What Does it Mean to Prospect with Soul (or conversely, to Prospect withOUT Soul)?

Education & Training with Sell with Soul

Prospecting with Soul... that's the name of a six-week Workshop I'm hosting that kicks off September 13th and goes through the end of October. And yes, there's a cost to participate and I suppose by writing this blog, I'm hoping you'll be interested enough in the Workshop that you'll consider participating. But that's totally up to you (well, duh, Jennifer, of course it is) - I won't be pushing or pitching it on you; if it's right for you, you'll know it.

Anyway, what do I mean by "Prospecting with Soul?"SWS Daisy

Those who know me know that I'm not an airy-fairy, new-agey, karma-obsessed kinda gal. I'm actually pretty practical, so when I talk about doing Anything with "Soul" I'm not referring to anything, well, airy-fairy, new-agey or karma-obsessed!

The back cover of my book defines SELL with Soul as:"To enjoy a wildly successful career selling real estate by treating clients and prospects respectfully, as you yourself would like to be treated."

So then, what does it mean to PROSPECT with Soul?

It's quite simple. Basically, you don't subject your audience to a sales-pitch that would irritate you if you were the audience. You don't use prospecting strategies that wouldn't work on you, or that make you feel icky. When you Prospect with Soul, you come from a position of confidence drawn from the conviction that you are the Best Thing that Could Ever Happen to this Prospect.

When you Prospect with Soul, you never feel icky. You don't worry that your audience is dreading or is irritated by your approach. You never feel the need to apologize for your prospecting activities.

Which, I guess, probably makes it clear what I mean by Prospecting withOUT Soul. When you Prospect withOUT Soul, you do unto others stuff that would annoy you if done unto you. You ignore your gut when it tells you you're doing something icky. You have to psyche yourself up every day as you head into your blocked-off prospecting time because you absolutely dread it. You're starting to suspect that your audience (particularly your precious sphere of influence) is getting tired of you.

Most real estate training programs encourage, even celebrate Prospecting withOUT Soul. They tell us to suck it up, just do it and assure us that we'll get used to, even enjoy, all the rejection we'll encounter. They push us to venture way out of our comfort zones with dire warnings that if we refuse, we'll fail miserably.

But it doesn't have to be that way. You can prospect for business using strategies that feel good, feel right and, um, WORK.

And that's what the Prospecting with Soul Workshop is all about.

If you've gotten this far on today's blog, you're probably feeling one of two emotions:

One, you're certain I'm full of krap and are rolling your eyes in disbelief that it's possible to effectively prospect without annoying people - after all - annoying people is an integral part of the game.


Or two, you know I'm right.

If you know I'm right, but want to know more, please join me on
Wednesday for a free info-seminar on the upcoming
Prospecting with Soul Workshop.




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Comments 14 New Comment

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Norma Toering
Palos Verdes Homes in Los Angeles Area
Charlemagne International Properties

I've never liked surprise "door knockers" or cold calls so I've never engaged in either in my real estate career. 

August 30, 2010 04:02 PM
Morris Massre
Realtor Broward County Florida
Berkshire Hathaway Home Services

How do I find out more?  I like the concept.

August 30, 2010 04:09 PM
Jennifer Allan-Hagedorn
Author of Sell with Soul
Sell with Soul

Hi Morris - I like it too! ;-]... Just click on the link that says "REGISTER HERE" and it'll take you to a page with lots more details. Your feedback would be appreciated!

Norma - GOOD for you. It just makes sense to me.

August 30, 2010 04:39 PM
Robert Rauf
HomeBridge Financial Services (NJ)

Our Guts are such a useful tool, I could never imagine ignoring my Gut!  yet I see people do it every day!

August 30, 2010 05:59 PM
Ken Tracy
Naperville Illinois Real Estate
Charles Rutenberg Realty - Naperville

Hi Jennifer.  I really enjoy reading your posts and have for years...

I believe in selling with soul and think I do it pretty effectively...

I haven't yet achieved wild success, but am always optimistic.

Any thoughts on getting back into selling real estate?

I hope all is well,


August 30, 2010 06:02 PM
Susan Haughton, REALTOR Alexandria VA Homes for Sale

I can attest to the fact it works - and works well! 

Oh, wait, I don't prospect - well, not in the traditional sense. I've never asked for business -- or referrals, for that matter -- and it all seems to be working out just fine.

I hope everyone who is even REMOTELY attracted to this concept signs up for this course - it SOOOO works!

August 30, 2010 06:17 PM
Dorie Dillard
Realtor-Canyon Creek- NW, Austin TX Homes For Sale
Coldwell Banker United Realtors

Good evening Jennifer,

I do agree with you!! You can prospect while using strategies that feel good and work!!!

August 30, 2010 07:11 PM
Brenda Mullen
Your San Antonio TX Real Estate Agent!!
RE/MAX Access

It looks to be a great class Jennifer.  Unfortunately, I don't think I can commit at this point to 13 weeks.  Is this something  you are going to continue?  I may drop by on Wednesday to see what its all about though :)!

August 30, 2010 07:36 PM
Jennifer Allan-Hagedorn
Author of Sell with Soul
Sell with Soul

Brenda - It's only six weeks, not 13! Did I say 13 somewhere? Let me know so I can fix it!!

Dorie - Absolutely. And once you figure that out, it's SO much more fun.

Susan - My soul sister knows what she's talking about!

Robert - I do, too. And I probably used to, too. It's a paradigm shift that once you've made, it all seems so obvious.

Ken - maybe once I settle down and figure out where the heck I want to live, I'll get back into it. I do miss being in the trenches.

August 30, 2010 07:42 PM
Brenda Mullen
Your San Antonio TX Real Estate Agent!!
RE/MAX Access

Hi Jennifer-No worries, apparently I have inhaled something I wasn't supposed to and was seeing things, (just kidding!).  Sorry about that.  I am in a 13 week course FPU and must have gotten yours mixed up with it.  That and the Septemeber 13th date. 

I apologize.  Anyhoo....are you planning on doing more of them?  It looks like a great program!

August 30, 2010 08:10 PM
Christine Pappas
Northeast Ohio Homes - Ohio RE/MAX REALTOR
RE/MAX Results

I am all signed up and I am psyched!  Looking forward to it!

August 30, 2010 09:42 PM
Sue Gabriel

Can't wait!

August 31, 2010 09:03 AM
Ann Cordes
Towne Adams, Realtors

I plan to listen to the show tonight. Am leaning toward signing up for the program.

August 31, 2010 10:13 AM
Roseanne Campagna
Kent/DesMoines/Blk Diamond/Renton/Maple Valley, WA
John L. Scott RE Maple Valley, WA

I'll be there...

August 31, 2010 08:54 PM
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Jennifer Allan-Hagedorn

Author of Sell with Soul
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