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Is prospecting the monster you've been fearing?

By
Real Estate Agent with Remax First Realty II 0790808

Ah, prospecting - the necessary evil!Sad Child

There are some real estate professionals who recognize the value in prospecting and enjoy the routine of dialing their way down a call list or knocking on doors. 

Then there are the rest of us.

We say we "hate" prospecting, but isn't it really just fear? When we don't "feel like" prospecting, what we really mean is that we don't feel like being turned down.

Here's what I think about fear:

"There are very few monsters who warrant the fear we have of them." (Andre Gide)

 

And here's what I think about prospecting:

"In order to succeed, your desire for success should be greater than your fear of failure." (Bill Cosby)

 

The truth is, you won't be as successful if you don't prospect. Fear isn't big enough for me to risk being unsuccessful.

"Don't let the fear of striking out hold you back." (Babe Ruth)

The only way to get the clients that prospecting yields is to just do it. Feel the fear, but do it anyway.

"Expose yourself to your deepest fear; after that, fear has no power,

and the fear of freedom shrinks and vanishes. You are free." (Jim Morrison)

 

And while you're at it, practice prospecting so that you get good at it and get turned down less often, making the entire activity less intimidating.

"I fear not the man who has practiced 10,000 kicks once,

but I fear the man who has practiced one kick 10,000 times." (Bruce Lee)

 

 Face The Monster

 

Earlier posts from Team Zuhl about prospecting:

The Wizard of Menlo Park has real estate advice

Road maps to success

Chinese Bamboo

Eli Manning practices - Why don't you? 

Prospecting 

C'mon, Lady, I'm just doing my job

4 Easy Steps to a Great Elevator Speech

Prospecting is like raking leaves..... 

Play and Work and Play 

Keep your Wood Pile fully stocked

 Perfecting Our Craft 

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~ Wayne & Jean 

Union County, NJ - a great place to live and work!

If you're looking to buy or sell a property in Union County, call us at 908-917-4189 or email TeamZuhl@gmail.com.

 

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All opinions, information and data provided is deemed reliable but is subject to errors and omissions. Not intended to solicit other Brokers' clients. We cooperate with them fully. 

Comments (77)

Fernando Herboso - Associate Broker MD, & VA
Maxus Realty Group of Samson Properties - Clarksburg, MD
301-246-0001 Serving Maryland, DC and Northern VA

Hate doing it. .but I love its rewards more!

so I do it every day!

Jan 14, 2013 09:59 PM
Sajy Mathew
Coldwell Banker Residential Brokerage - Lancaster, PA
Making your real estate dreams become a reality!

The rewards outweigh the alternative of having no business!  Great quotes!

Jan 14, 2013 11:01 PM
Kathy Dowd
EXP Realty, 239 220 4133 - The Villages, FL
Consider it SOLD

Thanks for the inspiration! My fear is being turned down! But I keep getting back up on the horse and keep trotting.. being turned down is getting easier...it like an interview for a job, I never faced being turned down for a job...this is all together different.

Jan 15, 2013 01:14 AM
Karen Anne Stone
New Home Hunters of Fort Worth and Tarrant County - Fort Worth, TX
Fort Worth Real Estate

Kathy:  Try this for help in getting past all those "turn down's."  Figure out the average amount of money you make for every closed transaction.  Then take what you feel is the average number of "turn downs" you have to wade through to eventually get that closed transaction.  Then divide the money amount by the number of turn-downs, and that equals what each turn-down is worth. 

So, let's say each commission might be $7,200.  (Remember, I have no clue what price range you work.)

And then let's assume that you have to go through 80 turn'downs to get yourself that closing.   $7,200 divided by 80 = $90 for each turn-down.

So the next time you GET a turn-down, just hang up the phone, smile, and say to yourself "Hey, thanks for the $90.00."

I know it sounds silly, but it does work to take your mind off the negatives that you seem so afraid of.  And, by the way, your reaction is a very normal one, so not to worry.

[If the commission were $4,000... each of those 80 turn-downs would be worth $50.00]

Jan 15, 2013 01:31 AM
Richie Alan Naggar
people first...then business Ran Right Realty - Riverside, CA
agent & author
@jaz...#40...I am laughing here...Hey, it works!
Jan 15, 2013 02:38 AM
Rob Renk
Center Street Lending - McKinney, TX
AE | Fast Fix/Flip Loans for Residential Investors

You can achieve anything that you believe in.  Prospecting is just part of the plan to succeed.

