Dennis what are our best spent 90 mins.?  Cold Call, door knock, contacting your sphere, working on website?  What types of prospecting is working on this market and what is best left for the hot market?

Jana

Dennis there is nothing wrong with rules but compassion might come into play before your 90 minute Rule. I don’t believe that you don’t have sympathy for some of the agents that fail to make it in this industry. That is just to cold a statement. It is not that easy and someone could spend more than 90 minutes a day doing it wrong and achieve nothing.  So you see there are a lot of reasons for not being able to make it in any field, albeit Real Estate or sales in general. None of which labels that person a failure or do they loose their chance to live the American Dream. I would make a wild guess that you have failed at something during your career, as we all have. So maybe your message would go over better if tempered with a little compassion.

I think what you are saying is that given the right training on how to prospect correctly and the right training on how to interview client and the right training on the …..will provide the opportunity for anyone to succeed. But the thing that is most important is that you like what you are doing.  Someone could be very good at all the skills necessary but still fail if they don’t have the desire that comes from the heart. 90 minutes a day with someone that is working it like a retail job or a non personal job will lead to a quick failure.

We are in a people business and some people lack people skills. It comes natural to some and others have to learn it but without it, you fail regardless of the time spent prospecting. I can think of a few people I have met or ran across that it would take more skill than I have to turn them into a success in any people orientated business. So for them and others that fail for whatever reason, I hope they leave with a better understanding and take with them a life lesson learned. I do feel sorry for them because I believe this is a great opportunity for anyone but I also believe not all are able to fit and belong in another field.

thanks Gary, i feel the same way , the way that you say it.

I have to agree with Gary also on this one. It just goes to show you that everyone is trained differently. I myself was told to prospect 2 hours a day not 1.5 hours. So right there I should be 25% better then most right? WRONG, I know some people who don't have a clue how to prospect that run circles around me.

The great Brian Buffini says...... "Dig your well before you become thirsty."   That tells me that what I do today will probably benefit me somewhere in the future. If I had listened to people like Gary and "given up on the American Dream" I wouldn't have the knowledge of how to deal with people the way I do today.

If Bill Gates had given up after trying for years to sell his stupid idea of the Windows Operating System I would be using a pencil and a piece of paper to write this and then I would be able to send it to as many people as I could afford stamps for. Instead he kept living the American Dream and used PERSERVERENCE and bam..... 1 click of a thing called a mouse and millions of people can read my words.

Gary, I would love to hear from your so called students from all over the state and see if what you teach really is helping them or not. Because people skills need to be worked on before you can sell anything to PEOPLE.

Todd Rivers - Broker/Owner

Florida Lighthouse Realty

Todd Said:

"If Bill Gates had given up after trying for years to sell his stupid idea of the Windows Operating System I would be using a pencil and a piece of paper to write this...."

Nah Todd, you would just be doing it on a MAC, Unix or Linux instead! hahahaha

I agree that prospecting is important. However, I do hate to see people get lost in this highle competetive business when I know ifthey ever got it started they would be good agents.

There's no disgrace however is having to back up in the beginning, getting a supplemental job then plugging away again after a period of time.

I think most agents aren't prepared for real estate after getting their license -- what you learn isn't all that practical.

Those that sign on with a company that offers intensive upfront training for the real world and have enough cash to invest until it all gets going seem to do much better, of course.

I think one of the main things that's lacking is teaching new agents how to prospect online.

highly

need more coffee

Dennis, You didn't answer Jana's question.

Yes Sharron Jana had a good question. What is prospecting? What is the system that agents should focus on and how would they go about developing it?

Call FSBO sellers for 90 minutes, on Tuesday, Thursday night starting at 7 PM or Saturday starting at 9 AM.  

I tried all the other times.  These are the best.  

With the right script you could book 1-3 listing appointments per calling session.

At least in Toledo :)

Dennis, you made a good point. It is one of the things. I try to teach agents too. Each day have on your list to do prospect things. Many agents fall into the trap of working on one or two clients, showing, searching, etc...then forget to do their daily prospecting, then 2 weeks, 2 months, 2 years down the road they have no prospects. And each persons prospecting will be different depending on their area and sphere and level. New agents will not have clients to mail asking for referrals.

Good posts.

Directions are relative. In EVERY business the ability to regroup is essential.

I don't think the actual minutes of prospecting is the issue. It's going to vary depending on the individual.

What I can accomplish in 10 minutes might take someone else 60 - or 5.

The important thing is to aim for something and see it as a foregone conclusion. Plan how you'll do it. Then let the universe direct you and the two streams of action will coalesce, propelling you toward your aspiration. Thank you for flying Air Candice and have a pleasant day!  :)