Our team leader shared this information with us, so I wanted to pass it along...
The Seven Deadly Sins of Real Estate Prospecting
Real estate prospecting is essential to success in real estate. It's a key ingredient that will help you earn and get paid the amounts of money you want to make each year. Yet, so many agents disregard, forget, ignore or flat out neglect prospecting. These are simple mistakes that could take you away from success. These mistakes are what I refer to as the 7 Deadly Sins of Real Estate Prospecting:
1. Not Prospecting Enough: Prospecting is THE PATH to finding the leads that will become your successfully closed transactions in the weeks and months ahead. If you don't search for and cultivate the best people to work with in your territory, your competitors WILL find these people...and successfully close transactions with them instead of you.
2. Prospecting With a Poor Attitude: People respond to you based upon what you are putting out to them. When you have a great, positive, fun-loving attitude people will like talking to your more.
3. Not Following Up With Prospects: Following up on the leads you've uncovered and enrolling your prospects in follow up systems is really what being a successful real estate agent is all about. Follow up systems are essential.
4. Prospecting the Wrong People: Are you prospecting the people you ideally want to be working with? Are you prospecting in the geographical area that has the properties you really want to list or sell? Make sure you're prospecting the people who will be closing the exact kind of transactions you want to be working on.
5. Not Asking Your Prospects for Referrals: When you are prospecting you will maximize your results when you ask your prospects who they know that might be interested in buying or selling in the near future. When you ask the right questions, you can also begin prospecting everyone else they know. Don't be afraid. Just do it!
6. Not Continually Mailing to Your Sphere of Influence: Mailing to your sphere of influence keeps you "top of the mind". You get their attention and remind them of who you are every single month. And the more you consistently mail, the higher the probability that one of your sphere of influence will buy or sell right around the time that one of your mailers arrives on the doorstep.
7. Discontinuing Prospecting Once You Generate Activity: To be the best you can be in your real estate career you need to prospect constantly. If you get busy and stop, or substantially reduce , your prospecting you will most definitely experience a gap in you incoming commissions in the weeks and months ahead. Don't delude yourself about this. Know with certainty that whenever you slow down your prospecting you will substantially decrease your income for the year.
Today's Quote: "Friendship - the truest of friends in the world are... the ones who lighten the burdens of others."
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