Have you ever wondered why your gym membership doesn’t seem like it’s paying off? Could it be because the closest you get to the gym is the access pass in your pocket? Just like a gym membership, when it comes to real estate prospecting you’ve got to invest in the time and activity to get the results!
So many agents want leads, but they aren’t willing to invest in a system to help them to actually secure qualified leads to make more sales. So what’s the real problem?
The only way sales people can really master the power of their time is by blocking out specific areas in their day to do what needs to be done.
Even with the television reality hit, “Dancing with the Stars,” the work is done BEFORE the actual taping of the show. The discipline comes from daily practice – a true non-negotiable activity that must happen in order to win the trophy!
It’s the same for any sales person: plug in the time, do what needs to be done, and you can guarantee results. Simple? Yes. Easy? Not so much!
We are constantly distracted by mini “emergencies” every day. Being tired at the end of your day can be a good thing when you have devoted even a small part of your time to dollar-productive activities. So how can we motivate ourselves to get the prospecting sessions done so we can be more profitable? It’s not as hard as you think!
Here are three tips to propel you into profitable prospecting:
1) Set up a prospecting calendar. As an example, start small and plan to prospect only 30 minutes every day five days a week. When you do the math, you end your month with over 600 minutes of pure prospecting. Executing for a short thirty minutes is doable. Shut off your social media, close the door, and start prospecting!
2) Staring at the phone isn’t really prospecting, but connecting with people who can help you find qualified buyers and sellers is! If you don’t know where to start, begin with a more comfortable level of engagement. Call past clients and make it a friendly 30-60 second contact call. Tell them you were thinking about them and how much they seemed to enjoy their new home. Ask a few pre-written questions about the neighborhood in a survey type of way so you can gather relevant information about the area. Then close with thanking them and offer them the “help us pick your new neighbor” script. You’ve got buyers who are looking to buy in that area – do they know anyone who might be thinking of selling? Simple, authentic and not as hard as you thought!
3) Prospecting isn’t just about calling, warm or cold. With the survey information you gathered from your calls, send out a hand written thank you note and enclose a copy of the survey results. Offer additional information via email or from your website. Either way, you will have made a warm connection. By including information that is targeted to a specific area or development, you are on your way to becoming their resource and go-to professional.
Just like getting in shape, getting organized or learning a new skill, you will get better when you schedule the activity, focus on doing the activity right and for a specific time frame, consistently! Plug in your prospecting calendar, and you’ll be on your way to a more profitable year end!
How much time do you spend prospecting each week?