Attitude | Leading Example Coaching

Adversity Leads to Growthby, Corey Wells
We are all human beings that share a common disturbing reality. At some point in our lives we will experience adversity and the resulting pain it causes. Try as we might to hide it, no human being is exempt from this reality. We all must face daily failings and disappointments, [...]

Choosing Friendships by, Corey Wells
Most of us seek to achieve positive outcomes in our lives. However, many of us attempt to achieve this without having a specific plan to do so. There are several factors that influence how we reach our positive goals and our friendships are one of the most influential factors of [...]

Play the Game of Life
by Corey Wells
No matter what your circumstances in life, you probably still have unfulfilled dreams. You sometimes get a nagging feeling that you haven’t accomplished all your goals, and that satisfaction and true fulfillment are continually slipping through your grasp. Why do you think you feel this way?
The problem stems from [...]

Can You Handle Success
by, Corey Wells
Every time you get close to achieving your goal and ultimate success, something pops up to ruin your focus, kill your motivation or sabotage your confidence. Something always stops you from taking that one last step and suddenly you have to start all over. Of course this something has a [...]

Take a Day Off
By, Corey Wells
As real estate agents, it’s easy for us to put in long hours and work seven day weeks. Especially since the only time some clients can meet with us is often in the evenings or on the weekends. All your life you were told you have to work hard [...]

Listen for the Sale
By, Corey Wells
The top-performing real estate agents know the value of listening. Good communication is a crucial part of any successful sales presentation. In order to effectively communicate with a prospect, you must offer the proper responses to what your prospect is saying. You need to be able to maximize your [...]

Control Your Attitude
By, Corey Wells
There is one key thing that leads to a successful life. This thing controls the outcome of your marriage, business, and many other parts of your life. People who have unbelievable talent and skill will fail if they cannot master this thing. While people with only marginal talent and skill [...]

Don’t Let Roadblocks Stop You
By, Corey Wells
In Real Estate as in life you will occasionally hit a brick wall or a roadblock. Whether it’s dealing with a seller who has placed an unreasonable value on their home, a buyer who doesn’t want to pay the fair market value, or some problem with closing escrow, [...]

Be Consistent With Your Prospecting
By, Corey Wells

The number of new potential clients you talk to, or prospect, in a single day will roughly equal the number of homes you sell in a year. The idea is to be consistent with the number of people you contact each day. This daily consistency will bring you closer to your goal. Set a firm number of people you need to contact and stick to it!

Nearly all agents know they need to do a better job of prospecting. They realize that long term sales goals are achieved through prospecting for new business. They all know this, but many still don’t do it on a regular consistent basis. It’s true that if you want to succeed in real estate you must offer great service to clients once you’ve found them, but you have to find them first before you can provide any type of service.

Scheduling

You need to schedule your prospecting efforts for the same time every day. This will probably mean early morning when you’re sharp, energetic and ready to focus. For most agents, if prospecting isn’t scheduled, it usually doesn’t get done. Prospecting should be treated as if it were a listing appointment. No agent would ever dream of missing one of those. Realize that prospecting is the activity that actually creates your buyer and listing appointments. So keeping more of your prospecting appointments will lead to many more buyer and listing appointments.

Stay On Course

Don’t quit prospecting just because you get busy. Agents who do this end up with roller coaster incomes. These up and down sales are created by a lack of consistency in their prospecting efforts. Make the decision you are going to keep your prospecting obligations no matter what.

Don’t give up on prospecting when you get too many leads. Instead, start making it harder for a prospect to qualify as a lead. Too many leads mean you have an opportunity to select better motivated prospects. You’ve earned the right by your prospecting efforts to select highly motivated sellers and buyers. This is where daily prospecting really pays off. Motivated prospects will treat you with more respect and do the things necessary to get their home sold.

Focus

Focus on the prospects you are working and determine their level of motivation. Try to connect with the them and see if you can solve their problem. If you find they don’t have the motivation to buy or sell, move on to the next prospect.

So if you want to prospect effectively, you need to make a commitment to do it every day without fail. Start today and stay on course through the ups and downs. Daily prospecting gives you power over your business and over your annual income. If you plan to call or contact 50 people a day and the day is nearly over and you have only contacted 40, it’s time to hop in your car and hand out another 10 business cards. Being consistent not only helps you in the “numbers game” of selling homes, it also brings order to your hectic schedule. Set firm prospecting goals, stick to them, and you will achieve.

Remember, all agents experience some highs and lows in their careers. The highs are easy to deal with; the lows are not. If you follow a consistent prospecting plan, the lows will be become a faint memory.

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