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.