Okay, so I'm reading my latest edition of the Broker/Agent News.
Came upon an article by Dirk Zeller entitled "The Four Pillars of Prospecting." Well, I never prospected much (Thank you, SOI!), but now that I'm a writer and consultant, I figure it's good to learn how the other half works.
Tip 1: "Set a daily time and place for prospecting." Got it.
Tip 2: "Fight off distractions." Fair enough... oh, wait... what's this?
"The truth is most agents welcome distractions taking them away from prospecting obligations. An inbound phone call, a problem transaction, a home inspection question, an incoming e-mail or a broken fingernail, anything will do. It's called creative avoidance and agents generally excel at the art."
Now he has my attention... continuing...
"What do you do when distractions hit? Do you postpone prospecting while you put out a fire? Do you make just a few calls to settle the pending issue....? To fight off distractions, you have to bar their access...."
You may recall that on the home page of the Selling Soulfully group I make the statement that soulful agents "care as much about the clients they have today as the clients they hope to have tomorrow." I take that philosophy VERY seriously.
"So," Dirk asks, "Do you postpone prospecting while you put out a fire?" Uh, YEAH. My current clients pay me darn good money to care about them and their fires. One silly cold call, even two, will never be more important to me than the good will and appreciation of my current client.
Which, I dare to say, is why I never HAD to prospect.
copyright Jennifer Allan 2007
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