Doing the Right Stuff - Prospecting

By
Real Estate Broker/Owner with Phoenix Property Shoppe 602-380-4886
http://actvra.in/9zQ

 Do The Right Stuff!

Ask this guy about doing the right stuff and he'll tell you.  Short, simple and to the point.  You need a pan, a donkey, the right tools and lots of stamina, and all the while you must stay focused on what you're looking for...gold. 

When you're looking for your gold mine in real estate, you need to do the same stuff over and over and over again.  And then start all over.  It's not complicated.  It's not hard. It's not rocket science.  Just do it. Here are the tools the agents in our office are taught to follow every day.  Not once in awhile, every work day.

1. Grateful List. First thing every day, think of all the stuff you are grateful for and continue doing so throughout the day.  Keep a grateful journal if that helps you stay in touch with all the good happening in your life. Share your grateful list with office mates.  That's kind of like 'sharing the wealth'. Spread only the good stuff around and focus only on the good stuff. JDI.

2. Attitude is Altitude. You do know what that looks like, right?  Of course you do.  Smile. JDI.

3. Work on Important Project First. Open emails before you come to office.  Stay focused on the project on hand and get it done first.  Don't get stuck on the internet with emailing, blogging, searching because you will suck up a lot of time and then ......whoa......it's 11:00 and you don't have anything accomplished yet.  Just try this for a week and see what a difference it can make. JDI.

4. Personal notes.  Go out and buy a whole bunch of note cards and write at least 10 to 20 a week. I prefer hand written notes (not send out cards...sorry guys and gals that's just not personal to me) There are many people who understand the power of the 'old fashioned' hand written note.  They are the successful agents.  Model their behavior. This is a simple relationship building tool that takes less than 5 minutes a day. In fact it's one of the first tools I learned many years ago that has proven very successful for me personally.  JDI.

5. Ready to make a move. I was taught years ago to keep two files drawers in which the top drawer I kept my Ready Folks and the 2nd drawer were my Potential folks. Always be thinking, who is ready to buy or list their home. These folks need your attention and detailed care now .It may as well be you, right, instead of somebody else?  JDI.

6. Maybe some day folks.  Be sure to look at this list of prospects/clients weekly.  Is there anybody that needs an MLS search set up, a CMA sent to them, an invite to coffee or lunch.  This list most certainly will turn into the 'ready' list when the time is right for them. If you are at the 'top of their mind' they will most likely call you when ready to buy or sell.  Remember...drip drip drip. JDI.

7. Pick up the phone and make your calls daily! (come on now be serious, stay focused here). These calls are short, no more than 3 to 5 minutes because you don't want to be the 'one' that people think.....on no it's him/her calling....how will I ever get them off the phone.  Ask FORD questions ( Family, Occupation, Recreation, Dreams) and then LISTEN to what they are saying.  The gold is in the listening part.  Are they getting married or divorced?  New baby on the way?  Big loud teenagers that need their own space? College kids out of nest soon?  Older parents moving in with them?  There are many reasons to buy or sell and it's your job to listen to their current and/or future needs and wants. Think of something of value for them. Follow up.  JDI.

8. Personal Meetings Set up (one on one) meetings whether it be coffee or lunch with prospective clients and/or business associates weekly.  No explanation needed here.  Everyone knows about Starbucks. JDI.

9. Network daily.  This is an extremely important habit to follow......alwasys.  The bigger your network the bigger your cliental list. Get out in the flow of people.  Join the chamber of commerce or other groups and get involved in your community. JDI.

10. Blog Blog Blog.  I'd like to say blog every day but I know that a lot of agents will groan loudly.  So do this....blog  2 to 3 times a week until you understand the power of what blogging can do for your business and then start blogging 5 days a week.  Along with blogging, join the Active Rain Social Network. JDI. 

11. Talk and Listen to at least 50 to 100  people per week face to face.  Or more. Every live person counts as long as it's not family or friends.  Don't cheat yourself.  This is a real gold mine producer.  JDI.

12. Course Correct.  If you find you're not doing the right stuff, course correct. Don't get out the sledge hammer - that takes way too much energy.  Just simply review the list and start over.  If you need support, ask for it.  Don't wait a week or month for help.  Ask right away if you're going off course.  A great team will be there to assist you.  And so will your Broker. JDI.

