Prospecting FAQ: The How-to of Roleplay and Skill Practice

In today’s episode of the Live UNREAL Podcast, Glover U Head Coach, Kate Simon goes over the frequently asked questions from Justin Ford’s Prospecting Bootcamp. She talks about the key components you need to have dialed in for this program to work for you, and how to make it a business changing experience. 

Whenever there’s a lot of questions on the same topic, it’s a good indication that we need to go deeper on it or reiterate it, and in this program the biggest questions we’ve gotten are on minimum standards, defining a contact and roleplaying successfully. You’re part of this program because there’s a gap between where you are right now in production and where you want to be. The metrics Kate goes over in this episode are the biggest pillars to help you grow and get more out of your prospecting. 

Kate will share with you the most important facets of the Prospecting Bootcamp, and how to dial them in. 

Kate also shares; 

• Approaches and strategies for effectively calling expireds 
• How a typical roleplay call should go 
• The importance of diversifying your prospecting streams

Key Points 

1. When it comes to setting your minimum prospecting standards, it’s going to be based on where you are in your business, your skill level and conversion. 
2. A contact is a conversation with a decision-making adult about real estate. When it comes to your sphere, it’s more about adding value. When you’re calling FSBOs and expireds, it’s a real estate-related conversation. If you don’t know what to say, go off the scripts we provide so you can have a question-based dialogue to uncover their motivation and ultimately set an appointment. 
3. Before you determine whether a source has enough juice to get contacts, make sure you’re fully exhausting it.  
4. The only time texting is acceptable is to use it as a tool to get them on the phone, not the way to deliver the script or set appointments.  
5. You have to do the consistent work of prospecting every single day. If you’re not showing up and hitting your numbers for contacts, the production won’t happen. 
6. There’s a gap between where you are right now in production and where you want to be. Apart from what naturally comes to you in your business, how willing are you to get uncomfortable to bridge that gap? You have to look at the activities you’re doing daily and start asking which areas you can grow in. 
7. Try to have a different roleplay partner every day so you can increase your versatility. You need roleplay partners who will call you out on the areas you need to grow. 
8. Roleplay should be challenging but you should always get the appointment. At the same time, you don’t want it to be so easy that you don’t get to work on your skills.  
9. To get the most out of roleplay, start keeping track of the objection where you lose the appointment. Always do more practice on the objections that stump you.