NATNews Blog > June 2016 > Top 4 Ways to Build a Winning Prospecting Plan

    Top 4 Ways to Build a Winning Prospecting Plan

    6/29/2016 8:20:20 AM
    By CRS Data
     
    It’s never too early or too often to take a close, strategic look at your prospecting plan. In addition to providing a wonderful experience for your homebuyers, your online property data program can be a rich and insightful resource for finding your next clients and buyers.
     
    To get you on your way to leveraging your property data tools regularly to land your next customer or buyer, we’ve providing a deep-dive into prospecting options. Simply navigate to the prospecting section of your property records program to get started. Here are a few ways to tailor your search criteria and ultimately mine data that can lead to results.
     
    1. The Subdivision Search
    Create a prospect list within a neighborhood where you just sold a home. This is a fantastic opportunity to reach buyers where you’ve had previous success. You can pull a mailing list for anyone who’s owned a home in your specific subdivision for longer than a year. Simply adjust your “Last Sale Date” range for one year out. Then, create a mailer with a personalized letter outlining your success, interest and intimate sales and trend knowledge of their subdivision.
     
    2. The Senior-Markets Search
    Try setting your prospect search to deliver a list of prospects who have owned their home for 20-30 years. You can do this by entering the purchase dates into the search fields and then adjust your search by excluding absentee owners.  These homeowners could possibly be on the lookout to sell and downsize or even purchase a second home.
     
    3. The First-Time Homebuyers Search
    If you’re on the lookout for first- time homebuyers who may be ready to sell and purchase their second home, simply pull your prospect list by entering their “Last Sale Date” range from 5-7 years old.
     
    4. The Renter Search
    If you have rental homes, a great way to find potential renters is to start a search by selecting an area that has historically been a high rental community. Once you pull a prospect list in that area, your can adjust your search criteria to deliver only Absentee Owner” homes and this will help you create a more refined list of potential renters.

    With the right property records program, you should have the ability to modify and export your list in Excel, as well as created mailing labels in a PDF format. Be sure to be honest and thoughtful within your marketing outreach materials, taking time to explain the benefits of your services, your knowledge of specific, relevant neighborhoods or areas of town and your enthusiasm to help your potential client achieve their end goals as a homeowner or renter.
     
    For more information, visit www.CRSData.com. 
     
    Reprinted with permission from RISMedia. ©2016. All rights reserved.