Jan 15, 2013 04:04 AM
Anonymous
Sonya Davis

I like to call and get the the appointment and then I feel like I kind of know them when I get there. I respect the Realtors that door knock that's where I get a little fearful but I believe that everyone has "Their own way" and if you do it well you should do it well.... at least that is my theory and it works for me. I know its good to concur your fears ... I get that, but I think its important to love what you do.... I am going to print these phrases out and hang by my desk... I am always looking for new positive points of view, I like to surround my self with it! Thanks for sharing!

 

Sonya Davis

Realtor

Main Street Properties

Pensacola Fl.

Jan 15, 2013 04:33 AM
#65
Karen Anne Stone
New Home Hunters of Fort Worth and Tarrant County - Fort Worth, TX
Fort Worth Real Estate

Wayne & Jean Marie, and Praful:  You said... "Expose yourself to your deepest fear."  Expose yourself?  Hey, we're gonna need Greg for that... LOL.

Jan 15, 2013 04:42 AM
Kathy Dowd
EXP Realty, 239 220 4133 - The Villages, FL
Consider it SOLD

Karen thatnks for putting into perseptive for me!

Jan 15, 2013 05:44 AM
Maurince Pierre
Premium Properties Real Estate Services - Orlando, FL
Because Experience Matters!!

Wow. 

What a beautiful post and such motivating quotes..

Jan 15, 2013 06:34 AM
Paula Bradfield
Bradfield Ramsey Group - Salida, CO
Your Salida Colorado area Realtor Team

Love this. Did you know that your post motivated me to write mine that you just commented on? Thanks again.

Jan 15, 2013 09:04 PM
Charles Stallions Real Estate Services
Charles Stallions Real Estate Services Inc - Gulf Breeze, FL
Buyers Agent 800-309-3414 Pace and Gulf Breeze,Fl.

I as well as our team have no problem propecting. We do it every Tuesday or Thursday night over pizza and the one with the least leads buys the pizza.

Jan 16, 2013 10:42 AM
Anonymous
Sherry Rondeau, Royal LePage

My least favourite task is telephoning, but I know I have to. One of the true signs of a top-notch REALTOR® is doing what we must, not just hat we're comfortable with. My business coach told me to "swallow the frogs" early in the day and get it over with! Gulp!!!

Jan 17, 2013 01:45 AM
#71
Steve Higgins
RE/MAX Kelowna - Kelowna, BC

Hi Wayne and Jean Marie,

Good post. I don't mind knocking on door. I know that is one of the ways I am going to find clients, as they aren't beating a path to my office door!

Jan 19, 2013 05:40 AM
Ellie McIntire
Ellicott City Clarksville Howard County Maryland Real Estate - Ellicott City, MD
Luxury service in Central Maryland

It's one of those littler habits that get easier the more that you do it. Day 20 of the new year and I have stuck to the goal about 30% of the time.

Jan 20, 2013 06:15 AM
Mark Loewenberg
KW of the Palm Beaches - Palm Beach Gardens, FL
KW 561-214-0370

love those quotes.. will add this to your list  "if you don't try, you can't fail"

Jan 20, 2013 08:15 AM
Gene Riemenschneider
Home Point Real Estate - Brentwood, CA
Turning Houses into Homes

I have gotten to the point where it does not bother me calling on people.  I have been so busy with clients that have not done as much as I should building for the future.

Jan 22, 2013 02:40 AM
Bob Crane
Woodland Management Service / Woodland Real Estate, KW Diversified - Stevens Point, WI
Forestland Experts! 715-204-9671

Wayne and Jean, Great blog! And Great Quotes, I kind of like the excitment of prospecting, it nearly always leads to a new and exciting project.

Jan 25, 2013 03:47 PM
Lora "Leah" Stern 914-772-4528
Coldwell Banker, 170 N Main Street, New City NY 10956 - New City, NY
Real Estate Salesperson

I hate prospecting but its become the elephant in the closet.  Once I get it out, I breathe easier.  I'm learning to just do it and as you do it, it does get easier.

Jan 27, 2013 12:02 PM
Margaret Rome Baltimore 410-530-2400
HomeRome Realty 410-530-2400 - Pikesville, MD
Sell Your Home With Margaret Rome
Wayne and Jean, I can certainly see why this post has received so many clicks. Good title, good message, good graphics, good quotes...just a good job!
Jul 14, 2013 10:24 PM