Debbie Reynolds has asked us to describe a lesson that we wish we had learned earlier in our careers. The hardest part of this contest was choosing just one.
When we first became Realtors, our broker gave us tons of training - Mike Ferry, Darryl Davis, David Knox - all kinds of video training.
So we followed their advice and did what they said. We cold called. We knocked on doors. We farmed. We contacted FSBOs and expireds.
And we struggled.
It was months before our first listing and it wasn't a result of all of that prospecting. It was a referral from a friend.
A lightbulb flickered. All that prospecting and nothing? One friend and one referral. Hmmm.
But we're slow learners so we continued with the prospecting. Cold calls, door knocking, farming, FSBOs, expireds.
Another listing came in from a referral from a friend.
The lightbulb flickered again.
Eventually, we caught on and started touching our sphere of influence. We sent newsletters and market reports (which we learned how to write from Active Rain). We started asking for referrals. Business started rolling in - a slow trickle at first, but a steady one.
We incorporated formal and informal networking into our prospecting. This was a huge change for us and marked a turning point in our business. We weren't struggling to get business any more - now we're struggling to keep up with it all.
Now, my advice to all newbies is always this - touch your sphere and network!