Field Guide to Farming And Prospecting
(Updated September 2007)
Developing new and potential leads are crucial to growing and expanding a successful real estate business. Here you will find tips for getting started in your farming and prospecting efforts, ideas to set your goals and productivity levels and ways to enhance your overall results. A wealth of resources available to you from NAR, including a variety of Toolkits and articles from REALTOR® Magazine Online and an abundant of new books, eBooks and related Field Guides from Information Central is also included. Finally, updated information pertaining to telemarketing and the "Do Not Call" rules and regulations is presented, as well as ways to utilize the internet as a viable tool in your prospecting efforts.
(Kerrie A. Bartlett Walsh, Marketing & Communications Coordinator)
Contents:
Getting Started | Telemarketing | Internet Techniques | Books, eBooks & Other Resources
Features from REALTOR® Magazine Online
Prospecting Toolkit, (REALTOR® Magazine Online, 2007).
Personal Marketing Toolkit, (REALTOR® Magazine Online, 2007).
Follow Up Toolkit, (REALTOR® Magazine Online, 2007).
Handouts for Consumers Toolkit, (REALTOR® Magazine Online, 2007).
Build a Better Website Toolkit, (REALTOR® Magazine Online, 2007).
More clever ways to spend $1,000 or less, (REALTOR® Magazine Online, Sept. 1, 2007).
Spotlight your expertise - how to hold a winning seminar, (REALTOR® Magazine Online, Sept. 1, 2007).
3 mistakes to avoid when introducing yourself, (REALTOR® Magazine Online, Aug. 24, 2007).
The list issue 2007 - prospecting, (REALTOR® Magazine Online, Mar. 1, 2007).
Attention getters - 21 spectacular prospecting ideas, (REALTOR® Magazine Online, Sept. 1, 2006).
The list issue 2006 - prospecting and service, (REALTOR® Magazine Online, Mar. 1, 2006).
Beyond the cold call - scripts for in-person prospecting, (REALTOR® Magazine Online, Sept. 1, 2005).
90 days to real estate success: a week by week guide, (REALTOR® Magazine Online, Feb. 1, 2005).
Compelling offers that turn site visitors into leads, (REALTOR® Magazine Online, Feb. 1, 2005).
Getting Started
Behavioral targeting grows, (B to B, Aug. 13, 2007). Q
Creative prospecting - targeting your marketing to the individual, (RISmedia.com, Aug. 9, 2007).
Top 10 marketing and prospecting ideas, (National Underwriter Life and Health, July 23-July30, 2007). Q
Fundamentals with finesse - from drip marketing, house calls, and weekly open houses, veterans share the basics, (California Real Estate Magazine, Mar. 2007).
Grow your business with relationship marketing, (Agency Sales, Feb. 2007). Q
Commit to make 2007 your best year ever for sales, (Orlando Business Journal, Jan. 12, 2007).
Use time, organize day to be most productive, (The Denver Business Journal, Dec. 15, 2006).
Every sales call requires an objective and a decision, (The Denver Business Journal, Oct. 13, 2006).
Follow these tips to keep prospecting for customers, (Charlotte Business Journal, Oct. 6, 2006).
Sell like you date, (Rough Notes, Oct. 2006). Q
Foot in the door: the challenges new REALTORS® face, (Boston Business Journal, Aug. 25, 2006).
Prospecting: get twice the results in half the time, (Charlotte Business Journal, July 28, 2006).
Use a proven formula to get more appointments, (Puget Sound Business Journal, June 30, 2006).
New business is out there if you're willing to find it, (Orlando Business Journal, Apr. 14, 2006).
Why salespeople won't call, follow up or even show up, (Denver Business Journal, Dec. 16, 2005).
The 90-day rule, (Realty Times, Nov. 15, 2005).
Put the coffee down - there's a lot more business out there, (Orlando Business Journal, Sept. 16, 2005).
The new fundamentals to build your business, (California Real Estate Magazine, 2005).
How to cure "I'll get to it, I promise ... later", (Business First of Buffalo, Jan. 17, 2005).
Successful selling is about what you 'no', (Business First of Greater Louisville, Jan. 7, 2005).
National Do Not Call Registry (www.donotcall.gov).
When the law says 'do not call', (ABA Bank Marketing, May 2007). Q
Hold that call, (Michigan REALTOR®, Mar. 2007).
Do-not-call alert, (Florida REALTOR®, Feb. 2007).
Hot leads, cold calls - finding new business by working the phone, (CRN, Jan. 22, 2007). Q
Don't make a marketing mess, (Community Banker, Nov. 2006). Q
Cold calling rewards those with the skill to use it, (American Agent and Broker, Jan. 2006). Q
Realty reality - clarifying do not call rules, (Realty Times, Aug. 9, 2005).
