This year’s NCAA March Madness tournament has fully kicked off with the First Four games concluding yesterday—Kansas State winning over Wake Forest (95-88) and Mount St. Mary’s winning over New Orleans (67-66). The first two days has certainly been filled with lots excitement and unforeseen events and the happenings in the First Four showcase what college basketball fans can expect on the upcoming games over the coming weeks. Surprisingly, basketball fan or not, if you are a real estate leads prospector, a number of key takeaways from this segment of March Madness can teach you a thing or two about your prospecting efforts.
You’ve probably heard this countless times: that real estate is a “contact” sport. And just like the First Four, there are a couple of things that real estate professionals can learn to take that winning shot in their leads prospecting.
Skill? Luck? Both.
Oh, my gosh… Oh, my gosh… OH, MY GOSH!! You can see this in the faces of those who watched the match between Mount St. Mary’s Mountaineers and the New Orleans Privateers, with the Mountaineers beating the latter, 67 to 66, after they stole a full-court pass, denying New Orleans a second shot. It was certainly a close victory, and one could ask if this was just because of pure luck.
Whether its skill, luck or both, each team certainly prepared to the fullest and played their very best. In the world of lead prospecting, this is certainly the case—every real estate leads prospector should always start their calls warmed up with their scripts and dialogues and prepared with their lead management plan for every contact they make. Sometimes, you may just chance upon the most motivated of prospects from the least favorable lead sources; and when the time comes, you should be prepared to take that winning shot and set that appointment!
Expect the Unexpected
There is nothing more true in this year’s First Four. In the game between the Kansas State Wildcats and the Wake Forest Demon Deacons. The Wildcats, being rather underrated and disadvantaged a couple of occasions in the game, won by a good margin against the Deacons, 95 to 88.
Just like in prospecting, a real estate leads prospector will probably be on the wrong side of the fence for the greater part of his or her calling efforts. But just because you get a stream of no’s does not mean that these leads are not interested “forever”. It simply means that they are not ready to buy or sell a home during the time of your conversation but that may not be the case later on. So, don’t be afraid to circle back to these leads because you’ll never know until you get to talk to them again.
It’s Not Over Until It’s Over
Looking back at the match between Mount St. Mary’s and New Orleans, it must have been a nail-biting wait for both teams (and fans alike) before the final buzzer. This is a classic buzzer-beater win, but it simply proves that it’s not over until it’s over!
Just like that game-changing steal that denied New Orleans their shot, when you prospect, a real estate leads prospector should find other ways to get in touch whether they get a yes or a no from a lead. For example, if a seller says that he or she is not interested to put their home in the market, come out of contribution and offer to send a free valuation of their property. Who knows, when the time (or price) is right, they may just consider to sell and get you simply because you offered to give free info rather than be pushy. Again, it’s not over until it’s over.
Lead prospecting is the easiest and most profitable solution to scale your business. Every successful real estate professional or team works with an effective and easy to understand lead management solution to get the best quality leads and have the most number of conversions.