Finding Your Business Copy

A common misconception with people who are not in the real estate industry is that a salesperson’s main job is to find buyers. While this is a critical component of what we do, it is pointless having a database of buyers if you have nothing to sell them.

‘List to Last’…’He who controls the listings controls the market’… There are many sayings in our industry that point out the importance of finding potential sellers and earning the right to assist them in the journey of selling their home.

In real estate, the act of meeting people who have the potential to do business with you at some point in the future is referred to as PROSPECTING.

Learning Outcome

At the end of this module you will:

• Understand the importance of finding people who are thinking of selling now and in the future
• Know a number of ways to be proactive in finding prospective sellers
• Have some strategies to maintain contact with the people you meet long-term, even if they are not doing business with you YET
• Know how to ask the question to get you on the shopping list of potential agents for them to use.