Fact: Prospecting (and urgent lead follow up) is the fuel for your business engine. Starve the engine and you fail. Feed the engine and you succeed. Keep the tank full.
Fact: Mediocre agents track their current prospects. Superstars keep their pipelines full and track what’s to come!
1 The quintessential top producer challenge? Keeping the pipeline full while taking care of the current business. Conquer this and the world is your oyster!
“Concentrate on the activities of prospecting, presenting and following-up; the sales will take care of themselves.”
Harris Rule: Use your mornings to generate new business and your afternoons to handle what you’ve created.
“Proper prospecting prevents poverty.”
2 It’s your JOB to make the prospect remember you. It’s your job to follow up, not theirs. Erase from your speech ‘they’ll call me when they’re ready’…
It is not your customer’s job to remember you. It is your obligation and responsibility to make sure they don’t have the chance to forget you.” – Patricia Fripp
3 Prospect even when you’re busy…especially when you’re busy!
“Superstars are relentless, unstoppable prospectors. They are obsessive about keeping their pipeline full of qualified prospects. They prospect anywhere and anytime—constantly turning over rocks looking for their next opportunity. They prospect day and night—unstoppable and always on. Fanatical!”
― Jeb Blount, Fanatical Prospecting:
4 Secret agents have skinny kids. If you’re dependent on repeat and referral business, you’re going to hit a speed limit. Pursue both people you know and those you don’t know in order to create consistent cash flow and eliminate cash spurts! Don’t wait until you lose a killer listing to create your Pre Listing Package, learn your listing scripts and polish your skills.
“There is no easy button in sales. Prospecting is hard, emotionally draining work, and it is the price you have to pay to earn a high income.”
― Jeb Blount, Fanatical Prospecting:
“Inaction breeds doubt and fear. Action breeds confidence and courage. If you want to conquer fear, do not sit home and think about it. Go out and get busy. —Dale Carnegie”
5 Are you chasing suspects or prospects? Are you asking questions and using scripts or winging it and praying to the real estate gods? Is everyone on your ‘drip system’, or are you having real conversations asking real questions and listenting to their answers?
6 Answer the phone. Stop hiding out through voicemail, landing pages and drip systems. Be there for the prospect when they need you, or relinquish their business to someone who is.
7 Mindset and expectations are 90% of the prospecting battle.
You were born to win, but to be a winner, you must plan to win, prepare to win, and expect to win.” — Zig Ziglar
Do you expect to set an appointment when you do lead follow up? Do you expect to take the listing when you present? Or do you follow the 50% rule… well, only half is supposed to work out anyway… (excuses, excuses!)
8 Prospecting requires courage. Don’t be a whimp.
“Courage is rightly esteemed the first of human qualities because it is the quality that guarantees all the others.” — Winston Churchill
It’s supposed to be hard. That’s why it’s called work, not vacation. Do the work.
9 Be more fascinated by your prospect or client than you are with yourself. Make it all about them! “The key to mastering any kind of sales is switching statements about you – how great you are, and what you do – to statements about them.” – Jeffrey Gitomer
10 Create raving fans. Do what you don’t want to do when you don’t want to do it and do it at the highest level anyone’s ever done it at! “Make sure everyone who works with you or for you, feels the need to tell others about the incredible experience.” – Chris Murray