Now I know there are many other real estate related activities that need to be accomplished ie: open houses, farming, newsletters, correspondence etc.  Fit them in as required.  But don't get bogged down in the details and forget to prospect. Many agents do this very thing and wonder what happend 90 days or so out and wonder where the clients went. I know, I was one of them years ago before my new broker taught me the right stuff to do. 

That's it. Do the right stuff and you will create a gold mine. JDI.

See you on the Mountain!

 

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Re-Blogged 2 times:

Re-Blogged By Re-Blogged At
  1. Tony Fantis 05/14/2009 08:58 AM
  2. John Dirgo 05/14/2009 06:20 PM
Topic:
Real Estate Best Practices
Location:
Arizona Maricopa County Phoenix
Groups:
The Art Of Marketing You
POSITIVE ATTITUDE for the Weary Soul
More Referrals: Strategies & Tips on Getting More Referrals
Fraiche Aire
Agents who want REFERRALS!
Tags:
prospecting
follow up
customer service
business development
lead generation

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Show All Comments
Rainmaker
202,740
John Alesi
Century 21 Award - Mission Viejo, CA
(Orange County California Real Estate)

OUTSTANDING!!!  Very simple and easy...just "lather, rinse and repeat."  I have always believed that activity in the business is the most important.  Activity will lead to sales.

May 14, 2009 11:35 PM #108
Ambassador
1,590,515
Christine Donovan
Donovan Blatt Realty - Costa Mesa, CA
Broker/Attorney 800-610-7253 DRE01267479 - Costa M

Very simple, straightforward and common sense ideas.  It sounds so easy, and yet it seems so hard for so many to do.

May 14, 2009 11:43 PM #109
Rainmaker
28,532
Susan Zanzonico
Weichert Realtors - Morristown, NJ
Sellers/Buyers Agent, Morristown NJ Real Estate

Hi Anna, You're right, its really not hard and certainly not rocket science.  Its easy to get distracted and pulled away from the good old 'basics'.  Your first two points, of course,  are crucial.  Real Estate has been challenging and we must take a positive approach to everything and keep stepping up to the plate with a smile.  Thanks for taking the time to write this as its one of my first reads of the day and getting me off on the right foot

May 15, 2009 07:14 AM #110
Ambassador
1,494,335
Anna Banana Kruchten
Phoenix Property Shoppe - Phoenix, AZ
Arizona's Top Banana of Real Estate!

John.....that sounds like a great title for a post!  Later, rinse, repeat!

Christina......sounds easy but it is not.  I work with my agents all the time with basics and help them course correct

Susan....you're welcom!  Glad it made a difference.  Enjoy your day!

May 15, 2009 11:59 AM #111
Rainmaker
162,444
Wayne L. Brown
SecurityNational Mortgage Corporation - Alpine, CA

Anna

Great Reminder!

Appreciate the good information.

Best Regards

May 15, 2009 12:11 PM #112
Rainer
6,033
Nathan Watanabe
Watanabe & Weaver Team of XPAND REALTY & PROPERTY MANAGEMENT - Las Vegas, NV

Anna,

Execellent post a very good refresher course!

May 15, 2009 12:48 PM #113
Rainmaker
101,432
Matthew Naumann
Exit Realty Charleston Group - Goose Creek, SC
Goose Creek, SC Real Estate Agent

Anna,

Great Post.  It not only reminds of what I should be doing, but this post gave me a different way looking at things.

Thanks for sharing,

Matt Naumann

May 15, 2009 02:09 PM #114
Rainmaker
101,432
Matthew Naumann
Exit Realty Charleston Group - Goose Creek, SC
Goose Creek, SC Real Estate Agent

Anna,

Great Post.  It not only reminds of what I should be doing, but this post gave me a different way looking at things.

Thanks for sharing,

Matt Naumann

May 15, 2009 02:09 PM #115
Anonymous
Cheri Welty, CRS, e-PRO, GRI

How easy it is to forget the simple, common-sense "stuff".  Thanks for the reminders.  Great Post!!

May 15, 2009 03:02 PM #116
Anonymous
Anonymous

Anna, Thank you for the great post. 

