Prospecting: Reaching Tomorrow’s Customer Today

Prospecting and building relationships in the age of the internet is fundamentally the same as it has always been...

Nothing has changed really. Prospecting in the real estate business has always been about "reaching tomorrow’s customer today."

Even though it is precisely the approach taken by successful licensees since I entered the real estate business in 1975, it is not usually expressed in this way. So important is this thought, this phrase that you should write it down and make it something that you hang on your wall as a reminder. Look at it every day.

Constantly ask yourself: How do I reach Tomorrow’s Customer Today?

Building the level of trust and confidence required for a homeowner to list with you the most valuable possession they own takes time. You do not usually list a house the first day you meet the owner.

In order for people to give you their business or refer you to their friends and family, you must win their confidence and that is usually something that takes place over time. Consider also that the average term of home ownership is some 5 to 8 years and it is easy to see that you are constantly in search of Tomorrow’s customer today.

You more than likely met today’s customer yesterday and have been building that relationship over time.

Part of the job description of a real estate professional is to open lines of communication with as many people as possible, and then to keep those lines of communication open.

Traditionally, this has been done by making real-life appearances everywhere you can. We refer to it as “networking.” It has often been said that the real estate business is a “people business” and that it is all about “networking.” Contacts create contracts.

How are you reaching tomorrow's customers today?