Week #3: Prospecting
- To make your prospecting time better…. make your morning media free. Unclog your head of all the nonsense
- Strengthen the link between prospecting and achieving the goals I have set — make it so strong that nobody can break this link
- Make a strong commitment to yourself to do daily, efficient, strong prospecting. being prepared, focused, phone off, scripts ready
- You need to know where your system comes from so you know where to focus your prospecting efforts
- Create a simple system for tracking. Where did each listing and sale come from?
- We are looking for, of what transactions you have, which ones can we duplicate?
- Our business generally comes from waiting, buying or going out and finding it
Create a pre prospecting routine >> Exercise, role play and practice, affirmations
- Prospecting is very difficult for most agents because:
- I don’t know what to say
- I have unproductive work habits
- I can’t handle rejection
- I don’t track my numbers, I don’t know what’s going on
- I don’t get results fast enough
- If you can figure out what’s holding you back — We can solve that problem
- Here are some good lead sources:
- Past Clients
- COI
- Expired Listings
- FSBO
- Neighborhood prospects
- Old company files
- Door knocking
- Try a little of each to decide for yourself where you get the best results
Homework
- Download all prospecting scripts
- Try prospecting for a week — 5 days
- 30 min a day, 1 hour per day, 2 hours per day
- Track your results