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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 [...]

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.

(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.
Visit: Leading Example Coaching
This article was originally posted on LeadingExample.com/Blog

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.

(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.
Visit: Leading Example Coaching
This article was originally posted on LeadingExample.com/Blog