The Value of Prospecting
by, Corey Wells

There are a tremendous number of homes waiting to be listed. All you have to do is make the effort to go out and get them. Just put down the coffee and start making those prospecting calls.

Most agents know how important it is to consistently prospect, but they just seem to have a built in resistance to doing it, especially when they feel they already have plenty of leads. But that’s the ideal time to prospect. Because prospecting when you’re desperate for leads makes it all that much more stressful.

The reason so many agent are so resistant is because they always associate prospecting with cold calling, a process which they find somewhat distasteful. They don’t like it because many feel it imposes on prospects, or they have a fear of rejection. In truth, prospecting calls can be directed at several other types of prospects like, expired listings, FSBOs and other warm calls, in addition to cold calling.

Most top selling agents are able to convince themselves that every call, even the ones that don’t get appointments or lead to listings has value. If it takes 100 calls to get a single listing that eventually earns $3000, then every call you made is worth $30. If you only make 5 calls an hour, that’s $150 hour. If someone offered you $150 and hour to sit at your desk and dial the phone, would you take that job? Of course you would. So why is it any different when you’re paying yourself.

There are 5 things that can possibly happen during every prospecting call and they all have some value.

• You can get a listing
• You can schedule an appointment
• You can get a referral
• You can prefect your technique
• You can get a “no” or no answer

Prospecting is the most powerful tool agents have at their disposal for acquiring new business. All you have to do is schedule a time to do it and be consistent. The secret to being consistent with your prospecting is to do it first thing the morning. This is when you have more energy and are most ready to take on the day!

Typically, there are more people home between 8 am to 12 pm than any other time of the day. Also, prospects will be more open to talking to you in the morning. To start the day, you should block off a period of time and eliminate interruptions. Make sure your clients and colleagues know you are unavailable during this period. Don’t take or return any calls. Put down the coffee and take advantage of your morning to prospect. You’ll be surprised how easy and profitable it can be!

(c) 2008 Leading Example Enterprises Inc.

Corey Wells, is the founder of Leading Example Coaching which offers Real Estate Agent Coaching, Books, Audio, Scripts, Packages, Software & More. Visit: Leading Example Coaching This article was originally posted on LeadingExample.com/Blog