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Marketing Strategies: Secrets to Successful Prospecting

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By Maya Bailey, Ph.D.

In today’s new market especially, if you don’t prospect you may miss out on a sudden surge business that has just come up.

When you call a client, you are calling to see if they may need some help from you. For example if you call someone in the category of for sale by owners, then you’re asking them if they might be able to use your services. The chances are very high that they can use your services. They didn’t realize when they got into selling their home by themselves that it would be such a hassle. Usually they don’t succeed and often they will hire you when you contact them with the right approach the right tone in your voice.

Many of you may be suffering from old, subconscious self-limiting beliefs that you may not even be aware of, that stop you from picking up the phone. Most real estate agents consciously or subconsciously are carrying this belief: “If I call people, I’m bothering them.”

However, fear of rejection is subjective and how you define it. If you look at it objectively, you will see that there really is no such thing as rejection when you are prospecting for leads.

Why? Because you are looking for someone who matches the services you offer. You have an expertise in helping people to buy and sell homes. You can be proud of that expertise. When you do lead generation, you’re exploring to see if you can find a match for someone who’s looking for your expertise. If someone is interested in your services, you found a match. If they are not interested in your services, they are not rejecting you. It simply is not a match. Thank them and move on to the next.

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