BAM Key Details:
- With 2023 here, BAM reviews 11 key prospecting tips for real estate agents
- Each tip is proven effective by experienced and successful agents and team leaders
We are officially in the first quarter of 2023. This year brings another chance at a fresh start—as much for your real estate business as for any personal goals you have in mind.
In that spirit, BAM reviews 11 proven prospecting tips for committed real estate agents. If you’re determined to make 2023 your best year yet (whatever the market is doing), read on.
Every tip in this post is vetted by experienced industry professionals. Making them part of your routine can only help you grow as an agent and get you closer to your goals.
Think of it as self-care for your pipeline (we’re pretty sure that’s a thing).
What is prospecting?
In case a clear and concise definition doesn’t fly from your lips when someone asks this question, it’s worth taking a moment to define the word.
A prospect is someone you have reason to believe is interested in either buying or selling a home. Prospecting is finding these people, getting to the heart of what they need from an agent, and convincing them that you are the agent who can get them the results they want.
Now that that’s done, let’s get right into the top prospecting tips for 2023.
Top Prospecting Tips for 2023
Throughout 2022, BAM highlighted several prospecting tips worth implementing. Here, we focus on 11 key strategies for leveling up your skills and growing your client base in the new year.
#1: Start role-playing for 30 minutes daily
As team lead Tom Toole would say, “Proper preparation prevents poor performance.” And proper preparation is a daily thing—not a last minute, “I should maybe prepare for that upcoming phone call/appointment, so I don’t sound like a total newb” thing.
Make time every day for 30 minutes of script practice. Pair up with someone on your team or online to role-play for at least half an hour a day. Block out that time on your calendar and stick to it. Your role-play partner can help you stay accountable to your commitment.
The more you practice your scripts, the more you’ll anticipate typical objections—and know how to respond to them.
After all, the point of all this is to have as many conversations as possible.
#2: Use a prospecting dialer
The dialer makes the call, so all you have to do is be ready to talk when one of your prospects picks up. This is where that role-playing practice comes in.
You can use filters on your dialer to sort out the types of listings you want to call each day, whether expireds, FSBOs, or canceled listings, depending on the script you use.
You can also use a neighborhood search to call everyone in a specific neighborhood with a circle prospecting script. However you use it, your dialer will help you keep track of the number of calls you’ve made.
Make sure you’re inputting notes, so you remember who to follow up with, who to take off your list, and who has yet to answer the phone.
And make sure you avoid numbers on the “Do not call list.”
#3: Block time for making calls
Block two to three hours in your daily calendar for making phone calls. BAM co-founder Byron Lazine suggests making those calls immediately after your role-playing practice, so you feel warmed up, more confident, and ready to go.
There’s little point in paying for a prospecting dialer if you only use it once in a while—when you’re feeling particularly brave (or fearless). Make that dialer earn its keep.
#4: Use the double-tap method
Tom Toole uses the double-tap method to get more prospects on the phone.
Here’s how it works: if you get voicemail the first time you call someone, hang up and call them back immediately. Many times, the person you’re calling will see the same number calling twice and decide to pick up the second time.
Give it a try and see how many of your prospects who didn’t answer your first call pick up on the second. Those back-to-back calls convey an urgency that gets more people picking up.
#5: Call, text, AND email
Don’t just call—or just text—or just email your prospects. Do all three, as Tom Toole suggests. And do them in the following order:
- Call them
- Text them right after the call to tell them you left a message (if they didn’t pick up)
- Email them asking to schedule a time to connect
Always call first. But if you can’t get a hold of them that way, reach out by text and then email. And if they do pick up, make sure you don’t drop the ball on the next tip.
#6: Follow up
Persistence is what will get you that appointment. Be prepared to ask for it seven or eight times before getting a yes. Then, if you get the appointment but don’t get a signature, follow up again. Send a personalized video and call the next day.
Pick up the phone and call them first instead of defaulting to text messages or email. You don’t want to come across as lazy or as if you don’t really care whether they sign with you or with someone else.
