Most prospecting training is focused on... FOCUSING. Laser-focused prospecting. Doing "it" for three hours a day, whatever "it" is, no interruptions, no excuses. Do "it" until you reach your goal of so many contacts, so many appointments, whatever. Lather, rinse, repeat. Every day.
And eventually, you might even enjoy "it." You might start to see relationships between how much of "it" you do and how many houses you sell. The more of "it," the more of the other.
Whatever your "it" of choice is - FSBO's, expireds, cold-calling, door-knocking, farming, blogging, advertising, SOI'ing, open-housing, lunch-dating - just remember the Good Old Numbers Game and do "it" more.
Fair enough.
But it occurs to me that my business never worked that way. I, frankly, didn't have any sort of formal system for prospecting and my business came from dozens of different sources.
I got business from my best friends, my good friends, and my acquaintances. I got business from open houses, sign calls and floor time. I got business from my lawn guy, my graphics gal and my insurance agent. I got business from my broker, other agents and lenders. I got business from street fairs, coffee shops and happy hours. I got business from current clients, current prospects and past clients. I got business from my website, from blogging and even one House Values lead.
See where I'm going with this?
Just because you met your last client at the coffee shop - does that mean you should only prospect at the coffee shop from now on? Or just because you listed a FSBO last week, does that mean you should only seek out FSBO's? Of course not - I hope that's obvious.
Real estate business is everywhere; it's all around us. Good prospects cross our paths every day, from a wide variety of sources. Sometimes they cross our paths in the course of doing business, like when we hit it off with an open house visitor or have a great conversation with a walk-in. Other times, it seems much more serendipitous, like when we meet a new-home builder at a friend's wedding or share an elevator with a man who was just transferred. And even if these particular encounters don't result in immediate business, you never know who THEY know who might need someone just like you.
Keeping your antenna up and a smile on your face as you go about your day really IS a tremendous prospecting strategy!
Happy New Year - Love y'all!
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Jennifer,
When it isn't fun, I won't be doing it. The best rewards are those you garner when doing something you enjoy. Might have to buy your book just for the title.
So, I hear you may can even find prospects at New Year's Eve parties... ;-)
Happy New Years Jennifer!
Always be prospecting because you never know where your next client could be coming from!
Shoot, Glenn, I really should get on the road and come to yours... prospects or no!
Cindy - You truly never know... I always say that one thing I love about this business is that every time I leave the house I could come back with a $10,000 paycheck.
Mike- I see that you did - I think you'll enjoy it!
Jennifer..too many of us waste or lives doing things we hate. Thanks for the post. Have a Happy New Year..
Hi Jennifer.
Business comes from anywhere/everywhere, that is for sure.
Cindy wrote, "Always be prospecting". How do you feel about that?
It could be a definitional, but after reading your for almost two years (I think), my guess is you would prefer "Never be prospecting"...
Either way, thanks for writing and have a safe and happy New Years!
Ken
Thanks Jennifer. I have always tried to convince myself that you don't have to do things that make you miserable to make money. My group leader is a big fan of Mike Ferry as well as calling FSBOs and expireds. I HATE cold calling no matter what it is...
Just might have to buy your book ;-)
Hi Jennifer-For some reason, I just started subscribing to your blog the other day. I have ordered your book and am looking forward to reading it. I am surprised at the number of people who still advocate cold-calling. I tried it once and swore I would never do that again. It was more of a pain to find those who hadn't signed up on the do not call list :o). Anyway, I try to keep my antenna up where ever I go because I don't have a tried and true prospecting routine and thanks to you, I don't feel bad about it :o)! Happy New Year!
Hi Jennifer, i never considered myself to be in the prospect gathering business. Ninty percent of my business comes from people I know and it is the very best business! I feel cold calling is rude, disrespectful and an intrusion! Best wishes to you for a fabulous 2010!
Jennifer,
I have recently subscribed to your newsletter...I find it to be motivating and refreshing. I love your approach and am learning tons...
Jennifer,
Congratulations on the book!!! After talking with you, it seems the focus should be on establishing new relationships and maintaining the "old" ones. Change your focus / perspective, change your results. If we are focusing on building quality relationships, not the prospecting aspect, the leads will flow.
You are full of wisdom!! I hope you have a wonderful New Year!!
Jennifer,
I think doing what you love to do with those you enjoy being with is one of the main keys to success. Great book title. Have a wonderful and prosperous New Year!
Dorie
I just got through meeting with my broker regarding my goals for next year.......and how I should be prospecting a certain way. Hmmmm.......
Happy New Year!
Ann
You have to love what you do if you are going to be successful, otherwise find something that is fun.
Happy New Year
So, Ann, what did you come up with?
And to you, Dorie! Thank you!
Aw, shucks, Jay... you're just biased!
