Fall Prospecting Ideas

Fall is a great time of year to have several meaningful touch points with your sphere of influence to stay top of mind.

In real estate we are always looking for thoughtful reasons to reach out to our friends, family, prospects, past clients, neighbors and local small business owners. We need to stay top of mind so when they hear people talking about real estate, they remember to recommend us. The challenge is…how do we stay in touch without being intrusive.

Everyone loves it when someone we’ve worked for, or someone we know, recommends us as a trusted professional. There are 3 reasons why referrals are amazing:

  • Everyone loves a “retail” experience versus a solicited opportunity. When a prospect comes to us recommended by someone they know, the trust factor is already there, so it is easier to build a relationship.
  • There is a sense of pride that comes when others recommend us because it tells the world that we are trustworthy and we do a good job for our clients.
  • You spend less money on marketing when your sphere is out promoting you by word of mouth. Referrals are win:win:win.

Here are four strategies that will keep you connected and raise the public’s awareness of you this Fall.


Fall Leaf Bags


At this time of year in northern states (and anywhere in Canada) people are doing their fall yard clean up and they require leaf bags to do the job. I recommend you source a local company that will print paper leaf bags with your logo and contact details on them. This is a great opportunity for you to door knock your neighbors (in a mask), engage them in conversations about real estate, and have your marketing all over your geo farm. Just imagine driving through your neighborhood and seeing your name at the end of every driveway. If you want to cut down on costs, you can co-brand the leaf bags with a reputable landscaper. The landscaper can deliver the leaf bags to their clients as well and you get additional marketing with people you don’t know. Post on social media that you are giving away free leaf bags for anyone who wants them. They simply have to message you and you’ll swing by to drop them off. It is a great way to engage your sphere face to face in a real estate conversation when you pop by.


Thanksgiving Food Drive

Everyone respects a businessperson who gives back to the community. Thanksgiving is a perfect time to organize a food drive for the local food bank to help people in the community who aren’t as fortunate as us. Send postcards to your geo farm in advance to announce which day you will be stopping by to pick up non-perishable food donations. Post regularly on social media to announce your charitable efforts and ask people to message you if they have donations and you will stop by to pick them up. Any time you get face to face with people it is a great excuse to have a real estate conversation. On the scheduled pick up day, door knock every neighbor. Wear your company apparel and mask. If someone isn’t home, leave a marketing flyer on their door explaining that you will gladly pick up any donations if they call you. Even if they don’t call, it is a great way to boost your brand.


Halloween Jack-o-Lantern Contest


Halloween is a fun time of year to raise your professional profile in your neighborhood and have fun while you’re doing it. My students have done this very successfully in the past, and I think it is a fantastic idea. Arrange for a local farmer to drop a truckload of pumpkins on your front lawn a week before Halloween and put up a big sign saying “Free pumpkin giveaway on Saturday, October 24 from 1-4 p.m.” Send postcards to your neighbors and everyone in your sphere to announce that you are giving away free pumpkins and you’re having a Jack-o-Lantern contest for the kids.  Make sure your house is well decorated for Halloween. Hire a clown to entertain the kids when they arrive. Put out hot chocolate and engage everyone in conversations about real estate (socially distancing of course). Let parents know that if they text you photos of their kid’s jack-o-lantern you will be giving away a prize for the best one and you will announce the winner on social media. It’s a great way to get cell phone numbers. Add everyone to your CRM system and put them on a drip marketing campaign to stay in touch.


Buy your holiday cards now

If you start looking for holiday cards now you will get the best prices and selection. It will give you time to prepare your mailing list and get organized to avoid the seasonal rush in December. Holiday cards and gifts trigger referrals in the new year. It can typically take you a week out of your calendar to get this exercise completed, but if you start now and commit to handwriting 2-3 cards every day the task won’t seem as daunting.

Let’s put on the full-court press between now and the end of November to make sure you finish this year strong.

Chris Leader
Leader’s Edge Training

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