Streamline your business prospecting for real estate with airSlate SignNow

How to create outlook signature

welcome and good morning to Mike fery TV it is the week of May 27th so we almost have completed 50% of this year that will be done by the end of June how are you doing on the goals you've set how many listings have you taken do you have enough appointments enough good leads are you working with Buyers on a regular basis we are in the function of taking the skills we've learned and putting them into use talking to the public so week number two if we're going through the 21 steps in the mic fery sales system which we're going to do over the course of the next several months it is titled prospecting and as soon as I say the word prospecting I understand the feedback that I get Mike Ferry just talks about prospecting all the time well think about it this way if we look at the three most fundamental steps in any sales process it starts with talking to a prospect then presenting to that Prospect and then asking them to buy or sell which is the clothes so if we if we really think about selling as a profession we have to get into the Habit as difficult as it is and it is difficult most the time to prospect the length of time you need to prospect to be more productive so let's look at six points on prospecting as we look at the week of May 27th so the first thing I wrote down is this to make your prospecting time more efficient and more productive work hard to make your mornings media free no TV no radio no newspaper no emails no voicemails no texting two to three hours of Highly efficient prospecting but you also have to eliminate the distractions outside of the media which are agents in the office which is why so many agents today Prospect from their home before they go to the office make it media free to keep this positive because what we put in here that goes to he or what we hear that comes out of here is too often negative news so let's look at the second thought that I've written down we have to work to strengthen the link the link okay between prospecting and achieving the goals we set what are your Hang-Ups write them down put them on a scratch Pad keep it on your desk for a week to 10 days and you'll get closer to keeping your schedule every day but it's so interesting because most people can't seem to get those two things into their minds simultaneously there is a link between the time I spend talking to the public about buying and selling real estate and not only the number of transactions I do but the new habit I'm developing in talking to people and then I wrote down third we should determine where our business comes from comes from before we decide on the methods of prospecting we're going to use to get business create a simple system for sourcing all of your transactions so I would suggest to everybody that's watching my fa TV today I would suggest that you go back now to January and you take your yellow scratch pad and let's say you've taken nine listings in the first five months put the address the name of the seller and then where did it come from was it a referral from your database were you doing some type of adjust list adj just sold phone calls was it a past client that just called in and said we need to buy another house if you Source it you're looking for what produces the highest level of productivity for you but I also wrote down this particular point we must figure out why prospecting is so challenging when it is vitally important part of your day for example I get say I told all the time well Mike I don't know what to say I said well then let me give you a script well I I don't I don't get results fast enough well it's a habit that you're developing and it takes a little bit of time or I can't handle the rejection that comes from the business and I and I've heard this story for years and I'll I'll give you an example back if you're married does your spouse always do what you ask if you're single you understand rejection even better but at the same time if you have kids do they always do what you ask or in essence we're living with rejection every minute of every day you know you say to your best friend at the next desk in the office should we get a bite te it's 11:30 no I don't want to do anything till 12:30 in essence they've rejected you but you take that rejection in because it's part of the game played called life why then does it bother us so much when somebody we've never seen before and I'm probably never going to see again when we say when do you plan on moving and they say I'm not interested and slam the door in your face I don't get it it's part of life so treat it that way but then I wrote down the next the hardest call we make is often the first call of the day to make it a little bit easier call a past client or center of influence which normally gets you some positive feedback that positive feedback boosts our confidence when we get into our prospecting routine so think about the fact that it is hard to pick up that phone or make that first call we know that's the case now if you're driving looking for an expired to buy owner you when you see this on you're naturally going to stop so it's easier to stop at a for sale by owner than it is to make the first call so often from the office I wrote down one more thought for you as I stated last week on Mike Fury TV time management a good schedule and prospecting as difficult as they are can change your business quickly and give you the confidence to do more business from now to the end of the year next week will be in the month of June which will be the last 30 days the first half of the year we'll be doing some evaluations of what we're doing with evaluations of what you've accomplished and let's understand that in today's market in the United States there's 1.5 1.6 1.7 million agents doing a lot of business 4 million plus transactions but in most marketplaces this many people do this much of the business and this much of that business is something you can participate in at your particular pace so reread your goals make sure you're on track for the second half of the year start prospecting keep your schedule in front of you and it's going to be a good seven months talk to you next week [Music] a [Music]