2015 PROSPECTING

Personal Production: Pessimism is Prevalent

Why are most agents unsuccessful? Could it be because of their attitude? A famous quote by Robert Francis Kennedy states: “There are those who look at things the way they are, and ask why… I dream of things that never were, and ask why not?”   This is a concept that directly applies to the art of prospecting. Most agents will look at the likelihood for success and come up with a dozen reasons why the prospecting won’t work. Instead of giving up before you begin, why not take the shot and just try it?

There are almost always many great reasons why a strategy or approach doesn’t work when you’re prospecting, but you can’t forget that it only takes one time for something to work in Real Estate before you make a great deal of money. Consider the example of cold calling using the phone and think about all the reasons why it won’t work:

• The phone numbers will be disconnected
• They may be on the Do Not Call List
• They may not be home
• They may be eating dinner
• They may get mad
• I might not say the right thing
• They may not be interested

In truth, every one of the reasons why the call could fail could be right.  But, if you ask yourself the right question, “What if it does work?” you may just make a great deal of money. If you believe that it can happen and you will be successful, you’ll most likely be right. If you believe it won’t work, your attitude will come through and you’re unlikely to have success. So, in the future, as you’re taking the shots, focus on how successful you could be if your strategy or approach works, and just implement it. If it doesn’t work, modify or change your strategy until it does, and watch how quickly your business will grow.