Sometimes even experienced agents go through periods of decline in their businesses. For years things went well and they had all the clients they needed without making much effort to market themselves.
And now… getting the listings has become difficult.
What’s the cure?
First, you need to rejuvenate your enthusiasm – and that’s not always easy. But take a deep breath, think about how good you’ll feel when you’re successful, and get going.
Then do two things: Actively prospect for new clients and renew your connections with past clients and your sphere of influence.
Reconnecting with everyone who already knows, likes, and trusts you is the easiest.
Send your past clients a letter saying: “It’s been a while, but I’m still here and ready to answer your questions about the market and/or help you any time you need me.” Then continue to contact those folks every month.
If you’re not sure how to approach writing to people who may not have heard from you in a long while, try my Past Client Letters.
Next – Choose an area to prospect, and hit it hard.
Get out a map and mark off a territory. If your budget is strained, start with only a hundred or so homes and begin writing to them every week or two. Once you get results (and thus more money to spend), expand the area.
Let them know that you want to become their resource – they don’t need to wait to contact you until they want to buy or sell – they can call with questions any time.
These letters will get you off to a good start with a geographic territory.
Then, in addition to your mailings, make yourself visible. Go to their meetings, cheer for their school sports teams, and stop for coffee at their local establishments. To make yourself interesting – be interested.
Go back to the basics – prospect for FSBO’s and Expired Listings
They’re still out there, and they still need you. Numerous new agents have given their careers a jump start from these two sources.
And now, since you’re not new, you can cite your experience in selling homes just like theirs. You can even include good testimonials with your prospecting letters – and you should.
Get started today. You don’t need to wait until you figure out what to say in a letter, because I have what you need already written, ready for your personalization.