Given up your New Year’s resolutions yet? Just make sure you don’t neglect your pipeline. You need to keep prospecting if you want to make your brokerage’s targeted growth a reality.
While there are many new opportunities and technologies out there that offer different approaches to prospecting and lead generation, it’s important to evaluate and keep up with methods that have been working already.
Here are a few tried and true prospecting tips to continue your business’s growth this year and many years to come.
1. Evaluate what worked last year.
Take a step back and look at where most of your leads came from in the previous year. Now is a good time to do so, as many new marketing strategies take time to pay off. Maybe that blog you launched last January started slow but is now giving you consistent growth in site traffic. Or maybe that paid advertisement campaign just didn’t work. Reallocate your resources and energy accordingly.
2. Revisit last year’s no’s.
Using a CRM platform makes it easier to look back at previous contacts and see who said what. Most likely there are a lot of contacts sitting in your database that either said they were not interested at the time or just haven’t responded in a while. Reach out to them again and get the conversation going, either by offering an interesting viewpoint or article or just asking a question.
3. Get on the phone.
Cold calling is incredibly important to generating leads. Many times, a call is less likely to be ignored than an email or an advertisement.
Don’t stop at cold calling new leads, though. It’s also crucial to call and continue to reach out to past clients. Maintaining a relationship is key to having them generate leads for you through referrals or repeat business. Also, they will be happy to hear from you via phone instead of a generic “Hi, how have you been?” email.
4. Join a business networking group.
This is a great way to generate leads in commercial real estate in particular. Joining a group will give you visibility into the business community, as well as the opportunity to become an advocate for these businesses and get to know the owners or representatives. Typically, these groups support each other so you could be sure to get a quality lead or two out of the group.
5. Make yourself a local expert.
There are ways to make yourself known as a local expert in commercial real estate without spending tons of money on marketing all over your community. Reach out to publications in your area and pitch stories on CRE that will help you provide information to potential clients. Blogging and social media are other ways to help position yourself as the go-to agent or broker.