2015 Prospecting

The 10/10/10 Strategy

If you want to supercharge your real estate career, you should use the 10/10/10/ Prospecting Strategy to move ahead.  Affirmations are “positive declarations of who you are or what you want.”  Agents can use the 10/10/10/ (Numerical) Affirmation to help them achieve their goals.  And, obviously one of the most important goals every agent should have involves prospecting for success. Most agents, even very successful agents, struggle with balancing their prospecting efforts against other responsibilities. They have great sales and closing months, followed by no sales or closings for extended periods of time. This is due in part to the seasonal nature of real estate. But, it is also due to an agent’s inability to prospect during very busy and very slow periods.

When business is slow, it’s a struggle to get motivated to “take the shots“ prospecting, especially when the prospecting effort will lead to rejection. Conversely, when an agent is busy writing contracts and keeping sales together until closing, there is little time to prospect. In either case, the lack of prospecting for an extended period of time usually leads to few prospects being put into the sales pipeline, and ultimately, no contracts being written, nor closings happening on the other end of the pipeline.

How can this result be avoided? Quite simply, employ the 10/10/10 Prospecting Strategy every day. Simply put, this strategy requires the agent to make every effort to prospect by:

– Seeing 10 people face-to-face every day during appointments, social gatherings, expired and farm door-knocking, all count. Face-To-Face prospecting is the most powerful form of prospecting and the fastest way to grow your business.

– Calling 10 prospects per day– Warm calls, phone calls to your sphere of influence, farm and past clients all count towards you 10 calls per day.

– Postage mailing 10 prospects each day- Usually sent via handwritten note or envelope and stamped not metered mail. A hand-written note is also recommended because it shows that the agent took the time to give the announcement some thought.

Whenever possible, your 10/10/10/ contacts should be with the best Hot Buyers, Hot Listing Prospects and Your Best Advocates. There may be days where it’s impossible to complete the 10/10/10 because of other activities that are also important. When you don’t reach the daily 10/10/10/ goals don’t worry about it, just ask yourself the same question the next day

                              “How can I see, call, and mail to get my 10/10/10 in during the next day?”