Leading Example Coaching

Be Patient with Prospecting!
By, Corey Wells

When starting a prospecting or marketing regimen you don’t always see immediate results. It can take on average three months to see results from the prospecting you start today. During this time you may not make much money, but by sticking with your prospecting and being consistent you will build a profitable Real Estate business.

This doesn’t mean you shouldn’t be expecting the best from your prospecting, but rather you should not be discouraged by a lack of immediate results. Too often we start prospecting and don’t see the quick results we are looking for and give up. Don’t give up! Stick with it for a minimum of 90 days. Along the way try changing your approach and improving you skills.

Patience is especially important when prospecting with FSBOs. You’ll need to patiently wait them out. They all have a certain length of time they will tolerate the process of trying to sell their own home. The trick is to find out what that is so you can be there at just the right time. Most FSBOs will not even consider listing with an agent until they have tried selling for 3 to 6 weeks. The higher their motivation to sell, the shorter that time will be.

If you decide to make prospecting expired listings a mainstay of your marketing efforts, it will probably take 1 to 3 months to create a steady stream of prospects. Even if you’re lucky enough to re-list a couple of expired listing right away, it may still take some time before you get really consistent at it.

You need to master the ability to tolerate delay, frustration and waiting without feeling defeated or getting upset. If you can harness the ability to control your impulses and emotions and proceed calmly, you will reap the benefits of your efforts.

Patience does not come easily to most of us in the real estate business. It’s more difficult now than it has been in the past. Today, with the instant access to everything that current technology provides us, patience is something we really have to work hard at. Anything of importance will not usually take place right away. It still takes time, dedication and the will to work to be successful in this business. The old proverb “patience is a virtue” is even more true today than it was in the past.

Many agents are tempted to turn conservative with their marketing in a slow housing market. Cutting marketing and prospecting is often the first thing they do. However, that just makes it even more difficult to find new leads at a time when they’re most needed. The best thing to do at this point is to trust your prospecting and believe that when things turn around, you’ll be the one with the leads.

Remember, just because you don’t see the results right away, doesn’t mean your not making progress. Prospecting is a numbers game and if you stay consistent, you will be successful.

(c) 2008 Leading Example Enterprises Inc.

Corey Wells, is the founder of Leading Example Coaching which offers Real Estate Agent Coaching, Books, Audio, Scripts, Packages, Software & More.
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This article was originally posted on LeadingExample.com/Blog

Tags:   Expired Listings · FSBO · Marketing · Patience · Prospecting · REALTORNo Comments