Prospecting sucks . . . but it leads to true bucks!
Activerain is gold when it comes to inspiration and love. Here is a great post by Will Allen that shares why he prospects ... and it has a super great photo of him while he prospect ... or is that him? Maybe you should read this post to clarify that point :)
Enjoy!
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Prospecting sucks . . . but it leads to true bucks!
Okay, so we've got the new year off and running. One of my New Year's resolutions was to get back on the phones. Some say, "Phones, what for?" Well, the phone is a tool that can be used to speak and converse with other people. I know, it sounds strange, a lot people use their phone to take pictures, and some use it to check their email... most have forgotten it can be used to ask prospects if they are in the market to sell their home. It's a novel approach . . . and it works.
To the right is a picture of me doing some casual prospecting...NOT. I've got offspring his age, but I'm a bit more old school. I'm not embarrassed to say that for a few years I actually sold life insurance 'door to door', that's what I call taking it to the people. I got so good at it that every third door I got in... and every other presentation I took a check. Friends and family still complain that I walk too fast.
Prospecting is something we all have to do, and prospecting shouldn't be confused with 'advertising' or 'marketing'... or 'dinking' around on your website. We must find time to do those branding type activities as well, but prospecting is about asking someone for their business. So I ask the reader, How many conversations do you have each day that end with, "If I could get you your price for your home, if it made sense for you, would you sell it"? Think about it... seriously 'how many'? Is is 5? Is it 20? I submit to you that we should all know that number when we wake up in the morning, and before our head hits the pillow we should also know how many times we asked it.
If you've never consciously been asking for business, it may take a minute to wrap your head around this concept. It's a muscle that takes time to develop, start with asking 10 people a day... decision makers, not the nanny. Work your way up to 20 a day and so on. Like my Mom used to say, "You're not going to get anything unless you ask." I asked 152 people that question today and 2 said YES!
So is prospecting easy? Do I like getting on the phone 5 days a week? Yes and No in that order, if you find someone who says yes, they can hardly wait to get up in the moring and rush to the office to make cold calls... I have straight jacket under my desk for that person. But somehow you must look inside and remember this is not a hobby, you are doing this to help people...One of whom looks back at you in the mirror each day.
If you only take one thing away from this post, let it be that YOU control your destiny... pick a number, and get it every day!
I hope you had as much fun reading this as I did putting it together... Until next time!
Will Allen
562.881.2770
BRE#01240136
If you require Real Estate Services in Long Beach California it would be my pleasure to serve you.
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