Succeeding In Real Estate And The 7 Deadly Sins Of Prospecting

Real Estate Agent with Signature Premier Properties

Succeeding In Real Estate And The 7 Deadly Sins Of Prospecting


1. Not prospecting when you know you should.

By far the deadliest sin of prospecting you will ever commit.  Let me ask you - Do you have people lined up outside your office looking to list with you or buy a house from you? Well then if they are not looking for you and you are not looking for them what are the odds of you doing any business?

You need to spend the time allotted for prospecting each and every day. Consistent (daily) prospecting is the key to your success!

2. Not using your prospecting scripts.

When you make the contacts do you know what you are going to say or do you just plan to wing it? Does a pilot or a surgeon just wing it or do they have a set checklist (script) that they follow. You must know what you are going to say next in any conversation so that you are not thinking about your next words will be but focusing on what the other person is saying.

3. Accepting a NO for an answer when a YES is possible.

A no is not always a no - it could be a not yet or a maybe or a yes. You have to close a least 5 different times before you get a yes. Remember people will instinctively give you a no many times for a variety of reasons. Stopping after the 3rd or 4th question (close) when you don't like the answers will not get you the desired results.

4. Allowing the interruptions in your office to throw you off track.

Oh, there are so many distractions/interruptions wherever your office might be. You can not allow the interruptions to stop you from your prospecting. If you were on a listing appointment - would you allow these distractions to stop you - the answer is no. You need to treat your prospecting time as if it were an actual appointment.

5. Not remaining focused when you make the call.

You have to have your head in the game. You have to be focused on the task at hand and bring you're "A" game. You have to use all of your energy and enthusiasm in order to persuade people to go ahead with you. Who wants to work with a wishy-washy mamby-pamby?

6. Not letting one conversation with one person mentally throw you off the track.

Boy can you get an earful from the person on the other end of the phone or doorway! Some of those people can really dish it out! So What! You can never allow the words of a stranger to prevent you from doing your business. You can not allow any idiot out there to have any effect on your life whether it is in business or personal. If those harsh words prevented you from completing the task at hand then shame on you.

7. Forgetting that one YES is all you need to make it a great prospecting session.

If you get only one great YES every prospecting session then you should be sitting on top of the world. Generating an appointment, a listing or a sale from every prospecting session will probably make you the top producer in your office or company.

Prospecting - looking for business - making contacts - talking to people is the best way to be successful in Real Estate or any other sales oriented business. If you look at any successful sales person - the way they became successful is by talking to the people. The more people you talk to on a daily basis - consistently - the better you will do.


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Comments (6)

Michele Cadogan 917-861-9166
Fillmore Real Estate 2990 Av U, Bklyn , NY 11229 - Brooklyn, NY
Licensed Real Estate Associate Broker -

Great post-  Thanks for the reminder to stay on track.

Jun 05, 2010 06:38 AM
Vickie Nagy
Coldwell Banker Residential Real Estate - Palm Springs, CA
Vickie Jean the Palm Springs Condo Queen

This is an awesome outline to draw the razor attention to pathway to success. Thanks for posting.

Jun 05, 2010 06:52 AM
Lorraine Sayer
Monument, Black Forest, Falcon, Fountain homes - Colorado Springs, CO
Realtor ABR,CDPE,GRI - Colorado Springs,CO RE/MAX

Andy: Great advice.  We all know this stuff but sometimes it's good to read it again, and again, and again....

Jun 05, 2010 07:08 AM
Bob Willis
Berkshire Hathaway HomeServices California Properties - Orange, CA
Orange County & L.A. County Real Estate Agent

Good post, Andy.  I am definitely guilty of several of these sins, at different times. 

Jun 05, 2010 07:49 AM
Doug Rogers
Bayou Properties - Alexandria, LA
Your Alexandria Louisiana Agent

Confession time--when I get multiple homes under contact I will ease off the prospecting. Stupid of me, but I do it.

Jun 05, 2010 02:51 PM
Tony and Suzanne Marriott, Associate Brokers
Serving the Greater Phoenix and Scottsdale Metropolitan Area - Scottsdale, AZ
Haven Express @ Keller Williams Arizona Realty

Lead generation is the fuel for the engine and Prospecting is a key ingredient in Lead Generation!

Dec 04, 2010 03:32 AM