Are you one of the many agents whose career is on a roller coaster, especially with regard to income?
If you are, you know that it's a predictable pattern that replays year after year. You have a few months of almost frantic activity, then all of a sudden you get up one morning and have no closings scheduled, no new listings to market, and no buyers eager to tour homes.
Why? Because you didn't prospect when you were busy.
When you're busy it can be difficult to make time for prospecting or for staying in touch with those people who could send you referrals. It's even difficult to follow up promptly on leads coming through your website.
Since I was once an agent, I remember – there are days when you can barely take care of things that must be done that day.
But the truth is, if you don't make the time to prospect and stay in touch right now, you'll have WAY more time on your hands than you want when October and November arrive. That will give you the opportunity to start over – to reconnect with people you've ignored and to prospect for new clients. It will also give you weeks without income.
Wouldn't you rather business just kept chugging along – without any of those income-free weeks or months?
Set up systems to prospect when you're busy…
If you don't have a marketer on your team to keep prospecting on your behalf, use systems to simplify your life and get the job done.
If you prospect by email, get a good mailing program and set it to deliver a series of letters to your various lists in a pre-set order. Do the same for your past clients and your sphere of influence.
It might take you a few hours to enter all your names and get your letters entered and scheduled, but then you can forget about it for 2 or 3 months. Wouldn't it be worth giving up a little down time to know that you'll have more clients – and closings - in line this fall?
You can use the same system to gather and follow up with new "warm" leads. Just use a "capture box" on your website that offers information they want and need. Then let the autoresponder keep mailing to them until they contact you directly.
If you're using postal mail, print your entire series of letters to each prospect, past client, or member of your sphere of influence, along with the matching envelopes. Sign them all, seal the envelopes, and write the date to mail where the stamp will go. File them by mailing date in a box that stays where you'll see it every morning, so all you'll have to do is grab today's envelopes, affix the stamps, and drop them in the mail.
If you don't have time to write those letters…
Come see me. I write custom letters, and also offer more than 35 sets of letters designed to pull in clients from a variety of niches. Other letter sets will help you stay in touch with past clients and your sphere.
All you have to do is customize the letters with your contact information.
You can read about the letter sets and even access some free samples on my prospecting letters page.
Image courtesy of wiangya at FreeDigitalPhotos.net