To continue with our Attributes of Successful Agents series, we want to acknowledge that successful agents are rainmakers. In other words, they have become proficient in prospecting.
The single most important skill you need to acquire and master is prospecting. What is prospecting? It is the process of initiating new business opportunities by targeting potential real estate clients. I know that that may sound dreary to some of you, but at the end of the day, it’s an important aspect of your business to master. Whether you are a single agent who is only concerned about yourself or a Team Leader with the added responsibility of supporting other agents, it is a must for you to master this skill.
How to get motivated?
Getting started is always the hardest part when completing a task that you may be reluctant to do. So, understanding your ‘why’ is a good way to start. For myself, I had a family that was counting on me to be successful. When I started my real estate career I had a very young family with 3 small children and was completely broke. There were a lot of FSBOs in the early 1990’s so I started calling them until the cows came home. All I knew was that these people needed to sell their homes and why not with me? Did I WANT to do it, or feel like it? Heck no. But I did it anyway because my family was counting on me. Before I knew it I became good at it and it was a habit that I did automatically, like brushing my teeth in the morning. It was an adrenaline rush to get an appointment and to see how many I could get in a day! I made it fun for myself. Find a way to do this for yourself as well. Enjoy your business and discover compelling reasons to go after it.