It is the end of winter and a lot of home buyers are completely over the holiday season. They are getting ready to make their home search. The same goes for home sellers—with the cold season gone, many are more motivated and very much prepared to get their homes in the market in anticipation of a robust number of buyers looking for homes. Indeed, the real estate market begins to heat up during this season and, yes, for real estate professionals, there are a lot of home buyers and sellers out there who will need your services. But, given these circumstances, can agents really afford to be lax with their prospecting efforts? For a true real estate leads prospector, absolutely not!
Although the volume of leads start to increase during this season, there are several reasons why agents should beef up their prospecting. Here’s why.
With great volume comes great competition
Does this line sound familiar? (yes, it was derived from a friendly-neighborhood super-hero flick) Never is this truer than in the spring market. With the sheer volume of prospects out in the open, your competitors are also out there ready to pluck away the next prospective buyer or seller that comes their way. For this reason, it is important for you to be ahead in the game by pro-actively reaching out to your leads to let them know that you exist and that you can help them with their real estate needs.
In the sea of leads, you don’t want to be stuck in the shallows
Yes, in the spring, there is a vast sea of home buyers and sellers but the question is how many of them are truly motivated to buy or sell a home? During this season, many “supposed” buyer leads may just be curious to see what homes are available out there but are not exactly intent on purchasing. The last thing you want is to set an appointment with a lead only to end up becoming a tour guide, driving a bunch of people around town showing them homes that they won’t buy.
The same goes for non-motivated sellers. With the confidence that there is a rise in demand, there may be homeowners out there who are just curious to know how much their home is worth but not really intending to sell.
It is because of these reasons why real estate leads prospectors should take extra effort not only to reach out to as many leads as they can, but also to understand their prospects’ motivation. Better prospecting will prevent you from getting stuck with leads with shallow motivation. The more motivated prospects you get in touch with, the more “real business” you can expect for you and your team.
Help people “really” be in the know
Over the past few decades, the exponential advances in information technology has given many home buyers and sellers access to the real estate market by simply going online and tapping into any of the many real estate resources available in the internet. Although, the world wide web has become a powerful tool for real estate professionals for generating and harvesting leads, it has also become a potential source of disinformation for the very leads they are reaching out to.
As the spring market begins, many of these “misinformed” real estate prospects may be out there. Don’t be surprised if you encounter a someone insisting to get their home sold for an amount based on certain websites that supposedly does market analysis for homes in their area. You, being a real estate professional, having access to the actual data, know that this may not be the case; and that the price being demanded may not actually be supported by the market.
That said, it is almost a disservice not to do all we can to find these leads, get them in the know, and help them fulfil their real estate needs. They may not know it know, but these people certainly need you as much as you may need them.
Springtime is definitely an exciting time in real estate, so real estate professionals should enhance their prospecting efforts and not miss out the many opportunities for them to help their prospects find the home of their dreams.
For more information and tips on real estate leads prospecting, visit http://www.RealEstateLeadsProspector.com or call us at 407-401-9225.