Prospecting: When Should You Do It, Who Should You Prospect and How Do You Get Better?

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In our last team meeting, we spoke about the “P” word. Do you know what the “P” word is? Prospecting! What is prospecting, what does it mean and why we do we do it? We obviously prospect to generate income, but what are your plans with that income?

Prospecting and lead generation has to be done early in the morning. You need to have a specific time that you wake up every day and do some exercises or stretches to get yourself going. Your morning routine is like a rubber band; the physical activity you choose to do gets you ready to take on the day and launches you into prospecting.

The next step in prospecting is to take care of your affirmations. Do you have affirmations or do you even know what that is? This is simply reaffirming what you want in your life; are you trying to become a better salesman? Use reaffirming statements to condition your mindset. We also spoke about arriving at the office every day and role playing. If you aren’t familiar with role playing, it is where you have another person that will role play and act out the scenarios you encounter each day. This helps you get though the hang ups, rejection and objections you will experience while prospecting. My team also talked about why people don’t prospect – it’s because they don’t know how! They might know what to say, they could be fearful or they could be afraid of rejection.

While you are prospecting, who are you calling? Start by prospecting with your center of influence or people that know you, like you and trust you. Also, prospect past clients; it’s a gold mine! Other great areas to prospect in are people with expired listings or homes that are for sale by owner. If you are unsure about what to say while prospecting, simply visit www.mikeferry.com. Mike has been my coach for over 10 years and offers complimentary scripts for every scenario!

If you have any questions, simply email me, post a comment down below and please forward this to someone you know. Also, send us your referrals if you know someone who wants to buy or sell real estate; we want to send you a bunch of referral fees this year! Thanks and have a great day.