Week 3: Prospecting

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


  • 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