Times are tough, and they will probably get worse long before they get better. That's not being negative, it's just realistic. We have a long journey ahead, and the agents who work in this industry must prepare for this voyage. How does one prepare? We continue to prospect, and if you don't, you need to start now. Prospecting must be carried out on a daily basis. If you previously devoted one or two days per week to prospecting, the time has come to beef it up. It's an everyday task now.
Although prospecting comes in many varieties, and it can't compete with Heinz 57, but we do have a lot from which to choose. The most widely used are: door knocking, cold calling, FSBO and Expired listings, social media marketing, farming by supporting events in a community, referral based business, providing workshops and my favorites blogging, direct mail marketing and open house events. Each of these options is valuable and has been tested over time. They all work!!
Your first task is to select which one or two or three will work best for you. Each of the listed tasks requires a different personality to perform each one appropriately. Not everyone has the disposition and personality to door knock or cold call. Be prepared for rejection. Direct mail is expensive when done consistently, and some of the other options are very time consuming.
Pick your poison and take a healthy dose every day. This poison will save your business and your income. Prospecting is the only solution to surviving this real estate disaster. Don't take it lightly. It's a matter of life or death to a real estate career.
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