Guide to Learning How To Prospect Effectively, Efficiently & Profitably

Effectively = Be able to set an appointment every time you prospect.
Efficiently = You actually follow an organized plan.
Profitably = You set appointments with Motivated, Qualified people.

1.    Decide which sources of business, or ‘spokes’, you will concentrate on.  We recommend for most agents the following combination, and learning how to prospect in this ORDER:
Lead Follow Up
Past Clients
Centers of Influence
Expireds
For Sale By Owners
Ultimately, you’ll prospect all of these sources daily.

2.    Begin by making the commitment to follow up relentlessly on all leads, every day.  You’ve spent time and money generating leads, start with what you have first.

3.    Leads fall into 3 categories, A, B, C.
An A lead is someone who will buy or sell with you in the next 30 days or less. A leads have clear motivation.  A Buyers are Pre-Approved.  Follow up on A leads every other day, focusing on setting the appointment.
A B lead is someone  who has clear motivation, but a longer time frame, for a definable and logical reason.  B leads are called weekly, focusing on turning them into A’s.
A C lead is someone who appears to have good motivation but has something else wrong – very long time frame, significant financial challenges, or is non-responsive.  Call them every other week to every month, depending on the situation.  Throw away non-responsive leads after 3 messages.

4.    Learn your Lead Follow Up Scripts at HREU, by taking Scripts For Your Success and Prospecting For Your Success.

5.    Learn to Prospect Past Clients next.

6.    Send a SendOutCards.com (use discount code 31227) card to PCs(past clients) and COIs(centers of influence) once per month, followed by a call, making sure you ask for referrals every time.

7.    Learn to Prospect your Centers of Influence next.  Use the FORD script for prospecting COI’s daily.  These are the easiest calls and the easiest transactions, you already have their trust.

8.    Learn Expireds next.

9.    Learn FSBOs next.