Prospecting: You’re in Control of Your Own Success!

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Prospecting: You’re in Control of Your Own Success!

To start 2014 off strong and talk to you about a topic many of you are familiar with, however some of you haven’t quite gotten the knack of prospecting. The reality of real estate is that it’s all about prospecting, appointments and sales. You can’t make a sale without an appointment and you can’t make an appointment without prospecting and hitting the phones.

This year, I set an ambitious goal with my real estate team and committed to close 80 homes in 2014. My team was taken aback when I said this to say the least. However, I am committed to doing this and have been prospecting every single day.

As I said before, I am committed to doing 80 sales in 2014 by making 64 listing sales and 16 buyer sales.  In order to reach my goal, I realize that I need 12 listing appointments per month with a conservative 50% conversion rate to net me 6 listings a month. If I get the listings, the buyers will be a natural result of that. In turn I will meet my sales goal and possibly exceed it; which I will. Halfway through the month of January, I had already set 6 listing appointments by prospecting 4 days a week for 3 hours minimum.

In this business, you need to be prospecting a minimum 4 days a week for 3 hours a day.
Also, you need prospecting at the same time every day to establish your habits. When you continuously work on your habits, your habits will become a part of your business and your business will explode causing a breakthrough. Be sure to make it a point to start early, preferably 8am, every day you prospect to reinforce that habit within yourself.

You’ll see that I’m wearing my headset; I use a wireless headset through Verizon that connects to my cell phone. I love it because it’s comfortable, it allows me to drown out the noise around me and focus on my customer and also allows me to move around the office freely. Make note that scripts and dialogues are extremely important while prospecting. You need to be practicing and role playing your scripts and dialogues every day and if you don’t have a role playing partner, get one!

Most importantly, you need to have a killer mindset. You need to go into prospecting every day with a mindset of having success. It all comes down to the number of dials! If you’re making 20 dials a day, you at least be getting a minimum of one appointment a day.

If you have any questions about the model of headset I’m using or would like some of the scripts and dialogues I use, send me an email. I will always get back to you in a timely manner! Thanks for watching.