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1. Staying
Focused on the "Big Picture"
of Prospecting Prospecting
is one of the most important activities
that you can do for yourself as a real
estate agent. Whether it be on the
telephone, in-person, through E-mail and
the Internet, or by sending out mailers,
the more avenues that you are utilizing
to consistently prospect, the more leads
you are going to develop for yourself.
And when you're focused on prospecting
the right people, you'll be working on
the best opportunities that continually
materialize in your territory.
There
are always a great amount of incredible
leads for you to uncover every single
year in your territory. Imagine all the
transactions that continually close
every year in your area without you, and
you then begin to get an idea of all the
great leads you're missing out on.
However,
when it comes to prospecting, this is
rarely a topic that agents embrace the
thought of doing wholeheartedly. But at
the same time, continual prospecting
virtually guarantees that you will
consistently experience abundant
opportunities to close transactions on
in your marketplace.
In
a recent interview that I did with top
listing agent Mike Monteleone, Mike
talks about how after 31 years in the
business he still prospects
approximately 12-15 hours a week. And it
is this dedication to prospecting that
has Mike continually earning over
$1,000,000.00 a year. These exact same
results are available to you too if
you're willing to do the prospecting
that will make it all happen for you.
What
do you think would happen in your real
estate business if you were continually
prospecting 12-15 hours a week? Perhaps
you're already prospecting this amount
of hours every week, but if you're not,
imagine the amount of additional
business you'd be landing and the
quality of the leads that would
continually be coming your way for you
to capitalize on.
One
of the greatest obstacles that keeps
agents from prospecting regularly is
their attachment to how they think the
prospects are going to respond to them.
However, the real point is not how many
leads you will uncover today or this
week in your prospecting, or how the
prospects are going to treat you when
you call on them. What's really
important is how much money you're going
to make each and every year if you
simply do your prospecting every single
week. Don't be attached to how the
prospects are going to respond to you.
Just move ahead and do your prospecting,
knowing full well that when you do so
every week, you'll uncover so many great
opportunities to work on throughout the
year that will earn you an income that
you'll be absolutely thrilled with.
You
see, it's the big picture of how your
prospecting will payoff for you over the
course of every 365 days that really
matters, not what you think or feel
about how your prospects will respond to
you today or this week. The truth of the
matter is that some days or weeks you'll
uncover no leads at all and you'll be
treated horribly. At other times you'll
probably feel like you've been treated
OK and that you uncovered a few leads,
and at still other times you'll feel
like you're on a roll, uncovering an
unbelievable abundance of great leads
for you to work on.
The
point of the matter is this:
If
you just do your prospecting every
single week no matter what, you'll earn
an income you'll be thrilled with in
your real estate business every single
year.
So
let go of your attachment to how your
prospects might respond to you today or
this week when doing your
prospecting. Just commit to doing the
prospecting you know you should be doing
every single week. As long as you're
going to be working the same amount of
hours in this business anyway, why not
just spend your time doing what will make you the greatest
amount of money imaginable during these
working hours?
When
you're committed to prospecting every
single week throughout the year, you'll
continually be working on the best
opportunities in your territory, and
you'll continually make the kind of
money you've always dreamed of making in
this business.
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