PROSPECTING
Making It Happen

CONFUCIUS SAYS
MAN WILL GO HUNGRY
WHO WAITS ALL DAY
FOR ROAST DUCK
TO FLY IN MOUTH

What does this quote from Confucius mean to you? In what ways does it apply to Realtors in the Real Estate industry? Too many Realtors just wait for business to come to them. Example: A Realtor who expects to earn an adequate living from just taking floor time/opportunity time. Its those Realtors who fail to do enough prospecting on a consistent basis.

We can then agree that Realtors tend to fall in one of the following groups:


DESK WARMERS: Those who are waiting for roast duck to fly in mouth. These are the people who eventually starve to death and return to the humdrum job at the factory or Sears.


AVERAGE REALTORS: Low and medium income Realtors who know what they should do and know to do it, but fail to do ENOUGH on a CONSISTENT basis.


LUCKY PROSPECTORS: Realtors who, on a regular and consistent basis, are talking to lots of people and helping some of them and their friends with their real estate challenges. These are
Realtors who are always lucky and plenty of business just
falls in their laps.

Lets talk about these Lucky Prospectors. Who are they? Generally speaking they always seem to be in the top twenty percent of our profession in earnings. They are professional Realtors who:

* Exhibit enthusiasm and confidence.
* Talk to lots of people consistently.
* Merit the friendship and support of people they talk to.

Everything Lucky Prospectors do falls into one or a combination of the following areas:

1. Contact FSBOs/Expireds.
2. Develop a Listing Farm.
3. Cultivate their Goldmine (Sphere of Influence).

There seem to be no other choices.

What do you prefer to do?

Explore this question with other Realtors. Spend about 10 minutes exploring what, why, and how, as well as the results they are experiencing. Above all get them to share how regularly they do what they are doing - and how much time they spend each day or week.

The important thing to remember is that Realtors arent going to do what they dont want to do, so we might as well get them to share with others something good they are doing. They will be prone to brag a little about the amount of time they are putting into prospecting and this will probably encourage them to increase their efforts, at least for a couple of weeks! Obviously, increased prospecting will result in increased appointments-per-day results.


DO YOU BELIEVE THAT YOUR SUCCESS IS ABSOLUTELY DEPENDENT
UPON THE NUMBER OF PEOPLE YOU CONTACT EVERYDAY?

The answer is of course. Get several Realtors to say yes to this question.


THEN WHY DONT MOST OF US PUT MORE TIME AND EFFORT INTO
PROSPECTING?

Again, get several Realtors to respond.


I can prove with math how you can be a Lucky Prospector and by contacting three people a day can earn you a minimum of $100,000 a year without taking floor time/ opportunity time. Would you like to see how?