Because if they get that vibe, they are definitely going with someone else.
Your pre- and post-appointment routines are critical and should be clearly articulated and easy to carry out.
A clear, airtight process doesn’t leave any cracks for a prospect to slip through. You’ll be following up with them constantly and making sure they have all the information they need.
Follow-up is where the money is.
#7: Increase the number of daily conversations you’re having
The more conversations you have with prospects, the more you sharpen your communication skills, the more you grow as an agent, and the more likely you are to get a yes.
Connecting with more prospects on a daily basis increases the likelihood that you’ll have enough clients signing with you in a given month to help you reach your monthly sales goals.
If you’re not there yet, you need a bigger pool of people—which means you need to call more people daily. And you need to follow up with everyone. Not everyone you call will be ready and willing to transact just then. Play the long game with them.
Whoever talks to the most people will go on the most appointments, get the most signatures, and sell the most homes.
#8 Automate sending information to your prospects
Use the technology at your disposal to automate the sending of relevant information to your prospects, keeping them up to date on changes in their local market.
Keep your CRM updated with the latest details on your interactions with each prospect so you don’t ask the same questions or confuse their details with someone else’s. And keep track of the information you’ve sent them, whether automated or not.
Use your technology to ensure your prospects and clients have all the information and support they need to feel good about moving forward with you.
#9: Use social media (and video) to connect with your market
Social media is an excellent way to connect with prospects and provide relevant information and helpful tips while sharing some of your personality.
The people you want to work with will feel more connected to you and, eventually, trust you.
Don’t be afraid to make videos, either. Most consumers want to work with agents who have the confidence to put themselves out there and share their knowledge. Here are nine videos you can make in 2023.
Note: Your first videos will probably suck—because everyone’s first videos generally do. But the more you keep at it, the better they’ll get. We’ve all gotta start somewhere.
If you haven’t made videos yet to connect with prospects, make 2023 the year you start.
#10: Plan your day, your week, your month, and your year
Set prospecting goals that are specific and measurable. But don’t stop there. Goals without accountability are far too easy to change or give up on when the going gets tough.
Unless you’re accountable to someone else—a team leader, a coach or mentor, or a family member or close friend—those goals will wilt in the face of the first real challenge.
The best goals are also time-bound, specific, and measurable. For example, consider setting a six-week goal where you plan out one (or more) of the following:
- How many appointments you’ll set
- How many appointments you’ll go on
- How many listings you’ll take
- How many homes you’ll sell
Keep those goals visible to help you stay motivated when it’s time to make those phone calls. Aim to have as many phone conversations as possible during the hours you’ve blocked out for them.
#11. Spend more time on income-producing activities
Here’s where we drive home the importance of spending more of your workday on income-producing activities.
This is how you separate activities that just make you look busy from those that actually increase the number of conversations you’re having, the number of appointments, and the number of homes you sell on a daily, weekly, and monthly basis.
So, while plenty of agents out there are doing the bare minimum (or less) to stay in business, you’ll be making steady improvements with your prospecting prowess and, consequently, selling more homes.
Those money-making activities, of course, include making contacts (i.e., calling, texting, email, etc.), setting appointments, going on appointments, and negotiating contracts.
Prospecting involves three of those four activities. So, not making them a daily priority with hours spent calling people, following up, and cultivating relationships with prospects (as well as clients) is a giant fail.
Keep moving forward
To recap, if you’re committed to making 2023 your best year yet, despite the doom-and-gloom headlines, make the following tips part of your daily routine:
- Spend at least 30 minutes daily practicing your scripts
- Use a prospecting dialer
- Block time (every day) for making calls
- Use the double-tap method
- Call, text, AND email
- Follow up
- Increase the number of conversations you’re having
- Automate the sending of information
- Use social media (and video) to connect with prospects
- Plan your day, week, month, and year with specific, measurable goals
- Spend more time on income-producing activities
Which will you get started with today?