Is the Mouse Mightier than the Phone?
I’ve noticed more and more agents running to open new accounts on Facebook, Twitter, and other social networking sites in an effort to close more deals. Are many of these agents missing out by focusing all or too much attention online instead of “offline?” Is the mouse mightier than the phone?
Old School Prospecting
Before there was Facebook, Twitter, or even computer software, the average “hard working” Real Estate Agent would have a stack of phone numbers, a telephone, a pen, and a stack of index cards on which to capture information regarding all the leads. Agents dialed phone numbers, talked to potential clients, determined whether the person they spoke with was a lead or not, then they kept track of leads for follow up.
- Successful agents: Used a list, a stack of lead cards, and the phone to make contacts
- Unsuccessful Agents: Mailed posts cards, bought various forms of advertisement, and did floor time
New School Prospecting
When the price of computers dropped drastically and new software was developed, more and more Agents moved their systems to an “electronic” model. The new systems made many of the daily activities of a Real Estate Agent easier and much more efficient.
- Successful Agents: Use online databases to manage their prospects and leads, keep in touch with clients using email, and use the phone to make contacts.
- Unsuccessful Agents: Use mass email marketing, mail post cards, buy advertisements online and offline, and spend a lot of time and money creating and maintaining websites.
Future School Prospecting
I am advised that the future of the Real Estate industry is here, through Facebook, Twitter, and other social networks. Some claim that most deals will be made over the web: I personally believe that statement not to be true. I believe that these networks are great “tools” for us to use, but that they don’t and should not replace phone calls and door knocking.
- Successful Agents: Will use Facebook, Twitter, and other social networking sites to: stay in touch with their past clients and sphere of influence, network with top agents from across the country and display a professional image of themselves for potential prospects. They will still collect leads, whether it is from Facebook or from a database, and then attempt to make contact with the leads over the phone, by calling them, or in person, through door knocking.
- Unsuccessful Agents: Will market listings on their social networking profiles, add as many random friends as possible, spend more than a few hours a day reading other people’s profiles and market themselves online and offline.
Are you committed to market yourself effectively? Are you ready to move past your computer to the phones and porches where you will find your new clients?
