According to REALTOR® magazine “prospecting is the lifeblood of any successful real estate career. It’s that simple. The more people you come in contact with, the more listing and sales you can achieve. All it takes is a plan and some persistence.”
To help you achieve that plan they offer the Prospecting Tool Kit at:
https://magazine.realtor/tool-kit/article/2018/10/the-prospecting-tool-kit
If you take the time to click that link you’ll come to a page that takes the whole idea of prospecting and breaks it down into 5 segments.
First is the Plan. Here you can learn how to Create a plan and utilize an income planning worksheet. Any plan needs to be tracked so there is information on how to track your progress against your plan. The final portion of this section deals with lead analysis. This will help you determine where your money is being spent and the effectiveness of that spend.
They next tackle prospecting over the phone with segments on warm calling, better telemarketing and handling incoming calls. This last one is important, most phone prospecting info deals with out going calls, calls that you make. This segment deals with how to handle things when people call you! Just a few simple ideas there, but they are important.
No plan is complete without a close look at some strategies. This section deals with Permission Marketing by showing you a Q&A session with thought leader Seth Godin. Well worth the read! Then they cover working with assistants, using direct mail, going for buyers and finally some bright ideas.
You can’t be a secret agent and expect to succeed, so community involvement is dealt with next. You’ll be shown where to find volunteer opportunities, read some inspiring stories about what others have done and wraps up with a Q&A on doing the right thing.
The final part of the tool kit deals with In-Person prospecting! Three articles there deal with Canvassing (a softer, gentler way to say door knocking!) which you should definitely read and consider, and then becoming a speaker along with what to talk about.
Please take the time to read through these articles if you think that your prospecting efforts need a refresh. It shouldn’t take you more than an hour to read and digest all that is there.
The secret to having a rewarding and financially beneficial real estate sales career is having enough people who want to do a real estate transaction with you as their agent. Finding those people is called prospecting!
It doesn’t matter how much you know, or how great an agent you are if you don’t have clients to serve.
So go forth and prospect…get over the things that are standing in your way young Jedi! You’ll be glad that you did!