Thank you Lori - I'm so glad you're enjoying the message.
Dawn - You and me both!!!
Brenda- Wonderful ! I hope this little bloglet will continue to help you sleep better at night cause you're not fretting about your "routine."
Ken - I, too, paused for a moment at the words "always be prospecting" because it does sound a little obnoxious (Stay with me, Cindy!). Obviously if someone is constantly in sales-pitch mode when in public, that's not cool, but the idea that you are "always prospecting" when outside of your own four walls IS a viable approach to business. I think you know what I mean...
That is very insightful Jennifer. When somone is selling a Laser Focused Idea and someone is buying it usually the one buying it dieing on the vine looking for that next "it" to help with their business. Sometimes having that Laser Focused time on the "it" creates the chance encounter in the elevator, or the friend at the wedding... Great Post
My business has come from a multitude of sources. My problem is there is not enough of it.
What I really like about your approach, Jennifer, is that it encourages us to be more social beings. By being social -- whether it's talking to people we might not normally strike up a conversation with at a party, or taking a friend to lunch -- we're doing something that's good for our soul and potentially good for business too. It's a win-win. Happy New Year to you! -- Tanya in Montreal
Happy new year, Jennifer!
I had not really thought of myself as a terribly "poitive" person (you know the type?), but as a reult of readding your blog and attending a few webinars, my reputation at the MLS Board office is, "the most positive person I know!"
I believe that this happenned because I now always strive to be positive and upbeat with everyone I meet. Even if the person or situation is one that would have previously caused me to respond sharply. It's kind of amazing to me to see the diffference in the way people respond.
Thanks!
I love your book and your approach. I am devoted to SWS. I happen to be one of those people who does not mind cold calling. I have had the pleasure of meeting many nice people in my former sales career by cold calling. I turned lots of them into profitable customers. Do you have a problem with those of us who like cold calling, mixing in a little of it with the rest of your plan. Thanks!
Tom - Hmmmmm.... Do I have a problem with those of you who like cold calling? Well, first, far be it for me to tell you how to run your business, especially if what you're doing is working for you. My main message when I criticize cold-calling is to assure agents who don't want to do it that they don't have to.
But it's also hard for me to imagine that anyone appreciates being cold-called, regardless of whether or not the cold-caller enjoys doing it. That said, every once in awhile (very rarely), I'm cold-called myself by someone who is really really really good at it and I actually enjoy the conversation. But I tell ya- it is very rare. Just last week someone called me to sell me airtime on a radio show and spent half an hour buttering me up, which, of course, I initially responded to. But then I realized he was leading up to a sales pitch and I shut down. Oh, I was polite, maybe even pleasant, but I didn't come away from the experience thinking highly of this person.
Most of the proponents of cold-calling (and such) "defend" it saying that they do it because it "works" and if it annoys people, well, so be it. The end justifies the means. And I just can't warm up to that.
So, Tom - I'd love to hear more of your thoughts on the matter - I say that sincerely!
"IT" - Lol, I wish my g.f understood that terminology. She doesn't understand "it". I never do cold calling. Would rather do door knocking before I did cold calling. There are so many things you can do out there that are more personal and I think get a better response rate w/ your time. But thats just my .02 - Happy New Years Jennifer!
Jennifer - You are right. If your not having fun your not doing it right. But that applies to most things in life, right? Have a Happy New Year.
Hey Jennifer, I love the basic premise of "keeping your antenna up". I am amazed at how many Realtors do not attend our local Chamber of Commerce luncheons! That's just one example. There are so many networking opportunities & yet we need to keep in mind that we should ask for the business & follow up! All my best in 2010!
Jennifer,
Great Post. Sometimes we get tunnel vision when it comes to prospecting, thanks for helping open my eyes to the other possibilities.
Thanks for sharing,
Matt Naumann
HI Jennifer - I wholeheartedly agree. It doesn't mean I will never make calls or farm or send out cards, as I do all of these things. But I am kept pretty busy from referrals and folks who have been reading my blogs, open house leads and people who call on my signs on listings. I enjoy working, but hated it when I took a course that tried to make me cold call for a couple of hours every day. That just isn't comfortable for me, exhausted me, and it didn't seem all that productive.
Hi Jennifer. I do know what you are saying...
Happy New Years!
Ken
Hi Jennifer,
Thanks to some very good advice from your book and prospecting program, I am really enjoying my job again. I was working so hard at trying to find new business through ways that weren't working, I wasn't giving the attention to my SOI that I should have. That is by far the most rewarding and fun way of doing business. Now the lead generation part of my business plan includes the lunches and get togethers that I couldn't seem to find time for previously. I love what I do and the people that I get to do it with! Can't wait to read the new book!
Have a great New Year!
Joanne