Imagine that when moving around your prospecting area, you could get information from owners who are selling properties in real time, around you, and in the palm of your hand.Fantastic, right?Right! Even because, in general, for those in the area of real estate mediation, the term prospecting is associated with the complex action of contacting people to find property owners who want or need to sell their home and, on the other hand, it is also associated with a taboo for many real estate agents: direct contact, on the ground and face to face… It is important to note that, for mediation, prospecting represents the path to raising funds, that is, to signing a real estate brokerage contract that defines the major common objectives between owner and real estate agent representing him: find interested parties, qualify and obtain proposals to carry out the operation in the shortest possible time and always at the best price.
Prospecting, only online?
Today, with ever-increasing reach, the internet seems to have resolved resistance to the prospecting taboo in the field🇧🇷 This is because there is a widespread perception that the properties available are all online. It suffices to intensively research the best generalist websites and list the properties that one intends to monitor to acquire, or, in the case of the buyer client, that one intends to visit. Despite being a form of prospecting, in my opinion, it is not quite like that, because it cannot be seen as the only way to obtain information. Also read: What you should know when signing a real estate agency contract
Anyone who has walked the path knows
What starts off as an easy task often turns into a complex and frustrating quest, as the information is often duplicated, out of date and not very transparent, not to mention that, for the most part, it is distributed among several interlocutors because the owner (seller customer) prefers to work with Real Estate Agents on an open basis. In other words, you prefer to hand over your house to several agents so that all of them can promote your property at the same time. There is a lot of promotion noise and many misunderstandings, which sometimes leads to the opposite of the desired effect, that is, the a discredited sale which is often done at a price lower than what the market could offer, and sometimes even slower, as the buyer’s distrust of unclear cross-information tends to increase the decision time. In short… It’s not good for those looking for it, it’s not even good for the owner, who only after his decision realizes the pain of having several interlocutors without much commitment to promote his greatest asset. Read more: The challenge of standing out in a real estate market in high
Free yourself from the prospecting taboo and prove results in the field
In fact, the The best opportunities are the ones that haven’t been announced yet., and it is on the ground, or with people who know him well, that this privileged information is obtained. But for that, you have to be consistently on the ground and systematize your prospecting so you can measure your results and prove for yourself what many agents already know. it may be something new, but for Professional Real Estate Agents this truth emerges from the experience of those who one day decided to prospect in the field to find out who is selling, or who might want to sell their home.Creating a regular presence and a consistent relationship through In dialogue with people from the positioning and prospecting area, precious information is discovered not only to be able to arrive first but, later, to know how to negotiate the best proposal based on the information collected.You have to prospect through multiple channels (offline and online), in an organized way, and mainly consistent.The good news is that technology can make your prospecting a lot easier and faster whether it’s online or in the field!When you want to evaluate an offer, collect data, compare and create a history that supports your value proposition for a negotiation process, you must rely on technology to help you record and cross-reference: what you find online, on the ground; and what you find on the ground, online. The novelty is that, today, this technology can already be used in the form of an app, in the palm of your hand, and controlled from your mobile phone so that you have access to all the information available in real time about who sells, or to register who might want to sell. as well as comparing data to prepare fundraising proposals with a business advantage. But the most important thing is that you can measure your steps and results of the actions you have planned for prospecting, and it is the results that encourage us to always do more and better.
Good news for agents who are less organized and resistant to prospecting
Only the most important part was missing, make the prospecting activity more interactive and less monotonouswithout losing the guarantee of the ability to collect and process data. The proptech CASAFARI knew that this point was crucial to unlock the action of prospecting and created the CASAFARI GOa new feature within your CRM application that promises real estate agents’ prospecting is easier, more fun and more competitive through gamification, to encourage more consistency and generate more results. healthy competition among real estate agents that can be organized into groups within the CASAFARI GO app. You just have to define goals, routes and a starting line, then just do GO and watch the business grow in the palm of your hand! “Real estate is my life and my life is dealing with people.” Living in Lisbon and working in Portugal, Spain and Italy, Massimo Forte is above all passionate about real estate, a business that he considers to be from people to people. With more than 25 years of experience in the largest real estate brokerage companies, he is now dedicated to consulting, training and sharing knowledge as one of the biggest Real Estate Influencers in Portugal.