By Michael Kies

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The 3 tools for productive prospecting in real estate sales

A lot of people think prospecting is a numbers game.  It isn’t – it’s a production game. You’ve got to produce a result. Being focused on these three things can help you improve the number of listing appointments you attend every week, significantly.

1. Focus on the result!

A lot of agents experience the phenomena of “big picture thinking”.  Half-way through the month they look at their targets and their targets seem so far away if they are on low results.  Don’t focus on the end. Focus on today. Focus on living in day tight compartments to get at least a result per day.

A result is classified as either a listing, a sale, a price reduction, or booking a listing appointment. To go one step further aim for one good, and I say good, listing appointment every day. You get one good listing appointment everyday and your diary fills up with good listing appointments. You will get two to three listings per week, you will be listing eight properties per month and you’ll be making six sales.

How would your life change if you were making six to eight sales every month? It’s doable!

2. Don’t be all talk and no action.

That’s ATNA! All Talk No Action. I’ve seen so many salespeople over the years that talk and talk and talk about what they are going to do and yet they never take action.

Be a doer, not a talker.

When I was in a franchise group there was an agent by the name of Chris in a neighbouring franchise. He used to call every month and ask what my figures were. Every month he said he beat me. Then at the awards night I get awarded international salesperson of the year. He got nothing. He left the industry soon after. Why? Because he was a talker, not a doer.

3. Choose a source and master it.

The best source for prospecting is door knocking. It’s going to keep the prosperity pipeline full. We know where the clients are, they are behind the doors of the houses in our area. You get to know a thousand people in your service area you are going to control that market.

Let me give you an example. I first learned about door knocking and I went out and did it. I found two listings in one day.

Years later when I had my business, a home finder came to me to tell me that no one was selling.  So I took him out to the back of the office and we started door knocking. Behind the second door we knocked on we found a seller.

That afternoon, I found three futures and all four sold. Over the next 2 years I received $40,000 from the prospecting I did that afternoon. So if you are not door knocking you are costing yourself money.

Thanks for watching today. One last thing. Want to master your productivity? Then make sure to register for the upcoming Listing Generator webinar!

Feel free to leave a comment below and let me know or send me an email at support@michaelkies.com.au.