Reaching Tomorrow’s Customer Today
Prospecting and Building Relationships Online
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?
It is what you have always done.
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.”
The Network of Networks: The Internet
Some things have obviously changed. We have the internet, e-mail, text messaging, instant messaging, I-PODS and I-Phones. The rate of technology adoption is accelerating and it is in large part generational.
Who and where are the real estate buyers and sellers of the future, the buyers and sellers of 2018? 2019? 2020?
How can you meet them today to get a jump on your competition? Is your competition already working to gain the competitive edge in the future?
If you plan to be in the real estate business in the future, then tomorrow’s buyers and sellers must be part of the vision of your business and your career. You need to begin prospecting now.
Who are the real estate buyers and sellers of the future?
They are the “Net Generation,” those born between 1975 and 1996. They are the future homeowners, the buyers and sellers of tomorrow. They can’t remember a time when there was not an internet. They are also the generation that will inherit the accumulated wealth of their parents and grandparents in unprecedented amounts.
Where are they and how can you meet them? They’re active in social networking sites such as Facebook, Instagram, Flickr, and others.
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