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Prospecting is like a day at the beach
By, Corey Wells

Remember the business of selling real estate is not about the rejections you may face. It’s about finding the one person that wants to do something. Have you ever been to a rocky ocean beach. Imagine all the rocks. When you lift up a rock sometimes you’ll find crabs, and sometimes you won’t. Sometimes you’ll see crabs but they’ll run away so quickly you can’t catch them. There may be thousands of rocks on the seashore, and there is a ton of crabs under those rocks. So how do find them? By lifting one rock at a time. What if you lifted 20 rocks and didn’t find a crab? Does that mean there are no crabs under the rocks? Absolutely not, it just means you haven’t found the rocks their hiding under.

When you’re driving around the area where you work, you see lots of houses. How do you know the ones that are thinking of selling? The answer is you don’t. Are some of these homes going to be listed in the next few months? Absolutely. So how do you find them? The same way you’d find crabs on a beach. You start to looking under rocks. This metaphor is exactly what prospecting is like. Sometimes you may find a crab under every rock you lift and other times you may not find any crabs at all. Just keep lifting rocks. Eventually you’ll find them.

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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:   Cold Calling · Prospecting · Real Estate Agent · REALTOR · Rejection · SellingNo Comments