Do You Continue to Prospect Even When Busy?
You probably know that most real estate agents have cyclical income. Perhaps this is because it is a cyclical industry with more sales in the spring and summer months than in the fall and winter. Or, perhaps it's because so many of us stop prospecting when we are busy with clients.
If you have a few homes in escrow, a couple active buyers and a few listings to handle, it can be really easy to skip prospecting. This is especially easy if calling past clients or expireds or prospecting in general isn't your favorite activity to begin with in the first place.
The problem is that when you take that road, your business probably looks like the image above with way too many highs and lows.
The best way to avoid this?
Set aside an hour a day and prospect. Call past clients, call expireds, call FSBOs, call old leads that didn't become clients or go to Starbucks and start conversations with 5 people about real estate. It doesn't matter what your preferred method for prospecting is, JUST DO IT!
Some may think that this means you have to call and harrass people. To me, it can be as simple as calling a past client to see how they are doing (I'm lucky that I like my clients) and reminding them that you are happy to help their family and friends too, or calling someone who was thinking about buying a home some time ago and decided not to and seeing if now is the right time for them
Why do I feel so strongly about this?
Because I've been there, done that, and am tired of it and am working hard not to fall into the trap again.
How about it? How are you doing this, and what do you do to stay on track?
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