What’s your typical day look like? Get to the office, check your email, set up those showings for a buyer for later in the afternoon, review an inspection or title work that came in today, go find some lunch, show your buyer a few homes, field a few sign or ad calls, check your email one last time, then head home to spend some time with your family? Sound familiar? But what’s missing?
Did you actually prospect for new clients?
As a managing broker of a real estate office, I often had meetings with agents who were disappointed in their sales and came to me for ideas to get on the right path. Out of the hundreds of coaching sessions we had, it all came down to one question, “What are you doing today to ensure you sell a home next week?”
Do you think the successful prospectors in the heart of the Gold Rush in 1849 woke up each morning, hung around camp all day and expected the gold to find them?
In my coaching sessions with these agents, I realized that most didn’t know where their next sale was going to come from. They may have a few buyers actively looking or a handful of listing they hoped would sell, but wasn’t putting forth much effort to find more clients besides hosting the occasional open house (which most agents aren’t good at) or fielding sign or ad calls.
One of our first objectives was to decide what they actually did everyday and get them refocused to include a few prospecting activities. It didn’t matter if it was picking up the phone and making F-O-R-D calls, actively marketing to expired listings or FSBO’s, or working on a regular communication piece for their sphere of influence. They just needed to do SOMETHING! What’s most important is the agent needs to pick an activity they enjoy doing and they are good at. If I told them to make phone calls each day and they despised the phone, they would quickly fall back into their old habits.
For the agents that followed our new prospecting plan, they found that by spending an hour or so prospecting each morning was quickly filling up their calendar with appointments. I suggested that they try to make all their new appointments for after lunch time, which left their mornings open to continue their prospecting efforts everyday.
You would be surprised how well this plan will work!
If you want more sales you must have more clients. It’s a numbers game, the more people you talk to, the better your chances to connect with a client that will turn into a sale sooner rather than later!
What are you doing today to ensure you sell a home next week?
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