Agents should be making at least 100 prospecting calls a week, but those who want to succeed should aim for double that, according to a top Melbourne-based agent.
Speaking at the Real Estate Sales Summit in Sydney over the weekend, James Tostevin, director at Marshall White & Co, said agents should designate entire days for prospecting.
“If you’re not making at least a hundred prospecting calls in your week, then you should leave the industry," he said. "I personally make 200 [calls], and spread them out over Tuesday, Wednesday and Thursday.
“I’ll be there making phone calls for eight hours straight on those days, talking to clients as well as my competitors' clients.”
Mr Tostevin stressed his love for the industry, and said chasing listings is his absolute passion.
“But even as a top agent, I know that not every buyer I deal with is able to buy the property," he continued. "Which is why I direct them to other properties that might be of interest to them, even if they’re listed by a competitor.”
He claims this small gesture is hugely effective later when the buyer eventually becomes a seller.
“People are very grateful when you make that small gesture, and once they move into their new home, I’ll still follow up with them to make sure everything went smoothly with the other agent.
“That way even though I wasn’t directly involved with their purchase, they still have me in their minds when it’s time to sell.”
Mr Tostevin added that agents should attend at least two of their competitors' open homes each week.
“You need to know what’s on the market, as well as what your competitor is up to.”