Guidelines for Real Estate Prospecting

The whole point of prospecting is to develop potential clients for your real estate business. As a real estate agent you need to apply the following prospecting fundamentals to your work schedule:

• Set a daily time and place for prospecting. Don’t work your prospecting around your day. Instead, work your day around your prospecting.

• Fight off distractions. Turn off your e-mail, cell phone, and pager. Hold calls and bar visitors from your office. Say you’re in a meeting with a prospect.

• Follow your plan. Know which calls you’re going to make and set a goal for each call. Rehearse scripts, dialogues, and objection-handling techniques and then recite a few affirmations. Finally, smile and make the call.

• Be faithful and finish what you start. Don’t quit until you complete all the prospecting calls you set out to make — down to the very last one.