2.
How Are You Doing at Finding New
Prospects? How
are you going about finding your new
prospects right now? In terms of
locating new prospects to work with in
your real estate business--you either
need to be proactive, or else you're
left with whatever just happens to fall
onto your lap. As a real estate agent
this is the equivalent of being the
captain of a boat a boat at sea with no
engine, no sails, and no rudder. You're
pretty much just left with what the
current, the wind, and the elements
happen to throw your way. And trust me,
this is no fun place to be.
One
of the big differences between these two
scenarios, though, is that when you're a
captain of a boat like this at sea,
you're fully aware of your situation.
But oftentimes real estate agents are
not really aware of the fact that
they're not doing what will have them
develop great business for themselves.
This is because they're often caught up
in the fog of being busy, but they're
busy doing unproductive activities.
That's one of the dangers of looking and
feeling busy a a real estate agent...if
you're busy doing the wrong activities,
you can simply wonder year-after-year
why you're not making the amount of
money you'd like to be making. And your
solution to the problem can sometimes be
to keep doing the same exact activities
you've been doing, simply thinking that
you haven't been working this game plan
long enough for it to really pay off for
you yet. (Hint: If you haven't been
generating great new activity for 90
days or longer, you probably need to
change what you're doing.)
Whatever
you are currently doing to develop new
business for yourself, you must make
sure you're doing the activities that
will successfully bring you solid
clients and prospects to close new
business with.
Here
are some of the activities you can do
that will bring you new business:
- Prospecting
on the telephone
- Prospecting
in person
- Networking
with people
- Joining
organizations
- Asking
for referrals
- Mailing
continually to the people you want
to do business with
- Sending
an E-mail newsletter to your clients
and prospects
- Staying
in relationship with your old
clients
- Hosting
real estate educational events in
your territory
- Having
a great real estate agent Web site
- Utilizing
E-mail autoresponder campaigns
- Getting
involved in your community
- Getting
publicity for yourself
If
you're not doing activities like these
you may be wasting a lot of your
productive time and costing yourself a
lot of money. And with the National
"Do Not Call" registry and law
about to take effect, your opportunities
for prospecting on the telephone may
soon be changing dramatically.
When
you're working in your real estate
business, make sure you're doing the
activities that will successfully
develop new business for you. The
difference between you and the agent
making the amount of money that you'd
like to make has very little to do with
the amount of hours you're currently
working. Instead, it has everything to
do with the activities you choose to do
with the hours you work.
More
real estate business is always available
for you in your territory. Just look at
all the transactions continually being
closed by real estate agents that you're
not involved in. When you're actively
engaged in doing the things that will
bring you new business, you'll direct
much more of this business your way in
the future instead of letting it go to
your competitors.
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