3 Tips for Lazy Prospectors
Did you know that there are some real estate professionals that hate prospecting or just never seem
to get around to prospecting? Yes it's true! Every month while teaching CE courses I purposely bring up the subject of prospecting to see who's doing what and to share ideas with the class. Almost every month over half of the class either hates to prospect or does it sporadically if at all. I know, I get it. It's just seems hard to imagine, isn't it!!
One of my favorite lines is "Would you like 3 Tips for Lazy Prospectors"? That always seems to bring out quite a few laughs and chuckles along with a loud answer of YES WE WOULD! Ok....let's get started with how YOU can build your real estate business the easy way.
#1 Calls. Pick up the phone (yes the old fashioned way) and call at least 5 to 10 people a day. Keep the calls short, 3 to 5 minutes at the most. Don't be one of those folks that people see your number and let it go to voice mail as they don't want to get hung up for 30 minutes! Ask FORD questions. Do you know what that means? F = Family O = Occupation R = Recreation D = Dreams. People like to talk about themselves and while they're sharing what's going on in their lives you will be listening carefully for any 'moving' needs. Perhaps a new baby is on the way, kids are of off to college....you get the idea.
#2 Cards. I have been a big believe in hand writing short notes to people for years. One of my earliest mentors taught me about this and how good it makes people feel that you took the time to personalize it just for them. I sure appreciate the folks that send me peronal notes! And in today's fast paced world it means EVEN MORE. Go out and buy a bunch of different kinds of notes cards so you've got them on hand. Take one hour a week - that's right - only one hour a week - schedule in time to write out 5 to 10 hand written note cards. Do this consistently and you'll be surprised how many people will call you just to say thanks for the card. It works if you do!
#3 Coffee. Now this one is so easy because just about everyone has a coffee shop nearby they like to frequent. Make 2 to 3 'coffee dates' a week with your A list, sphere of influence or business associates. Again, remember to ask them FORD questions and get to know them better - don't make it all about you! Business might come up or it might not but I can guarantee that if you follow up with a personal card afterwards you are on your way to creating a great relationship.
There you have it - 3 Tips for Lazy Prospectors. If your business is needing a jump start and you want to have some fun with people these tips are guaranteed to stir up some interest and business. Be sure to schedule in some time EVERY week for each of the 3 prospecting tips. And as I always say - stick with it, be consistent and have FUN. Because..... if you're not having fun the odds of you sticking with it is slim to none. On your Mark, Get Set, PROSPECT!
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