The whole point of prospecting is to develop potential clients for your real estate business. As a real estate agent you need to apply the following prospecting fundamentals to your work schedule:
· Set a daily time and place for prospecting. Don’t work your prospecting around your day. Instead, work your day around your prospecting.
· Fight off distractions. Turn off your e-mail, cell phone, and pager. Hold calls and bar visitors from your office. Say you’re in a meeting with a prospect.
· Follow your plan. Know which calls you’re going to make and set a goal for each call. Rehearse scripts, dialogues, and objection-handling techniques and then recite a few affirmations. Finally, smile and make the call.