Real Estate Prospecting Ideas for 2022

real estate prospecting ideas 2022

Real estate prospecting is all about outreach. A real estate prospector emails, texts or door knocks, to initiate contact with potential clients. While real estate lead generation strategies help bring the clients to you, real estate prospecting is all about going out and finding the clients.

Here are some real estate prospecting ideas to implement into your real estate business in 2022.

Learning how to prospect in real estate can be one of the most rewarding pursuits, and is hands-down the best way to generate new leads.

Get A Free Consultation

See How We Get You REAL Results.

SEM – Unlock massive amounts of traffic with Search Engine Marketing (SEM) using a combined SEO/PPC strategies with clear ROI. See REAL Results

SOCIAL / EMAIL – our team creates epic content that will get shared, get links, and attract traffic back to your website for lead generation.

CRM – Tie all of your marketing efforts together, track your contacts across all channels, automate follow-up, and measure REAL results.

Prospecting Ideas for Real Estate Agents

Here are some real estate prospecting ideas for both residential and commercial real estate to help you generate more business:


1. Learn the Science of Real Estate Prospecting Letters

The first tool in a real prospector’s toolkit is the prospecting letter. The real estate prospecting letter is a fantastic tool for prospectors because it serves several purposes:

  • It conveys a lot of information (like a neighborhood CMA)
  • It’s an easy way to introduce yourself and soften the ground before a phone call
  • It’s effective: Hand-addressed letters are read more than a cold postcard

Though prospecting letters are great, they’re not all created equal.

Make sure your prospecting letters are personalized, professional, and authentic. Nobody likes reading mail addressed to “Dear Sir or Madam.” Remember, your goal with your letter is to demonstrate your value and prompt someone to reach out for more information, so make sure you include a motivational call to action as well.

Get Started Today: Write a prospecting letter to 10 neighbors about the last home you sold. Share exactly what you did to get the job done, and how you are ready to help them too.


2. Make Your Real Estate Prospecting Decisions Based on Data, Not Comfort

Realtors who use data to guide their decision-making are going to come out ahead when it comes to real estate prospecting.

When you’re real estate prospecting, make sure you’re tracking your results very carefully. If there’s a particular strategy that connects with your prospects well, leverage that strategy and focus more on it, even if it’s relatively uncomfortable.

For instance, a letter is easy to write and non-confrontational, but if it doesn’t advance your goals, why would you consider sending it?

That neighborhood garage sale you sponsored was time-consuming and required a lot of face-to-face prospecting, but it netted you three new clients. Even though the garage sale took longer and was more difficult, it’s clearly the way to go.

Get Started Today: Put big data to work for you in your prospecting. Predictive analytics platform like SmartZip or Offrs can help you narrow down the prospects in your community to only those most likely to buy or sell.


3. Remember: You’re Providing Value to Your Community

One of the biggest complaints we hear from new agents is that they don’t want to “bother” anyone with cold calls or door knocking. We get it—no one wants to be seen as the sleazy salesman.

Of course, the reality of the situation is that you’re actually providing value to your community.

When you reach out to potential buyers and sellers, letting them know about your services and expertise, you’re also making them aware of their options in the real estate community. I’m sure we’ve all heard the first-time homebuyer or seller say, “I had no idea I could do any of this!”

Get Started Today: One way to start to provide this value to your community is by creating a neighborhood website. These websites act as hubs for what’s going on week-to-week, provide valuable opportunities for spotlighting the best and brightest members of your hometown, and are a great way to establish yourself as an authority in your market. The Faces Of specializes in these sorts of websites, providing a unique platform for sharing your passion for your community and its members. They only allow one real estate agent per area,


4. Make Your Weekly Goals About Work & Your Long-term Goals About Results

An image of a road to the horizon with text goals

Since real estate prospecting is all about picking up the phone and making it ring for your soon-to-be clients rather than waiting for them to call you, it makes sense that you’re going to talk to a lot of people who are interested in what you have to say, but not quite ready to get active in a transaction. Don’t be discouraged by this.

Make your weekly prospecting goals about the work you’re doing: the number of calls you make, the number of texts you send, the number of doors you knock, and so on, and make your six-month goals about the amount of business you close.

The more seeds you plant now, the more you’ll harvest later!

Get Started Today: Start building your prospecting into an overall real estate lead generation strategy that will allow you to dedicate some time to the long-term nurture of prospects, some to the quicker turnaround of paid lead generation, and some to the care and keeping of your existing clients.


5. Use REDX to Improve Your Real Estate Prospecting Efficiency

contact info gif

Just a few years ago, real estate prospecting involved a huge amount of grunt work. You’d have to gather addresses for mailers and scrounge through various less-than-reputable websites to try to find phone numbers.

