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Finding Clients in Real Estate

Oct 24

An effective real estate prospecting strategy will enable realtors to acquire new clients through active outreach and outbound communication. Of course, in real estate that is much easier said than done. 

The real estate industry is notorious for being super competitive and more than half of the licensed real estate agents close less than 10 deals a year. Now, it’s really easy to get caught up with staying “busy” at the office doing administrative tasks and reading up on market news. 

However, if you’re not focusing on developing a solid real estate prospecting strategy, your career as a realtor may be short-lived. That being said, online marketing for real estate is challenging and there are so many options to choose from. 

The good news is that using proven real estate prospecting tactics in combination with powerful tools like Showcase IDX will help you get a leg up on your competitors. 

How to develop a real estate prospecting strategy

Developing a solid real estate prospecting plan starts with defining your target market. You could go on all day thinking about different factors to consider, and there are a lot. But we’re going to keep it simple and actionable so let’s start by answering these questions: 

  1. Where are the homes you’d like to be selling?
    Real estate is a very location-focused business, you should focus on becoming a local area expert.    

  2. What’s your target demographic?
    Do you want to work with young couples looking for their first home or with middle-agers looking for a forever home?

  3. What type of properties would you like to specialize in?
    Are you more of an apartment-selling realtor or are you looking to sell commercial properties for local businesses?

Now that you have your target list narrowed down, it’s time to put some proven strategies into practice. With the help of Showcase IDX, you’ll be able to develop a robust real estate prospecting strategy that delivers results. 

Tips for successful real estate prospecting

  • Track your data:
    The use of data has traditionally played a big role in helping realtors make profitable decisions while mitigating the risk of bad ones. However, no other IDX solution enables realtors to maximize the potential of customer data in the way that Showcase IDX does.

    Showcase IDX makes it easy to send lead contact information along with their search history on your website in real-time. This information can be sent instantly to your CRM of choice while reducing manual work and keeping close tabs on your lead’s activity.
  • Provide value to your local community:
    Showcase IDX lets you display properties directly from your local MLS to your own website. Properties listed on the MLS are always up-to-date and provide lots of detailed information that provide a lot of value to prospective home buyers.

    A great way to make a name for yourself in your local community is by creating a few neighborhood websites which you can use to showcase attractive properties in those areas. By providing value to those who need it, you’ll soon become their go-to local real estate expert.
  • Run your lead generation:
    Real estate prospecting required a significant amount of grunt-work and client-facing interactions. Fortunately, Showcase IDX creates leads for your users as they browse properties on your website.

    The process is automatic and the fact that they are actively using your site makes them quality leads which you can use to start your next big negotiation.