Most prospecting training is focused on... FOCUSING. Laser-focused prospecting. Doing "it" for three hours a day, whatever "it" is, no interruptions, no excuses. Do "it" until you reach your goal of so many contacts, so many appointments, whatever. Lather, rinse, repeat. Every day.
And eventually, you might even enjoy "it." You might start to see relationships between how much of "it" you do and how many houses you sell. The more of "it," the more of the other.
Whatever your "it" of choice is - FSBO's, expireds, cold-calling, door-knocking, farming, blogging, advertising, SOI'ing, open-housing, lunch-dating - just remember the Good Old Numbers Game and do "it" more.
But it occurs to me that my business never worked that way. I, frankly, didn't have any sort of formal system for prospecting and my business came from dozens of different sources.
I got business from my best friends, my good friends, and my acquaintances. I got business from open houses, sign calls and floor time. I got business from my lawn guy, my graphics gal and my insurance agent. I got business from my broker, other agents and lenders. I got business from street fairs, coffee shops and happy hours. I got business from current clients, current prospects and past clients. I got business from my website, from blogging and even one House Values lead.
See where I'm going with this?
Just because you met your last client at the coffee shop - does that mean you should only prospect at the coffee shop from now on? Or just because you listed a FSBO last week, does that mean you should only seek out FSBO's? Of course not - I hope that's obvious.
Real estate business is everywhere; it's all around us. Good prospects cross our paths every day, from a wide variety of sources. Sometimes they cross our paths in the course of doing business, like when we hit it off with an open house visitor or have a great conversation with a walk-in. Other times, it seems much more serendipitous, like when we meet a new-home builder at a friend's wedding or share an elevator with a man who was just transferred. And even if these particular encounters don't result in immediate business, you never know who THEY know who might need someone just like you.
Keeping your antenna up and a smile on your face as you go about your day really IS a tremendous prospecting strategy!
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