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October 15, 2013

Countdown To The Fall Market. Tackling Those Pesky Prospecting Jobs

by mark mclean

mmeting note 1
Several weeks ago a conducted a little audience participation at my morning meeting. We were approaching the tail end of a rather crummy summer, weather wise at least, and I asked every person in the group to come up with one thing, just one little thing, that they would do over the next three weeks that would go towards getting more business for the fall. Simple task right? Check out the list we came up with.

Following the meeting I put all the “jobs” into a spread sheet with agents names on the opposite axis. I posted the list on my office window and encouraged agents to check off as many jobs as possible. In the end, we had pretty good success. Sure, there were a few agents who opted out of the checklist but for each that chose not to participate there was another who made it a mission to get through the whole list. Congratulations. You know who you are! meeting note 2

This was a simple office meeting exercise designed to spark ideas in agents to help them build a great client list. More importantly it should have demonstrated the point that the job of prospecting is something we must do everyday and not three weeks before the busy fall market. There should not be a start date to prospecting especially if you’ve been working in the real estate field for any length of time. It is a full-time endeavour.

Here’s the thing. During our meeting we managed to list off 24 ways to build future business. I’m sure that after you review the list you might want to add something to it. The reality is that I wouldn’t expect anyone to do everything on the list. If you aren’t doing anything then this will give you a base to start. You may be in a position where you are doing somethings but have the time to do a few others. Time to pick from the suggestions.

Got any suggestions for further blogs? I’m just a tweet away.

mark mclean

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