Starting your own business (in this case, a real estate business) can be challenging and a little costly up front.  There’s the licensing classes and exams, the continuing education credits, the business cards, the yard signs, the cost of all the business items for your home or work office, and in some cases, even some new threads to make sure you’re dressed for success?!  Why add to that by buying leads?  While there’s numerous sources of FREE business out there, we’ll teach you how to secure it.  Here’s our 20 Key Prospecting techniques that you’ll need to learn to keep more profit in your pocket!

  1. Schedule a block of time for lead generation.  You may be tired of hearing it, but is fundamental to your success.  You MUST lead generate on a daily basis and you MUST schedule it and treat it like an appointment if you want to see the results.  Schedule 2 to 3 hours of active lead generation time.  Tip: Break these hours into 15 minute blocks for high energy and focus in short spurts rather than a marathon where lethargy sets in!
  2. Set a daily goal for contacts made, and always meet or exceed it! If you’re just getting started with prospecting, you may not have the bandwidth to do it at the level of a grizzled veteran and that’s ok!  It’s like exercise, so build up your prospecting power. If you need to, start with as little as 3 expired contacts made, 3 FSBO’s, 3 COI, 3 PC etc. If you’re more advanced, you may be up to a total of 25 or 50 contacts per day.  The key is to choose a goal, meet it and then work to exceed it.
  3. Start with the end in mind. What is the goal of your day?  Is your goal just to meet the demand of reaching your contacts goal?  That’s ok if you’re just starting out. If you’ve been at this for awhile, a great daily goal is to set one listing or new buyer appointment each day.  Imagine what that would do for your business?

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