Getting to the right people, (The American Salesman, Mar. 2005). Q
Getting to know web visitors key to improving lead management, (B to B, Aug. 13, 2007). Q
Smart technology for working leads, (Mortgage Banking, Aug. 2007). Q
Give searchers what they are looking for - and get the lead, (RISMedia, Mar. 2, 2007).
Using e-mail as prospecting tool: do's and don'ts, (The Denver Business Journal, Sept. 8, 2006).
Why telemarketing efforts don't work online, (Realty Times, Oct. 23, 2006).
Scarcity of lists continues to stunt e-mail prospects, (Business to Business, Feb. 13, 2006). Q
Online leads - gold mine or waste of time?, (Florida REALTOR®, Nov. 2006).
In a filter fix, (Incentive, Jan. 2005). Q
Stand out from the crowd, (Target Marketing, Jan. 2005). Q
eBooks & Other Resources
eBooks.realtor.org
The following ebooks and digital audiobooks are available to NAR members:
E-Marketing (Adobe eReader)
Beyond Traditional Marketing (Adobe eReader)
Heavy Hitter Selling (Adobe eReader)
Sales Dogs - You Do Not Have to be an Attack Dog to be Successful in Sales (Mobipocket)
Advanced Selling Strategies: The Proven System of Sales Ideas, Methods and Techniques Used by Top Salespeople Everywhere (Adobe eReader) (Mobipocket)
Customer-Centric Selling (Overdrive Digital Audiobook)
The Science of Influence - How to Get Anyone to Say "Yes" in 8 Minutes or Less (Adobe eReader)
Power Talk - Using Language to Build Authority and Influence (Mobipocket)
Direct Selling 101 - Achieve Financial Success Through Network Marketing (Overdrive Digital Audiobook)
Fool Proof Marketing: 15 Winning Methods for Selling Any Product or Service in Any Economy (Adobe eReader)
The 10 Demandments (Adobe eReader)
Easy Step By Step Guide to Telemarketing, Cold Calling and Appointment Making (Adobe eReader)
Big Business Marketing for Small Business Budgets (Adobe eReader)
Persuasion - The Art of Getting What You Want (Adobe eReader)
Success as a Real Estate Agent for Dummies (Adobe eReader)
The Networking Survival Guide - Get the Success You Want By Tapping Into the People You Know (Adobe eReader)
Get More Referrals Now - The Four Cornerstones That Turn Business Relationships Into Gold (Adobe eReader)
The Best Damn Sales Book Ever (Adobe eReader)
The One-Day Marketing Plan (Adobe eReader)
Creating E-Mail Newsletters (Adobe eReader)
Hug Your Customers (Adobe eReader)
Books, Videos, Research Reports & More
The resources below are available for loan through Information Central. Up to three books, tapes, CDs and/or DVDs can be borrowed for 30 days from the Library for a nominal fee of $10. Call Information Central at 800.874.6500 for assistance.
Magnetic selling - develop the charm and charisma that attract customers and maximize sales, (New York, NY: American Management Association, 2006). HF 5438 B62
Dress your best ... , (New York, NY: Three Rivers Press, 2005). GT 5524 K28
The Fred Factor, (New York, NY: Doubleday, 2004). HF 5500 Sa5f
Dare to Be There - Power Prospecting, (David Knox Productions, 2004). DVD 012
Hard work: success made easy, (Phoenix, AZ: Henry Cooper Press, 2004). HF 5386 C85
How to list and sell real estate: executing new basics for higher profits, (Mason, OH: Thomson South-Western, 2003). HF 54328 K38ht
Internet marketing in real estate, (Chicago, IL: Prentice Hall, 2001). HF 5548.5 C83i
101 ways to promote your website, (Chicago, IL: Maximum Press, 1999). HF 5548.5 Sw3
Field Guides & More
These Field Guides and other resources in the Virtual Library may also be of interest:
Field Guide to Do-Not-Call, Do-Not-Fax and Do-Not-E-Mail Laws
Field Guide to Working with FSBOs
Field Guide to Effective Online Marketing
Field Guide to Marketing Tips for REALTORS®
Field Guide to Tips for New REALTORS®
Field Guide to Time Management for Real Estate Professionals
Field Guide to Goal Setting for REALTORS®
Field Guide to Productivity for REALTORS®
Field Guide to Sales Techniques
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The inclusion of links on this Field Guide does not imply endorsement by the National Association of REALTORS®. NAR makes no representations about whether the content of any external sites which may be linked to this Field Guide complies with state or federal laws or regulations or with applicable NAR policies. These links are provided for your convenience only and you rely on them at your own risk.
