Weekly Objective: To successfully construct your Daily/Weekly Prospecting Schedule.
This week’s plan is to construct a daily/weekly schedule to contact your current Buyers, Sellers, Prospects, Business Associates, Friends, or Sphere of Influence on a daily basis to stay top of mind.
Watch: Become Prospecting Ninja
Does the very thought of real estate prospecting make you shudder? If so, you’re not alone. This is the scary part for most salespeople. Fear of rejection. Fear of sounding and feeling inexperienced. You must overcome those fears.
For many agents, prospecting is a necessary evil, one that is all too easy to postpone and drop to the bottom of your to do list.
Yet the majority of real estate professionals are hungry for more quality leads, more of those truly motivated buyers and sellers. Real estate prospecting is one of the best ways to generate more real estate leads. It can be time consuming, but it’s an exciting endeavor!
You must prepare – but not so much that you never make the effort. The entire goal of prospecting is to get a meeting. If you spend 30 minutes talking, emailing, or texting one prospect you have missed the point. Get the face to face meeting.
Always come from a mindset of contribution. Think of it this way: if you wouldn’t read it, neither will your prospects. Make emails fun, entertaining and informative. Be sure to always end every email with some form of a call to action. The reader always needs to know what to do next.
You need to practice on purpose for the situations you know you will face. And then practice some more. Practice until you can leave a compelling voicemail with a real reason to call back…and nail it every time. Practice until you know your customized pitch so well that you can improvise according to the need of the minute…
Practice until you can’t get it wrong. You may not succeed every time, but your preparation will put you in the best situation to come through when stakes are the highest.
This is the way you reach your potential. Prepare. Practice. Rinse. Repeat.
This week’s plan will be as follows:
Monday: Schedule the Time to Prospect
Tuesday: Identify the Prospect
Wednesday: Create Your Opening Line or Elevator Speech
Thursday: Making the Call
Friday: Putting it All Together
Monday’s Objective: Schedule the Time To Prospect
Too many people do not prospect for one simple reason — they get busy doing other stuff and never get around to it. I believe the reason they never get around to is because they don’t want to do it.
Experiment and find what works for you, but set aside two hours each day to focus on prospecting. Many agents like to focus on prospecting initiatives in the morning between 9-11 am, this can be a good time to make phone calls, update social media posts and ask for referrals. Treat this prospecting time as you would any other important appointment and stick with it!
Reserve the time on the calendar and don’t let other things get in the way.
- Review your typical schedule, pick 2 hours each day to set aside for prospecting. RESERVE them in your calendar.
- Write 5 note-cards today.
- Suggested topics:
- Book or news article you recently read that they would enjoy
- New find in town – store, start-up business, restaurant, etc.
- Coffee gift card – simple thank you for…
- Home renovation idea or home tip to save energy, money, etc.
- Suggested topics: