The dreaded ‘P’ word…Prospecting. Almost every agent fears it and fails to do it with any sort of frequency. When their pipeline dries up they cry ‘bad market,’ ‘bad brokerage,’ or claim the listing opportunities aren’t in the right price range. The reality is that none of these things matter to a prospector with the right skills. It’s time to get your game on with the right types of prospecting, the proper amount of prospecting and the right skills, scripts and action to put it all into practice!
So, what is prospecting? Prospecting is the ability to generate quality business in an efficient and effective manner, with predictable and duplicatable results.
Sounds simple enough, right? But what’s the difference between someone who is really great at prospecting and someone who isn’t?
FACT: Effective prospectors are not dependent on market conditions, price range, being at the ‘right’ brokerage, or any other outside force. This requires skill, discipline and action.
Those three little words: skill, discipline and action. One of our favorite authors, Jeb Blount reminds us in his book Fanatical Prospecting, that the “prospecting you do in this 30 day period will pay off for the next 90 days.” You can imagine that once you stop for one day, one week or one month that results will consequently stop and you’ll be right back to being in serious pipeline problem!
Once you know the critical nature of prospecting every day, the key is knowing what types of prospecting you should be doing. They fall into two categories: people you know and people you don’t.
Everyone loves people they know – they are usually the easiest, after all. Almost no one likes to call on the people they don’t know, but both categories are necessary. In todays podcast we’ll tell you why both types of people must be part of your pipeline and how to get started in building a day in and day out prospecting plan!
And if you’re looking for more ‘Rules’ on how to get this (and other things) right in your real estate business, make sure to download our new book Harris Rules while its still available for .99 cents on Amazon. Everyone who does will be invited to Tim & Julie’s upcoming, private mastermind group. Stay tuned for more details!
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