The most important thing a new agent can do once they enter the real estate business is prospect. This process brings business, energy, and money into your life.
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Gary Keller himself touches on the importance of prospecting in his book The One Thing. Sometimes new agents begin to neglect this process once they start getting deals under contract. This is a big mistake. Once all those deals close, they’re left with no more clients.
We’re not in the real estate business; we’re in the lead generation business. Lead generation happens with prospecting. Who can you call to prospect? You can call friends and family. You can touch up on any old or expired leads you have. Don’t be afraid to get creative. A good mark to shoot for is 50 calls a day. It seems like a lot, but once you sit down and focus, the process goes faster than you think. Schedule all your appointments for after 12 p.m. so you have time to get your prospecting done first.
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If you don’t prospect, you won’t make any new clients.
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If you make a commitment to prospecting, it will create a compound effect that will bring business, energy, and money into your life.
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