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

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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.

PWS

REGISTER HERE

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Ambassador
1,390,745
Norma Toering
Charlemagne International Properties - Rancho Palos Verdes, CA
Palos Verdes & Beach Cities Homes in L.A. CA

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

Aug 30, 2010 04:02 PM #1
Rainmaker
399,121
Morris Massre
Berkshire Hathaway Home Services - Pembroke Pines, FL
Realtor Broward County Florida

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

Aug 30, 2010 04:09 PM #2
Rainmaker
437,115
Jennifer Allan-Hagedorn
Sell with Soul - Pensacola Beach, FL
Author of 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.

Aug 30, 2010 04:39 PM #3
Rainmaker
590,992
Robert Rauf
HomeBridge Financial Services (NJ) - Toms River, NJ

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

Aug 30, 2010 05:59 PM #4
Rainmaker
490,236
Ken Tracy
Charles Rutenberg Realty - Naperville - Naperville, IL
Naperville Illinois Real Estate

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,

Ken

Aug 30, 2010 06:02 PM #5
Rainmaker
620,967
Susan Haughton
Long & Foster REALTORS (703) 470-4545 - Alexandria, VA
Your Client-centric Alexandria VA REALTOR

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!

Aug 30, 2010 06:17 PM #6
Rainmaker
1,784,317
Dorie Dillard
Coldwell Banker United Realtors - Austin, TX
Realtor-Canyon Creek- NW, Austin TX Homes For Sale

Good evening Jennifer,

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

Aug 30, 2010 07:11 PM #7
Ambassador
766,254
Brenda Mullen
RE/MAX Access - Schertz, TX
Your San Antonio TX Real Estate Agent!!

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 :)!

Aug 30, 2010 07:36 PM #8
Rainmaker
437,115
Jennifer Allan-Hagedorn
Sell with Soul - Pensacola Beach, FL
Author of 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.

Aug 30, 2010 07:42 PM #9
Ambassador
766,254
Brenda Mullen
RE/MAX Access - Schertz, TX
Your San Antonio TX Real Estate Agent!!

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!

Aug 30, 2010 08:10 PM #10
Rainmaker
341,146
Christine Pappas
RE/MAX Results - Willoughby, OH
Northeast Ohio Homes - Ohio RE/MAX REALTOR

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

Aug 30, 2010 09:42 PM #11
Rainmaker
89,245
Sue Gabriel
North Olmsted, OH

Can't wait!

Aug 31, 2010 09:03 AM #12
Rainmaker
146,372
Ann Cordes
Keller Williams, Waco - Waco, TX

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

Aug 31, 2010 10:13 AM #13
Rainer
131,956
Roseanne Campagna
John L. Scott RE Maple Valley, WA - Maple Valley, WA
Kent/DesMoines/Blk Diamond/Renton/Maple Valley, WA

I'll be there...

Aug 31, 2010 08:54 PM #14
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Rainmaker
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Jennifer Allan-Hagedorn

Author of Sell with Soul
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