As a new agent almost 15 years ago, I attended a class on lead generation. I thought I was going to be told really precise things to do and it was going to change my life. Instead, I was told this: All you have to do to be successful in this business is to find one person every single day that wants to buy or sell a house.
Was it really that simple?!
Yes. Yes it is. The No. 1 most important piece to any business is finding clients and convincing them to do business with you! This is called prospecting.
There are many ways to prospect, so the key is to follow a proven system to make the most of your time, especially when you’re working on a team. Remember, time is our most precious resource.
Most of us learned about the Gold Rush in California when we were in grade school. Many a fortune was made and lost during the Gold Rush. I can say with absolute certainty that the only people that had a chance to find gold were the ones that looked or prospected for gold. Those who stayed home? No gold.
This principle applies to prospecting in real estate. You have to show up. You must prospect in order to obtain clients and, in the end, collect the “gold.” Using scripts and information sheets helps guarantee real results and helps you reach your goals.
In the book “The Slight Edge,” Jeff Olsen writes about the day-to-day things we do that either move us closer to our goals or further from our goals. If you dedicate time to the right activities every day—if you make calls to the right people often enough—you will never go hungry, and you will have a successful real estate career. Every single day you choose to focus on the right activities will move you closer to your goals.
You cannot hesitate or feel reluctant to make calls because you feel like you don’t know everything! No one expects perfection. You also can’t be scared of “no.” Every no gets you that much closer to yes. In fact, you should celebrate the no’s! Just pick up the phone, dial and be a resource—and remember, when appropriate, always close for the appointment.
Sara Guldi is a 15-year veteran of real estate. She lives in Florida and has a team in Maryland that consistently exceeds $20 million in production annually, with an average sales price of approximately $165K. In their best year, the Guldi Group did $64 million in production, and they attribute their long-term success to a strong commitment to systems and coaching. Guldi’s passion is coaching, and she loves helping others build amazing business and lives using the Performance Coaching systems developed by Workman Success Systems. For more information, please visit www.workmansuccesssystems.com.