The Key to Real Estate Success…
If at ANY point you don't know what to do in your real estate business, read this. Read this every day before breakfast. Tape it on the (inside) door of the bathroom. Make it your home page. Etch it on the inside of your glasses. Umm…"A majority of your time in this business will be spent prospecting...that is if your goal is to succeed.
ABP (Always be Prospecting) It is the most basic, critical element of success. It is imperative you develop and follow a plan. Build your plan around annual, monthly, weekly and daily prospecting activities. Demand of yourself a weekly minimum number of prospecting contacts. If you are new to the real estate business, 90-95% of your time should be spent asking for business.
Do not let pending contracts or any other activity take you out of the business of prospecting every day. Prioritize your prospects, track your results and maintain a simple follow up plan. No other task in the real estate business can be performed until you have a person who is ready, willing, and able to buy or sell.
Regardless of what prospecting method you use, the goal is the same! The main objective is to establish rapport, put the client at ease, minimize their perception of the threat you represent and always direct your dialogue towards their needs.
Your goal is to turn a prospective lead into an appointment with a motivated buyer or seller."
Read the full article, and more, at Jan O'Brian's site.
