Keys To Effective Prospecting

I’ve had the pleasure of giving hundreds of presentations at local offices and associations over the last year.

The top performing agents always stand out from the below average agent in that they plan meticulously and execute diligently.

They focus on doing the work that’s going to yield them a specific desired result: getting the listing or closing that buyer.

It’s easy to get caught up doing “busy” work in order to avoid doing the real work that you have to do in order to be successful.

What prospecting is: 

• Calling past clients
• Calling your sphere of influence
• Calling expired’s and FSBO’s
• Cold calling for new listings
• Door knocking
• Hosting open houses

What prospecting is not: 

• Mailing magnets and dropping off calendars
• Setting up a website
• Wearing your name badge
• Placing a magnet sign on your car
• Sponsoring a local sports team
• Answering emails
• Pinning your business card on a bulletin board at the local Starbucks

Tom Ferry like’s to say “appointment’s aren’t going to schedule themselves!”

What are you doing to get in as front of as many people as you can to set a buying/selling appointment?