31/03/2026
*REAL ESTATE SALES PROSPECTING TECHNIQUES*
- How to Get Clients to Buy From You!
From The Desk of The Chief Coach
President Billionaire Realtors (BRG)
As a real estate sales person, one unique skills you should posses is the act of prospecting and ability to ensure your properties stands out in the market and also attracts the right buyers attract the right buyers that has your purchasing power into your sales funnel.
Below, I will share some basic steps to take for you to attract the right buyers into your business of selling real estate, most especially for newbie realtors.
*1. SCAN THROUGH YOUR CONTACTS & CREATE A LIST OF PEOPLE THAT YOU KNOW HAVE THE POTENTIALS TO BUY WHAT YOU ARE OFFERING*
Create a long list of people you suspect can buy the properties you are selling. It can include all the people you have known in the past and those you recently came in contact with.
*2. CATEGORIZE THE NAMES & CONTACTS YOU HAVE COLLATED*
Go through the names and contact you have collated and categorise them based on how you met and the relationship you have with them. Doing this will make your work easier as it is going to help you in picking up your conversation.
For Instance; Categorize to old students, friends, religious associations, community association members, etc.
*3. PUT A CALL THROUGH TO YOUR LIST OF CONTACTS CREATED*
Put a call through to each contact list category created.
It's very important to take note that your first call shouldn't be about the property you want to sell. Otherwise, you will get rejected as people don't like to be sold to.
Established a relationship first with them the first time of calling so you won't appear desperate. You need to firstly make them LIKE YOU, then LOVE YOU before they can TRUST YOU. Once you gain their trust, they become your cash producing machine.
Whatsapp is a very good marketing and communication tool. For those not on your whatsapp contact, get their whatsapp number, and initial chat with them so they can see your whatsapp stories. Send broadcast messages with educative and informative materials once a while, and remember not to SPAM them always with unnecessary posts.
*4. BE A MEMBER OF A WELL TO DO ASSOCIATION & GROUPS*
Your NETWORKS determines your NETWORTHS.
You need to associate yourself with a well to do groups and associate if you don't belong to one. You can start from the church or mosque you attend. You can also begin to participate in your town/community associations & Groups, estate residents association, etc.
What you're doing here is to network with people and create relationship with them. Remember you don't start selling to them immediately. You joined or registered. Build a relationship first.
If it warrants you to change your church or place or worship, do it and don't apply sentiments.
Once you've fully established yourself in that association you belong, you can then apply an indirect approach by using the people within your association to raise up ideas that will favor your real estate business, e.g., business seminar/talks or empowerment program in which you will be one of the speakers and facilitators
Other areas of networking also include frequent visits to Lounges and boutique restaurants, registering in a gym or sports centers for activities like lawn tennis, football, snookers, swimming, etc.
Take your market to where people who can avoid it are, join a club, and be an active member.
*5. GO OFFLINE MARKETING*
Offline marketing refers to any advertising that is carried out using traditional offline media, such as television, Handbills, billboard ads, and radio. Even though many marketers are focusing on digital marketing and advertising, traditional offline media channels are still important.
Some offline marketing strategies to adopt on low budget;
- Strategically distribute fliers/handbills in places where people you know that can buy your products frequents. Sometimes, you don't have to be the one doing the handbills/flyers distribution by yourself as we have people doing it for a living now. You can engage them to distribute why you supervise.
- Approach groceries, shops, malls, and supermarkets where there are traffics of people you suspect can buy your properties to allow you to drop your flyers/handbills
- Approach organizers of events or conferences to allow you to put roll-up banner venue of their events & distribute your product handbills/fliers. You can ask to be part of their sponsor if you have the capacity so you can have the opportunity to talk to the event attendees about your product.
You can also have access to the contacts of the people who attended the events and thereby follow up on them with calls, SMS, and emails.
*6. LEVERAGE ON THE POWER OF DIGITAL MEDIA*
Digital marketing, also called online marketing, is the promotion of brands to connect with potential customers using the internet and other forms of digital communication.
Digital media marketing includes
- Social Media Marketing (Facebook, Instagram, Twitter, Whatsapp, Snapchat, Tick Toks, etc)
- Video Marketing (YouTube)
- Email marketing
- Content Marketing (Forum/Blog Posting)
- Search Engine Optimization
For you to be able to use the digital media marketing effectively, you have to posses the following basic skills such as Data Analysis, Content Creation, SEO & SEM, CRM, Communication Skills, Social Media and some Basic Design Skills.
Make use of these few tips above and thank me later
Happy Selling 👌🏻
I remain Emmanuel Abikoye
ChiefCoachofLagos
