Outperform Your Competition With These 10 Prospecting Essentials

It’s no secret, prospecting is a critical factor in determining how successful you will be in the real estate industry. This article will identify prospecting strategies to help you stand out from the competition and increase your real estate success.

From knowing your niche to utilizing digital marketing to its fullest potential, these strategies will help you make the most of your time, acquire more leads, and close more deals.

1 Know Your Niche

Identify your competitive advantage and focus your efforts on the areas where you excel. Also, consider the type of clients you want to work with and the services you can offer to meet their needs.

2 Leverage Behavioral Targeting to Connect with Your Ideal Prospects

With your niche selected, use behavioral targeting to identify key characteristics of your prospects and then craft a message that speaks directly to them.

3 Create a Localized Website With SEO Optimization

This is your home base for showcasing your listings, marketing your services, and providing resources for buyers, sellers, and investors. Consider including a blog to discuss local real estate news and showcase local resources such as schools, restaurants, and attractions.

4 Embrace Video in Your Marketing

Video has the potential to reach a large audience and gives potential prospects a chance to get to know you–building your trust and credibility. Your tips and market insights will help to position you as a local market expert. Video marketing also helps you stay top-of-mind with past clients.

5 Leverage Social Media to Connect with Prospects

Social media is a terrific way to build relationships with prospects and create content that adds value to their lives. Share helpful advice and tips about the area, the real estate market, and the home buying/selling process. Connect with local businesses and organizations to increase your presence in the community and become a trusted resource.

6 Host Events to Network With Prospects

Host open houses or educational seminars that allow potential prospects to meet and learn more about you. Consider participating in, or organizing, local community events to meet new locals and build connections.

7 Develop an Effective Follow-Up Process

It’s important to follow up with prospects after initial contact to stay top of mind. Take the time to craft a personalized message tailored to the prospect. Ask questions that will give you insight into their needs and wants. And don’t rush the process! Be patient and take the time to build trust and rapport.

8 Providing Exceptional Customer Service

Always strive to provide the highest level of customer service to ensure prospects will remember you and reach out for future business. That starts with listening intently, following through on promises, providing timely answers, and going above and beyond when needed.

9 Leverage Referrals From Past Clients

Word-of-mouth referrals from happy past clients are invaluable for real estate prospecting. Sending thank you notes is a great way to thank past clients for their business and remind them to refer their friends and family.


Develop an Effective Lead-Nurturing Strategy

It’s important to identify and prioritize leads based on their level of engagement and interest, so you can focus your efforts on the most promising leads. This is why it’s important to have a lead-nurturing strategy that includes targeted content, automated emails and follow-up calls to keep prospects interested and engaged.

Prospective clients are out there… we’ll help you find them

What’s just as important as your current client? Your next one! Proven prospecting methods like the ones above will help fill your pipeline and start some conversations.

Use this top ten list of prospecting strategies and tactics to stand out from the pack and get noticed.

Share This Story, Choose Your Platform!


  1. Shelina Bohanon February 13, 2023 at 8:05 am - Reply

    Bay area Realtor
    Shelina Bohanon watermark properties

  2. Patty the Rockin' Realtor February 14, 2023 at 2:07 pm - Reply

    Thanks for the information. Patty the Rockin’ Realtor RE/MAX Premier

  3. Angie Woodard February 22, 2023 at 3:50 am - Reply

    Thank you for the tips, tricks and professional business practices.
    Realty ONE Group Dockside, Myrtle Beach, SC

    • Amanda ERA First Advantage Realty, Henderson, KY February 22, 2023 at 7:35 am - Reply

      Great advice, thank you!

  4. Myesha Molenda February 22, 2023 at 8:00 am - Reply


  5. Felicia February 28, 2023 at 10:50 am - Reply

    Thank you for the tips

Leave A Comment