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The Numbers of Prospecting

Real Estate Broker/Owner with Eddie Brown ~ FM Realty a Long & Foster Company/ Raleigh NC

The Numbers Of Prospecting

  • Consistency is the solution to your long term success in real estate.
  • It is crucial to establish daily prospecting habits for business building activities.
  • Being steady in your daily endeavors to place new contacts into your book of business (BoB) will lead you down the path of success.

 Look at it this way ...

If our goal is to make 5 new contacts a day for 5 days a week, you have to make every possible effort to reach your goal each day ... Relaxing for just a few days will cause calamitous damage to your income.

 Here is an example of a 5 contact per day goal:







Contact Goal






Contact Actual






If you looked at this week, you would see it is a typical week for a lot of agents. There are a couple of really good days of prospecting, one perfect day, and two poor days.

The goal was 25 contacts for the week. Actual was 14.

The actual is equal to losing 2 days of prospecting each week. Let's assume you worked a 50-week year, calculated out you would have 100 days of the year with no prospecting! Almost one third of your work year! ... over 3 full months of zero prospecting. No one can afford to take an extended vacation from lead generation ... not even the most seasoned professional!

Let's look at the numbers one more way...

Imagine you lost 100 days of prospecting, and let's say you spend a minimum of 1 hour each day looking for new business ...totals 100 hours right? If you work a 9 hour work day that is 11.1 days of lost prospecting time. OUCH!

Creating a routine ...making it a habit ... then commit to doing it daily and your success will follow!

Eddie Brown ©2011




Tim Lorenz
TIM LORENZ - Elite Home Sales Team - Mission Viejo, CA
949 874-2247

You are sooooooo right.  Most agents dislike the very thing that will net them big money in the long haul.

Jun 03, 2011 03:01 AM
Michael Kitsch
Coldwell Banker - Katy, TX

Keep it steady, keep it coming, and keep on keeping on.  You have to see X to get y. 

Even when you don't see an immediate payoff, continue.  Have a goal, and meet it.   If you pick an interim (or preliminary)  goal with identifiable, quantifiable results, that are on the route to your BIGGER goal, just keep on with it.  It WILL pay off.

Jun 03, 2011 03:02 AM