Remember the pictures you've seen from the gold rush days? People sat by the side of a creek with a flat pan, dug a shovel's worth of gravel from the streambed, and swirled it around in the pan. Then they patiently poked through the grit looking for a glint of precious gold. Hour after hour, day after day, they repeated the process over and over, as they panned for gold.
It's the same when you are prospecting, except that your "gold" is an appointment. When you set an appointment to meet with a prospective buyer or seller, it's like finding a gold nugget. And just like panning for gold, success in this kind of prospecting takes patience and perseverance. Just because you don’t see immediate results doesn’t mean the prospecting is not working or that you are not making progress. It is a numbers game.
Suppose you've been panning (prospecting) for a while and not finding any gold – what's the problem? There are several reasons people fail at prospecting, including:
- They don’t start with discovery questions
- They fail to build rapport
- They fail to create momentum
- The lose control by talking too much
- They start with their own agenda rather than focusing on the potential client
- They start with a negative attitude
- They let everything disturb them
One of the key points of The Real Estate Game is the importance of starting off with the most effective – the "right" – approach. To win at prospecting, you need to:
- Visualize a positive outcome before starting
- Start with a series of great open-ended questions that will lead to an appointment
- Build rapport by matching and mirroring
- Look for the "Yes," not the "No"
- Reward yourself when you're done.
Like anything else, you won't get anywhere until you start. Don't let outside events or conditions take over. Remember, "If you keep waiting for just the right time you may never begin. Begin NOW! Begin where you are with what you are."
How much gold will you find today?
Patti Kouri, Accelerated Performance Coaching
Helping You Through Self-Made Limitations!
Will you Take My Challenge and increase your income?
Play The Real Estate Game®
Thaks for sharing. That is great info.
Excellent synopsis of a winning game plan. Thanx
Gold diamonds silver -I will find it (how is that for positive thinking & using your plan of action)?
I know I am commenting a few days later then posting but I just wanted to thank you for that info. Very very good info. Thanks
I agree talking too much is often a problem. I do not agree that Real estate is a Game... like people that "play' the stock market get taken... it may just be a term but it sets an attitude... language IS important.
Great advice Coach Patti, and good association to make, which jelps to keep the attitude throughout the endeavor positive.
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