Peter F. Porcelli Jr.

Real Estate Coach

Author: Peter F Porcelli Jr

Get Addicted to Prospecting

This is an excerpt from my book: The Politically Incorrect Real Estate Agent Handbook

When prospecting feels good, it’s likely to become routine.
When prospecting is routine, it’s unlikely to become neglected.

Ever notice how you always find time for your addictions? Morning coffee, guilty-pleasure tv shows, and three-martini lunches are a routine part of your life, and you can’t get enough. That’s because when it feels good, we want it more and more. When the thing that feels good is also good for us, our lives change—for the better.

Routine prospecting is good for you and it’s good for your clients. Habitually speaking to lots of people about real estate gives you options, allowing you to be choosey when selecting new clients. Signing only the most-qualified principals (instead of just anyone who says yes) leads to a higher client turnover rate (CTR) and increased client satisfaction. You will make more money with less hassle and your clients will think you’re good at your job. Happy clients are more likely to refer your services to others, which further pads your prospecting efforts, giving you even more options. Plus, an agent with a steady flow of potential clients is unlikely to provide desperate agency, pushing clients into closings just to cash-in a commission. Therefore, a healthy addiction to prospecting keeps commission breath in check.

All good junkies have a ritual. Make yours challenging, rewarding, and fun. Retreat into your prospecting booth with only your prospecting kit: phone, numbers to dial, pen & paper, your scripts, your goals, and your weekly schedule. Leave your personal life and business woes outside the door. Clear the booth of clutter and distraction; only you and your precious addiction are invited in.

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Why I Wrote This Book

This is an excerpt from my book: The Politically Incorrect Real Estate Agent Handbook

Born with a strange sense of humor and a desire to share what I know, this book is the natural result of my first fifteen years in real estate sales. During that time, I’ve seen umpteen agents come and go. Plenty have been successful, but many more were not. And while each had wanted to stay, most of them went.

With its ridiculously-low entry barrier, the real estate sales industry attracts all sorts of people, drunk on all kinds of ambition. The motives of these masses range from building an empire, to funding family entertainment and vacations. For this reason, I have come to realize that real estate success is a journey, not a destination, and is defined by the individual on its path. Therefore, the agent who earns a half-million by closing a hundred transactions per year may be just as successful as the one who closes a half-dozen and earns thirty-thousand. For each, success depends upon achievement of a personal production goal. To attain that goal, the agent must routinely acquire clients and close transactions—each of which requires the execution of a long series of tasks. In this way, an agent’s success is predicated upon competency of task performance.

Of the competent agents I’ve met, some were conservative and calculated, while others were wacky and improvisational. Some were seasoned veterans and others were fresh rookies. Regardless of style or tenure, competent agents share a single commonality: continued, constructive action. In other words, competent agents keep learning better ways to say and do the right things, at the right times, over and over and over again.

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