subject: Don't Waste Your Real Estate Prospecting Efforts by Forgetting to Ask for This [print this page] Don't Waste Your Real Estate Prospecting Efforts by Forgetting to Ask for This
My real estate coaching clients are very good about counting their prospecting statistics. They count number of hours worked, clients captured, doors knocked, calls made, appointments scheduled, no's, yes's, and dollars generated, but they often forget to count the number that matters most...the number of appointments they ASKED for.
It's a mindset shift that makes a huge difference in how many appointments you get. "Duh!" you say? Well, perhaps the simplicity of the concept is why it isn't done more often. Here it is again: The next time you do any prospecting, count the number of appointments you ask for, not the number of leads, not the number of sales conversations, not the number of appointments you get, not the number of doors you knock. It will focus your attention on the one square centimeter of chance that makes the most difference.
Set a goal. How many leads did you generate last week? How many conversations did you have with prospects? How many did you ask for an appointment with? Use those statistics to challenge yourself to ask for more appointments.
"But" you say. "My prospects weren't ready to do anything yet." Maybe. Maybe not.
How many times have you done an open house, met a prospect who said they aren't ready yet, then when you called them back, they'd already signed with another agent? Or an aquaintance tells you his aunt is thinking about selling her house next year, and you make a note to call him back in a few months to set up a meeting. But when you do the aunt has already moved because she changed her plans.
Strike while the iron is hot! as the old saying goes.
When you focus on asking for appointments, not only are you ready when opportunity strikes, but you also tend to find more opportunities.You'll discover there are ways to ask for appointments you hadn't thought of before.
