Prospecting 101

Overview

Whether you're a seasoned real estate agent or just starting out, one thing remains constant throughout your entire career-the need to prospect. Successful prospecting is about more than just signing new clients; it's about building a system that, with the right efforts on the part of the agent, keeps replenishing prospects and leads over time. This course discusses creating a sustainable prospecting strategy and many prospecting activities including open houses, direct mail, geographic farming, and more.

Find this course for your license

License or Certification

Regulator

Learning Objectives

Recognize key terms related to prospecting and the typical timeline involved
Explain the importance of consistent prospecting for agents in all stages of their careers, including the use of bird-dogs
Explain the difference between marketing and prospecting and how to set appropriate boundaries when preparing a prospecting plan
Identify some of the most common prospecting activities--including open houses, direct mail, door-knocking, geographic farming, community involvement, and business materials--and how to succeed at them
Discuss issues related to blind advertising, website and social media use, and following up with purchased leads and making cold calls while complying with regulations
Design an effective and sustainable prospecting schedule using time-blocking techniques and active and passive prospecting
Summarize how to choose and implement a Customer Relationship Management (CRM) system and track results using Key Performance Indicators (KPIs)

Designed For:

Real estate professionals in all stages of their careers

Course Information

Adding additional credit may change exam requirements.

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