Targeting Prospects

Prospecting is only effective if it generates a lead from a truly qualified prospect – someone who is really interested in what you are offering and becomes your client.  In targeting, you are looking for the prospects that have the highest probability of buying or selling in the least effort and time. It is better to work smart, than to work hard. Give respect to the market conditions – you may have a marketplace where high end properties are not selling quickly. However, the middle range is seeing robust demand. In setting up your prospecting goals, focus on

• The number of contacts you should make each day and week
• The number of leads you should develop
• The number of personal appointments you should set
• Start slow and build confidence as you scale up

You will notice that many top agents don’t prospect, but you won’t find many top agents who didn’t prospect early on their career. And when the going becomes tough, even the top agents go back into prospecting mode at least occasionally. To become a top real estate agent, you must remain at top of your game and you must continue to prospect.

As a real estate agent you must value

• The Law of accumulation – which basically says that achievement, is the result of ongoing and constant effort. Everything in life, whether positive or negative, compounds itself over time.
• The power of consistency – Marginally successful agents take a binge approach to prospecting. Highly successful agents are far, far more consistent in their efforts. You can easily prospect when you have no listings, no pending transactions, and no buyers to work with. The challenge is to continue to prospect even when you’re busy with all the other activities.