. If the business does not close at the moment, invest in the relationship, call and invite to events, the important thing is to keep in touch! Have a place to take notes and record your customer perceptions. For that, it is necessary to keep the organization. If the negotiation has not been done, write down the reason and look for future alternatives, if possible. Find out how to prospect in different environments (such as during holidays, for example). A good salesperson is always on the lookout for opportunities. Meet people, make real estate partnerships and increase your network of contacts.

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Motivation and security

The only certainty is that everything works in one process, especially the emotional side. That is why it is important to invest in courses, talk to friends and family, exercise or have a hobby. Put your mind to work for you. Invest in your emotional intelligence and when you are with the client, show enthusiasm, kindness and optimism. It is necessary to transmit security and confidence in your work. Prospecting customers should be your routine, be part of your day. Always have a daily prospecting goal and write down the results. Compare, see what went right and what went wrong and redo if necessary. Perform tests! Be present in your client's queries and queries, not only when negotiating, but before and especially after. A good way to understand how to increase negotiations is to research how and what your competitor is doing. Never settle for knowledge, as prospecting is changing and the more you understand about this flow, the more chances of negotiation you will have.

How to search for Leads

Leads are people interested in what you have to offer. Therefore, they appear on your website, on your social networks, in your physical store, at events or at fairs in the area. They can contact you by calling or emailing you. What is the main objective at this stage? Get a form of contact to start the relationship with them. The most used way to capture leads today is to generate quality content (articles, videos, e-books, booklets) and CTA (call to actions), on the website and on social networks. This causes people to leave their email / phone number and name for future contacts. This action must be continuous, so that you expand your “sales funnel mouth”.

The importance of marketing in prospecting customers

Marketing strategies are forms of contact with the client, which aim to lead the client to finalize a negotiation with his real estate agent. Nowadays, the customer is increasingly demanding. So when the customer comes to you, they usually already have what they want in mind. From that moment, it is your job to find solutions for it. Therefore, it is important to invest in marketing, so that your client finds your real estate as the best option. This goal is achieved through SEO techniques. In addition, within marketing, there is real estate advertising. This strategy brings many benefits to your business, including: greater prospect d and customers and better brand positioning. In addition to investing in marketing, it is clear that you need to meet customer expectations. It is useless for the client to go to your real estate agency because the advertisement said that you are the best in the real estate market if you do not provide good customer service.

Invest in marketing tools

Marketing is an essential element for professionals who want to achieve success today. He is responsible for providing improvements in negotiations, strategically reaching the consumer. There is one thing that no one can deny: keeping up to date is essential to stay ahead of the competition. So get to know and get in touch with new technologies and news in the real estate market. This practice is favorable for you to improve your work activities. With so many new features, tools and existing resources today, it’s important that you don’t mess up and choose the best tool for you. Choose those tools that will positively and effectively interfere with your performance in the quest to improve your sales.

Marketing plan

Every business that wants to reach a considerable number of customers and establish a successful routine must have a consolidated strategic marketing plan. This document will summarize the understanding about the market, envision trends and record characteristics of your business. In addition, the plan will describe how the company intends to achieve its marketing objectives considering the resources and limitations. To establish it, you need to think about the following steps: planning, implementation, evaluation and control.

Marketing research

This feature is part of a system that is dedicated to getting to know the consumer market, identifying the opportunities and difficulties encountered in this market, understanding what the bench markings are and improving the marketing plan. Nowadays, it is possible to carry out these analyzes in an uncomplicated way through social networks and search engines. Marketing research helps in making strategic decisions for future company actions and can be essential for them to be successful.

CRM + Google Analytics + Google Calendar

These three tools are very important, both in terms of prospecting customers and in terms of organizing your work. Using those helps in positive results for your customers and for your company and team. A real estate CRM will give you quality when turning leads into customers because it allows you to follow your customer and remember the customer details that will differentiate you as a salesperson in the lead's eyes. The J etimob is a management platform of its customers and their property (which has among the plan options, a free version) that organizes your business opportunities. It allows you to follow each step of the prospecting step by step, until the deal is closed. It is an excellent tool for organizing your routine on how to prospect customers and monitor their results. Google Analytics is a free tool from Google that monitors your entire site. From there, you can see how many people visited your page and can find the source of that traffic. Thus, you can establish a marketing plan to improve your actions. Google Analytics is indispensable for any type of company and, when used in conjunction with a CRM, it can be quite effective in improving your results. The Calendar works like a calendar and is a free application from Google. With it you can organize your tasks in one place, create events and reminders. Therefore, this tool helps to monitor the work, because with it you are able to use it on any device, both on desktop and mobile. 

E-mail marketing

Email marketing is still a primary tool in real estate prospecting. It is responsible for taking many customers to the stage of closing a deal. The triggering of these messages can be carried out through paid tools or free of charge through MailChimp, for example. This free tool not only improves the relationship with the customer, but also increases the conversion rate. When approached strategically, email can be your primary connection with your customer. So don't just use email marketing to passively answer your customer or just make an initial contact. Use to exchange quality information, send unique opportunities first hand, report something relevant.

Social networks

Be proactive and don't just settle for likes and shares. Interact with the leads: relate to them in the comments, notice which posts gave the most results and invest more on that path. The most appropriate thing today is to invest in content, to nourish the customer not only with ads, but with subjects that he would like to know. You see, use the network to advertise your properties, yes, but don't just focus on that. You can post news relevant to the real estate sector, content from partner blogs or, even better, share articles from your own blog (if you have one). Knowing how to use it in an intelligent and humanized way, showing authority and relevance in the area, in addition to arresting your client, helps you to win new ones. Observe the behavior of your audience, browse the pages where they browse, search the forums on subjects in the area (and blogs). Define who your ideal customer would be and, from there, improve your communication to those who really need or are interested. Follow up the service, say a Follow up. This strategy requires organization of your routine, therefore, establish periodic deadlines to get in touch, for example: 7 days, 15 days, 30 days and so on.

EXTRA TIP: use your site responsively

Your website must be designed to facilitate the client's trajectory in it. This means that the pages must be designed with the customer's view in mind, the information must be constantly fed, it is important to have the profile of employees and a prominent space to attract customers. It also needs to be adapted for mobile phones, as today the search through mobile devices already represents more than 60%. The client should visit your website on his cell phone in a comfortable way, the images must be in the correct size and the texts too.

Prospect with purpose

These are just a few tips on how to prospect customers, you can include yours based on your experience. The important thing is that you prospect for real estate clients continuously and monitor the results to adjust the process. Be aligned with marketing, as it should reflect your negotiation goals. Your team must be clear and know the type of customer that the company seeks, so train your team for approaches.

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