The Ultimate Guide To Real Estate Prospecting

In this episode of the podcast, we’re bringing you another Sizzling Summer webinar, sharing what’s happening in markets across the country right now, and all the things you need to know and do to get to the next level. 

 

Today’s episode is focused on the latest and greatest prospecting strategies you need to implement in your business, from one of the best prospectors in the industry, Coach Justin Ford.  

 

Prospecting might not be the most exciting topic - actually some people don’t think it’s even necessary in today’s real estate environment, but the truth is, we can’t meet our income goals if we shy away from prospecting. Today, Coach Justin and Jeff are going to share the most effective prospecting tactics in this transitioning market, and how to up your game in this very important skill set. 

We also discussed;

• The limiting beliefs that keep us from having success with prospecting 
• How to guard your prospecting time at all costs 
• Why there’s a lot more to prospecting than phone calls 
• Why rejection is part of prospecting (and how to be okay with it)

 

Quotes 

An objection is just an unanswered question in the mind of a seller. -Justin Ford 

 

When the market shifts downward, our value goes up. When the market softens, consumers value what we do at a higher level. -Jeff Glover 

 

Key Points 

 

1. Prospecting is the very first step in the sales process - it consists of identifying potential customers, developing a database of likely customers and systematically getting into a conversation with them. If we’re not selling the number of homes we want to sell or making the money we want to make, we’re just not talking to enough people. If we’re not continuously filling the pipeline with new contacts, appointments and opportunities, we’re going to see inconsistency in our business. 

 

2. There haven’t been a lot of FSBOs and expires for the last couple of years because it was such an extreme seller’s market but that will start to change as the market starts to change. As things start to slow down, and more listings sit on the MLS a bit longer, we’ll need to sharpen our prospecting skills in preparation. 

 

3. The 5 rules of handling objections; 

• Always acknowledge and restate the objection in a positive manner 
• Use statements of agreement 
• Replace “but” and “however” with “and” 
• Always smile and nod your head (even if it’s over the phone)
• Close after handling the objection