A major aspect of the Real Estate business is prospecting. If you want to get the most out of your efforts, you need to make sure your prospecting skills are effective in reaching potential clients who you can actually turn into Buyers. One of the best ways to get prospecting right is by avoiding doing prospecting wrong. Here are 5 prospecting mistakes Real Estate Top Producers must avoid.
Not Prospecting Enough
One of the most common prospecting mistakes is failing to prospect. This may seem obvious, but it’s more common than you might think. Imagine you have 3 clients who have all but signed off on a sale. You’re waiting a few weeks for the process to finalize, and you don’t want to compromise your flow. In the meantime, you should be prospecting for more clients rather than focusing solely on the ones you already have. In fact, it’s generally best to spend some time every day prospecting to maximize your results and outreach.
Settling for the First ‘No’
When you make your pitch or extend any kind of outreach, the reflex answer you’ll get from most people is a no. Real Estate Agents settle for this “no” far too often. Remember, don’t accept no as an answer until you’ve eliminated the possibility of a yes. This also applies to any other answer you may not like. If your typical scripted questions aren’t evoking the responses you’re looking for, remember not to give up until the possibility of a yes is completely eliminated.
To describe the Real Estate business as chaotic would be generous. Real Estate Agents are always working and tackling a variety of issues, and that can make it difficult to focus at times. Should your focus slip during your prospecting efforts, the results can seriously suffer. Potential clients need to feel comfortable using you as their agent, and that means proving to them that you’re the best. Always embody the enthusiasm and energy necessary to convey that kind of persuasion.
It’s easy to obsess over a single prospective client. Things can be going well, but your prospecting may still end on a sour note with a hard no. While this can hurt the momentum of your efforts, you can’t ever let it be the foundation of your future efforts. A no never matters as much as a yes, and all you need is a single yes for a prospecting session to be great. Never get overly attached to any response. Move on, and keep pushing.
Worrying About Mistakes
If you find yourself worrying about the mistakes on this list, that alone is also a mistake. Before you get overwhelmed, remember to focus on clients and results rather than your potential mistakes. Your prospecting should be focused on your pitch and what you can offer as an agent, rather than how you can avoid the most common mistakes. These are mistakes to consider but not obsess over in place of actual prospecting.
To learn more about what mistakes Real Estate Top Producers avoid, check out The Mike Ferry Organization. Our Coaching systems can help you become a successful Real Estate Agent who’s adept at prospecting along with all other aspects of the business. Sign up for one of our upcoming events or training programs to learn more!