Sick of Failure? The Seven Natural Laws of Real Estate Prospecting
Tired of dealing with snobbish buyers? Getting walked all over? Losing? If so, what you need to do is create some competition using the same principles farmers use to grow crops. Let me explain.
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. That’s bad. Especially in this market.
What you need to do–instead of settling for whatever rolls in from the front desk–is create an arena of competition. That is, you must get buyers competing with each other for a home. That means, you must get a lot of buyers bidding for the same home.
How do you do that? Prospect, prospect, prospect. Even though that sounds easy, it won’t happen over night. You have to sow today, to reap tomorrow. Any farmer will tell you that. It’s the natural law of the harvest.
And part of the law of the harvest is to focus your efforts on prospecting. Just like a farmer plants, then waters, then fertilizes, then harvests…you also focus on the other three pillars of real estate–and prospect.
Follow these seven natural laws of prospecting to create competition and in no time you’ll harvest a bumper crop this year of leads, clients and commissions.
1. Prospect 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.
2. Prospect With a Good 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 you more.
3. Follow-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. Prospect the Right 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. Ask 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. Mail to Your Circle of Influence Constantly
Mailing to your circle 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 circle of influence (or someone they know) will buy or sell right around the time that one of your mailers arrives on their doorstep.
7. Prospect Even After You’ve Generated 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 your 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.
Carve each day you work into four quadrants and focus on one pillar in each quadrant. Especially prospecting. Don’t deviate. Always prospect and you’ll create competition and render those snobbish buyers humbled. Count on it.