Luckily, these days we have amazing and affordable software that can do the heavy lifting, meaning all you need to do is polish those scripts.

REDX is a prospector’s best friend because they do all the hard work for you, giving you all the information you need to start reaching out on day one, and even tools to make that outreach more efficient. REDX gives you owner profiles on every single Expired Listing, FSBO seller, and more. Their built-in Power Dialer automates your calling, making your phone prospecting up to 400% more efficient.

Get Started Today: Our favorite REDX lead categories are FSBOs, Expireds, and GeoLeads, so make sure to check all three out.


6. Sponsor Seasonal, Family-friendly Neighborhood Giveaways

There are few better ways to ingratiate yourself to a community than to give away fun stuff, and there are lots of chances throughout the year to sponsor giveaways—American flags on Memorial Day and 4th of July, pumpkins before Halloween, and Christmas trees in December, just to name a few.

Either go door-to-door offering these items, or set up a neighborhood pickup night where your potential clients can come to a particular location and meet you. However you choose to do it, each giveaway comes with a handshake, some exchange of contact information, and a call to action, helping to make you the neighborhood real estate expert.

Get Started Today: Neighborhood giveaways are a fantastic prospecting strategy when they’re a part of an overall real estate farming approach. Get started today by identifying a neighborhood in your market that is perfect for real estate farming and start planning your first touch.


7. Create a Lead Generating Website

Rachell Clifton - Real estate website example

Real estate prospecting is easier if people are already familiar with who you are and what you do. Create a website that provides visitors with information about selling a home in their community, an opportunity to search for properties currently listed for sale, and a way to contact you with questions.

You’ll be setting yourself up for easier conversations and higher conversion rates when you do actually get to speak to your prospects directly.

Check out our Custom Real Estate Websites

Get A Free Consultation

See How We Get You REAL Results.

SEM – Unlock massive amounts of traffic with Search Engine Marketing (SEM) using a combined SEO/PPC strategies with clear ROI. See REAL Results

SOCIAL / EMAIL – our team creates epic content that will get shared, get links, and attract traffic back to your website for lead generation.

CRM – Tie all of your marketing efforts together, track your contacts across all channels, automate follow-up, and measure REAL results.


8. Follow Relevant Hashtags on Social Media & Engage in 1-to-1 Real Estate Prospecting

Prospecting isn’t about cold calling and mass mailers—it’s about starting and then cultivating a relationship with people who you think will be great buyers and sellers, either now or in the future. One-to-one prospecting is a great way to build this relationship.

When you see a baby bump or a stroller, you should identify a potential client who needs more space! Take the opportunity to engage in any way you can in person, but also on Instagram with those in your sphere who are posting about being a new mom. If you’re a mom you can relate on that level. Instead of offering mommy advice, offer real estate advice. Make sure to mention posts usign a hashtag, such as #lamoms.”

Get Started Today: Start following the hashtags relevant to your community on Facebook, Instagram, and Twitter. Make note of who is using those hashtags, and look for opportunities to reach out and get a conversation started.

Related Article: Top Real Estate Hashtags


9. Dedicate 90 Minutes a Day to Real Estate Prospecting

real estate prospecting

Your prospecting efforts will only be as successful as they are consistent. Prospecting is a lot of work (and has a lot of potential reward), so thinking that you’re going to get your prospecting done in just a couple minutes a day isn’t realistic.

Successful real estate agents set aside 90 minutes every day and dedicate them to prospecting. Those who can commit to a regular schedule will be amazed at the results that 7.5 hours of prospecting each week will get you.

Get Started Today: Head to your calendar and block off 90 minutes of protected time to prospect each day. We suggest making it the first thing you do every morning since you’re more likely to be using tools like your customer relationship manager (CRM) in the morning anyway.

Real Estate CRM: Still looking for a real estate CRM? Check out iMax CRM


10. Call Expired Listings Every. Single. Day.

real estate prospecting expired listings

Expired Listings are golden opportunities for real estate prospectors (no pun intended). After all, the owners of these homes have raised their hand and said, “Yes, I want to sell my home.” For one reason or another, their home didn’t sell, but chances are, their desire to sell their home hasn’t changed.

The only question is whether you’re going to list the home or a more aggressive agent in your office will get to it first? Before you get an expired listing owner on the phone, have the background on each listing. What was it listed for? Was it priced right? Was it marketed correctly? Be ready to overcome objections and move quickly.

Get Started Today: Head to your MLS and set up a personal alert for any property that changes to an “expired” status. Remember, you’re not the only agent who is planning on prospecting these leads, so the sooner you get on the phone and start making these connections, the better.


11. Call FSBO Sellers Every. Single. Day.

real estate prospecting fsbo

Just like Expired Listing sellers, FSBOs are fantastic prospects to nurture because the sellers have proven that they want to sell their home now.

However, the approach is different with FSBO owners than it is with Expired Listing sellers because these owners are convinced (or at least they claim to be) that they don’t need a real estate agent to sell their home. Either that, or they just don’t want to pay the commissions.

You’d think that these folks would be impossible to convince otherwise, but you’d be wrong.

We know that more than 91% of homes in the U.S. are sold using the services of a realtor. According to Realtor.com, the median home sale price for a FSBO home is close to $60,000 less than the median sale price of a realtor-listed home. Usually all it takes to win these listings is a savvy pitch and persistent follow-up.


12. Stop Fearing the Word ‘No’

According to a study done at Baylor University on real estate cold calling, it takes an average of 209 calls from a real estate agent to a farm area to set an appointment or get a referral. For those of you with a fear of rejection, the takeaway here is that you’re going to have to endure 208 gut-wrenching “no’s” before you finally get a yes.

For those of you who have already gotten over your fear of “no,” this statement is music to your ears. It means that for every “no” you get, you are quantifiably closer to a “yes.” It means that if you can make 627 calls in a week, you’re going to get three appointments out of that hard work.

Get Started Today: Use a basic spreadsheet like Excel or Google Sheets to make a cold call tracking form and start tracking your results. When you start looking at rejection as data, it’s much easier to hear the word “no.”


13. Get Some Face-to-Face Time With Your Real Estate Prospects

real estate prospecting coffee

If real estate prospecting is about establishing a relationship with potential buyers and sellers, there’s no better way to take that relationship to the next level than a little face-to-face time.

Just shaking hands with someone you’d like to do business with is a powerful experience.

Keeping your face in front of your current decision-makers, as well as getting it in front of any new decision-makers, is a must for real estate prospecting.

People need to see your face; they need to shake your hand in order to really establish a relationship so you become their go-to real estate resource.

Get Started Today: Set up some “office hours” at a local coffee shop. Every time you speak to a cold-outreach prospect, mention that you’re going to be at a coffee shop on a certain morning, and they should drop by for a cup of coffee on you and to talk about real estate if they’d like. Creating a non-confrontational way to offer a face-to-face experience is an excellent way to mature relationships.


14. Use Video Marketing to Soften Your Prospects

real estate prospecting video

Prospecting letters aren’t the only way to soften a particular set of future clients. Social media advertising provides some very specific targeting options when it comes to who you want to see your content.

YouTube Ads allow real estate agents to run video advertisements within a specific geographic farm area. We found that recording testimony videos from past clients and running these videos as YouTube Ads to be a great way to build brand awareness within our farm area.

Using YouTube’s targeting features, you area u to reduce the audience size to only homeowners and those likely to buy a house in the near future. YouTube Ads are cost effective. YouTube ads for real estate cost 3 to 5 cents per view and are targeted to only be shown to qualified, potential clients.

Get Started Today: If you’re not sure where to start when it comes to video content, start with property. Every time you are showing a home, grab your phone and shoot a quick, 30-second tour of the home and post it to wherever you’re active on social media. Even if the listing isn’t yours, it demonstrates that you’re active, you’re available, and let’s be honest, who doesn’t like looking inside someone else’s house?

Check Out: Videos Every Real Estate Agent Should Make


15. Create Facebook Groups Your Prospects Will Flock To

Social media is a popular place to prospect, but it’s not the easiest place to do it unless you know what you’re doing. In fact, a study done by Kuno Creative showed that for business pages with less than 500,000 followers, on average, only 6% of your organic following actually even sees your post, much less engages with it.

But that doesn’t mean that you can’t prospect profitably on Facebook.

Many of our clients have had a lot of success using Facebook Groups to generate real estate leads.

Check out: How to Use Facebook for Real Estate Advertising


Get A Free Consultation

See How We Get You REAL Results.

SEM – Unlock massive amounts of traffic with Search Engine Marketing (SEM) using a combined SEO/PPC strategies with clear ROI. See REAL Results

SOCIAL / EMAIL – our team creates epic content that will get shared, get links, and attract traffic back to your website for lead generation.

CRM – Tie all of your marketing efforts together, track your contacts across all channels, automate follow-up, and measure REAL results.

Conclusion

We’ve got lots of great advice for generating real estate leads. Not sure where to get started? Check out our Real Estate Lead Generation Ideas for 2022 and get yourself inspired to kill the real estate game in 2022!

Have a great real estate prospecting strategy that’s working for you? Let us know in the comments below!

Leave a Reply

Your email address will not be published. Required fields are marked *

This site uses Akismet to reduce spam. Learn how your comment data is processed.

Free Consultation

Sign-up Now!

CHEM.digital C Logo Icon