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Posts tagged ‘how to make prospecting a daily routine’

17
Apr

Should Prospecting Be Painful?


Well its good to be back. As I mentioned in the video it has been tough getting out over the last few months but the weather has finally turned. Seriously, not running made me completely squirrely. It’s one thing to work out but running gave me so much more. Basically, I have a busy life. I truly need those few hours of meditative time to put everything into perspective, think about what I need to focus on, and flex my creative muscles. So, back to running. This run was one of the early ones I did in March so I was feeling the burn in my legs. It made me think about this topic.
Do you know the pain you get after a hard workout? All your muscles hurt. Usually its a sign that you “done good”. Prospecting pain is kind of like that. All the prospecting you’ve done is paying off and you are exhausted from being so frigging busy. You complain about not having a moment to yourself but secretly you love it. The truth is prospecting should never really hurt but you might want to consider that it should at least be painful. Like exercising, you have to shake it up from time to time. If you exercise the same muscles over and over again the gains you make start to diminish. Think about door knocking. Sure it works but you can’t really do it in the dead of winter. The snow and cold gives you the opportunity to try something different. The point of all this? While prospecting has to be a daily routine, you can’t just use one channel. Shake it up, try something new. Naturally I would love your input on what you do to “shake it up”. Have a great day!

mark mclean is the Broker/Manager at the Bosley Real Estate Queen St W office and President-Elect for the Toronto Real Estate Board. The opinions expressed here do not reflect the opinions of TREB or Bosley RE.

1
Apr

Prospecting In The Future

This has been a brutal winter in Toronto. Not only did we get hit with an ice storm and then successive snow storms that left the sidewalks covered and dangerous all season long, we had extraordinary low temperatures. As a running addict, this is not good news for me. Sure, the stationary bike is ok in a pinch, but to really feel the burn of a good down to earth workout, please… just let me lace up my runners and hit the street. Two years ago I clocked over 1000kms. Last year in excess of 1300km. This year I basically suck. While I have found a couple of opportunities to get outside it’s only now that I can get out and really “get some miles on”.
Last year I also wrote a ton of blog posts on how running and prospecting required the same amount of effort and determination and, quite frankly, I thought I had run out of comparisons…until today. Having been relatively dormant for the last three months has been hard, but today I managed my longest run of the year and I can only assume it is because I haven’t forgotten the principles of running.
It should come as no surprise that prospecting is meant to achieve real estate success and longevity by adding qualified people to your database, then connecting with them and staying top of mind. Imagine filling up a huge bucket with potential and past clients. At some point you just can’t jam anymore names in the bucket. But that’s okay. If the bucket is big enough you may never have to add to it again. But here’s the good news…when business slows down you have the skills, experience and wherewithal to start filling it again. Easy peasy. The habits that you develop early on in your career will allow you to turn it on and off seamlessly.

mark mclean is the Broker/Manager at the Bosley Real Estate Queen St W office and Director at Large for the Toronto Real Estate Board.

10
Apr

Prospecting for Buyers AND Sellers

 We are officially through the first quarter of the year and this seems like as good a time as any to ask the simple question… how’s it going so far? Have you registered anything in the win column yet? How is your prospecting doing? Are you keeping up? I think it is fair to say that prospecting is one of the easiest things to do but also one of the hardest things to do EVERYDAY. You have probably figured that out already.I talk about the “routine of prospecting” a lot because when you are starting out, it is just like treading water. Stop doing it and you go straight to the bottom.

As you know, I like running. It is part of my weekly fitness regiment and I try to get out as often as I can. Some runs are better than others but the point is that no matter what the quality of the run, I know that I am improving my overall fitness level. On those days that I’m not dialed in, my goal is just to burn calories and if I’m feeling great I work on speed. While agents should always be building relationships with new clients it is clear that some prospecting is better than others. Years ago, my marketing and on-line presence was getting me tons of buyers and I was frustrated with how few listings I was getting. I was spending a lot of time showing properties in a time when where wasn’t much to show. Then I switched up my marketing efforts to find more sellers. I perfected my pitch right around the time when it turned to a buyers market. The lesson then is do a little bit of everything.
The question I want to ask today is; are you prospecting for buyers AND sellers? While the Toronto Real Estate Market continues to frustrate agents with its lack of listings appropriate to our ever-expanding first time buyer clients it seems clear that our efforts should be shifting to prospecting for sellers but does that mean we should forgo prospecting for buyers?  I don’t think so.

So, lets take a collective deep breath and focus on the task at hand. Keep prospecting for buyers and sellers. Remember, I’m just a click away if you need to strategize on getting more business.
mark mclean

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