We’ve all heard the expression “Life is measured in inches not miles”. Most people don’t realize that it’s not the big decisions we make that shape our lives, rather it’s the cumulative effect of all the little decisions we make. For example, taking the small step every day of “rainmaking”, or prospecting, by: Picking up […]
Prospecting: The Most Effective Way to Generate Business
Seymour Prospects, an agent in West Palm Beach, New Jersey, was in between a rock and a hard place. He had been so successful applying the strategies to sell his listings in his Metamorphosis Workshop that he had run out of listings. Seymour knew he had to get as many listings as possible to take […]
Prospecting: Let’s Go Clubbing
We all know that the best form of communication is face-to-face. It stands to reason the more people you talk to in person about real estate, the more successful you will be. This is why active participation in groups, clubs, or different organizations is one of the most effective ways to grow your business. Consider […]
Prospecting: Expand Your Sphere of Influence
Prospecting: Identifying a Farm
Farming an area can be one of the most effective ways of building your business long term. Consider the difference between working with a good buyer or actively farming a neighborhood. Typically with a buyer, the relationship is started when you first meet the buyer and is established very quickly. If they like and trust […]
Prospecting: Have a Block Party in Your Farm Area
It’s been a long-standing tradition in many parts of the country to hold an Annual Neighborhood Block Party as a way of helping neighbors stay in touch with one another. In today’s world, with most families having both spouses work, a neighborhood gathering can be an ideal way to meet your neighbors and build strong […]
Prospecting: Simple Prospecting Phone Script
Take a look at what you have in the pipeline now. If you bank of listings is weak, you’ll probably have a weak bank account in 2013. Of course, you want to have a strong finish to 2012, but even if you’ve had a great year this year, ask yourself; “With the listing inventory I […]
Prospecting – Expired Listing Advised Cover Letter
Prospecting for expired listings and “For Sale By Owner” prospects can be one of the fastest ways to build your business and prepare for the coming year. Unfortunately, this form of prospecting can be one of the most difficult because every good realtor is aware of the great opportunity with both groups. We already know there […]
Buyer Prospecting – The Listing Frenzy
In the past six months, many markets throughout Florida have experienced a significant turnaround in real estate market conditions. Even in the historically slow summer months, for some markets activity has remained strong. Successful agents are encouraged to recognize that this very same activity could be a bellwether for difficult times ahead. Agents that are […]
The Reload Strategy
When prospecting for buyers there may be a group of potential buyers that have been completely overlooked. Most sales professionals recognize that past clients are an ideal source of referral business. However, there is another group of potential buyers that are easy to identify and have an affinity to real estate. In general most people […]