Real Estate Prospecting: The Ultimate Resource Guide [Paperback]

Loren K. Keim (Author)

Book Description

Publication Date: October 14, 2008

In the Real Estate Industry, as in most sales professions, prospecting is a dirty word.  Far too many people enter the field of Real Estate believing they can wait fo the phone to ring and earn a great living.  Unfortunately, many new agents set themselves up for failure by this approach to business.

A real estate professional's goal is to list and sell real estate.  One of the primary keys to being successful is to identify those people who truly want or need to move, and find a way to meet with them.  This concept of identifying and targeting likely buyers and sellers is called prospecting, and it is a process, not an event. 

This book is the ultimate game plan for prospecting.  It carefully outlines methods to select likely groups of prospects, how to contact those target groups, what to offer them, and how to follow up.

Editorial Reviews

From the Back Cover

As a Realtor needing listings and sales, you can Hope for Them, Wait for Them, or Go Get Them. This innovative book lays out a game plan to identify people who want or need to move, to find a way to meet with them, and then to consistently follow up. As the author states, "Prospecting is a process, not an event". Filled with scripts, dialogues, sample letters, sample postcards and complete prospecting attack plans, this book is certain to help any real estate career blossom.

About the Author

Loren Keim is a National Speaker, an Author, a Professor of Real Estate, and a successful Real Estate Broker.  Keim has written several top selling "how to" books about real estate including "How to Sell Your Home in Any Market", "Real Estate Prospecting: The Ultimate Resource", "The Fundamentals of Commercial Real Estate", "Life Lessons from the Back Seat of My Car" and "Compelling Buyers to Call: The Realtor's Guide to Attracting Buyers in Today's Market".

Keim is a Professor of Real Estate at Lehigh University, and the President of Century 21 Keim in Eastern Pennsylvania.  Keim is in the top 1% of Realtors nationally.

See all Editorial Reviews

Product Details

• Paperback: 218 pages
• Publisher: Infinity Publishing (October 14, 2008)
• Language: English
• ISBN-10: 0741449595
• ISBN-13: 978-0741449597
• Product Dimensions: 8.3 x 5.4 x 0.7 inches
• Shipping Weight: 9.6 ounces (View shipping rates and policies)
• Average Customer Review: 4.5 out of 5 stars  See all reviews (17 customer reviews)
• Amazon Best Sellers Rank: #122,080 in Books (See Top 100 in Books)

More About the Author

Loren Keim is a national authority on real estate and the housing market. Keim is the author of several best selling how-to books about real estate, including "How to Sell Your Home in Any Market", "The Fundamentals of Commercial Real Estate", "Compelling Buyers to Call", "Life Lessons from the Back Seat of My Car" and "Real Estate Prospecting: The Ultimate Resource", and training systems for Realtors. Keim is also the editor-in-chief of Real Estate Investment Digest, and is a real estate broker and president of Century 21 Keim Realtors in Pennsylvania.

Keim is an adjunct Professor of Real Estate at Lehigh University's Goodman Center and each year he performs an economic analysis and housing projections. Keim's publication, Real Estate Investment Digest, is read by tens of thousands of investors across the United States. Keim writes blogs for BrokerAgentSocial and ActiveRain.

Customer Reviews

Most Helpful Customer Reviews

26 of 26 people found the following review helpful:

5.0 out of 5 stars The only start to finish prospecting book, October 25, 2008

By 

Robert Wilfinger "Bob W" (Whitehall PA) - See all my reviews
(REAL NAME)   

This review is from: Real Estate Prospecting: The Ultimate Resource Guide (Paperback)

As with everything I've read of Keim's, this is well thought out and well written with lots of examples.

The book starts by explaining the 4 parts to a prospecting system, then lays out dozens of target markets, lots of different methods of communication and then how to follow up with prospective clients and built a database that keeps you in business through tough times.

He has dozens of phone scripts, sample letters and some of the most unique prospecting approaches I've ever heard of. This is simply a great read.

I think anyone who follows this program can achieve a high level of success in Real Estate Sales.

15 of 15 people found the following review helpful:

5.0 out of 5 stars Exceptional - a full training guide for Realtors, February 25, 2009

By 

Patricia L. Hartman "Pattie Hartman" - See all my reviews
(REAL NAME)   

This review is from: Real Estate Prospecting: The Ultimate Resource Guide (Paperback)

Don't let the title fool you. This guide is an action plan to sell real estate. He covers the principals of prospecting, how to select target markets, what to send, email, mail, say and do to get people to notice you.

There are plenty of samples throughout the book, and there are specific sections on Expired Listings, For Sale By Owners, Farming, Attorney Referrals and more. He packs it into a dynamite book that's easy to read and follow.

Great book!

14 of 14 people found the following review helpful:

5.0 out of 5 stars Packed with Information, Humor and Great Ideas, November 17, 2008

By 

Keri Schlosser "KeriS" - See all my reviews
(REAL NAME)   

This review is from: Real Estate Prospecting: The Ultimate Resource Guide (Paperback)

The author explains the difference between realtors - those who pray for business, those who wait for business and those who go get business. He lays out a foundation for different methods of identifying target markets, selecting what works best for you, the best methods of contacting those groups and then how to get your message heard.

There are whole sections on approaches to expired listings and FSBO's that are wonderful as well, but I think the real meat of this book is the step by step process to building a prospecting system.

The book has lots of examples, sample letters, calling scripts and is interspersed with humor. This is a real winner of a book.