May 16, 2009 07:46 AM #117
Rainer
47,948
Paula Burt
REALTOR , SFR, RECS

Anna, Thank You! I loved this! Being a newer agent (only 1 1/2 years), I really needed this.  Gives me focus and a better plan.  I also printed it out and am going to read it every morning, keeping it in my date book.  I am also going to incorporate this into my business plan, which I am in the process of re-working right now.  Thanks again for the points of focus!

May 16, 2009 01:37 PM #118
Ambassador
1,494,335
Anna Banana Kruchten
Phoenix Property Shoppe - Phoenix, AZ
Arizona's Top Banana of Real Estate!

'Thor", Matthew and Cheri........thanks for stopping by.  As I've said a million times in my office this isn't not rocket science, it's not new stuff.....it's the basics I was taught since the 80's. All the great teachers teach the same stuff over and over. 20 years from now it''ll be the same stuff with who knows what added onto it like now.....we  have bloggin and online marketing as part of our daily mix.

My first broker taught me the hot/warm list.  But in those days we used paper files in drawers.  Top file was clients who were serious about buying and selling soon....2nd drawer were the clients that were interested within the next few months or more....up to a year or so as we had quite a bit of relocatin in my area it took that long. 

Being grateful and having an attitude of greatness.....is the most important step. This I am forever grateful to my Mom for teaching!  We are here to help people achieve their goals and have fun along the way.\

Enough of that.........I'm going to have lunch with a lovely young couple that just got married and they need some help finding new jobs in their new community.  Fun stuff for the day!

May 16, 2009 01:43 PM #119
Rainmaker
309,042
Anja Kerstens
Summit Realty Group - Gilroy, CA
GRI, CDPE, CHS, ASP, Selling Silicon Valley Real Estate

You have a very powerful blog here.  It is energizing to read it.  Yes, we all have good intentions everyday and we all work hard.  The mistake i make is to open my email first thing and your are right, before you know it it's noon.  I did implement some of your suggestions; i make lunch and coffee "dates" but don't make my phone calls.  Your post definitely forced me to sit back and think of my own schedule and how to improve my productivity.

May 17, 2009 02:15 AM #120
Rainmaker
477,551
Mike & Kathleen Kelly
HICKORY REAL ESTATE GROUP - Hickory, NC
Hickory NC REALTORS

Great post - very well written.

Thanks for the great ideas.

May 17, 2009 01:03 PM #121
Rainmaker
1,460,346
Sally K. & David L. Hanson
Keller Williams 414-525-0563 - Brookfield, WI
WI Realtors - Luxury - Short Sale - CDPE, REDS

Start your day with AR and coffee....drink in all the marketing, technology, humor, resources you can...step 1....and then JDI....thank u !

May 19, 2009 05:53 AM #122
Rainer
3,825
Frank Busch
Performance Realty Group - Norwich, CT

Thanks for the information ...

May 26, 2009 06:50 PM #123
Rainmaker
22,046
Norma Crouse
HER Realtors - Pataskala, OH
Norma Crouse

I like your picture in your blog of the man - funny!!  Thanks for posting this information - it was really good, the only thing I don't really like doing other than blogging all the time, is calling people.  I don't know, I just dread doing that.  I always think, I hate being called by salespeople, so I just assume everyone else does also?  Maybe, that's why I'm not making the big bucks though!

Jun 06, 2009 12:52 PM #124
Ambassador
1,494,335
Anna Banana Kruchten
Phoenix Property Shoppe - Phoenix, AZ
Arizona's Top Banana of Real Estate!

Norma.....I've got a simple solution to getting over the making calls phobia.  I am off to biz conference and I'll write a pos about it when I get a chance.  It's not my idea...one I learned a long time ago and it works like a charm. 

Jun 06, 2009 01:01 PM #125
Rainmaker
566,372
Larry Johnston
Associate Broker, Elkhart County Subdivisions, LLC - Elkhart, IN
Real Estate Broker

Another great post Anna, I am printing it out to read again and again as I accomplish them. Thanks.

Nov 15, 2009 09:27 PM #126
Rainmaker
113,421
Valerie Crowell
Keller Williams - Walnut Creek, CA
Broker Associate

For the record Anna, I think this is one of the best posts ever put on Active Rain and I refer back to it regularly, just in case I need to "correct course".

Sep 19, 2010 10:36 AM #127
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Anna Banana Kruchten

Arizona's Top Banana of Real Estate!
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