A Fresh Approach to Real Estate Rookie-hood with Jennifer Allan: Phooey on Prospecting... I just wanna do my job!

I can't agree more. Yep, the process is rewarding but the prospecting is  work.

I hate chasing clients also.  The problem is if we don't do it someone else will.

I agree with you 100%. Prospecting is real work, and that is why few make when times are tough.

Matt Naumann

www.mattnaumann.com

I think that your interactions with your SOI and SPCs is a form of prospecting. I think that like most people you don't like working in a cold market. If you can survive working the way you have AND you are happy with the results that gives you then keep doing it.

Our self-esteem is always massaged when people come to us for our help.  Likewise, rainmaking involves "no" (even if it is euphimistically said) far more than "yes"  (or "yes and now").  That takes a different mental preparation and focus to make rainmaking positive, especially in today's market where so many people you will come in contact with are gloomy (or even "doomy"). 

See, from what I know about you Jennifer, I think once you have time to focus on why you are not as fired up about rainmaking, you'll be more comfortable with it. Maybe not like it, but more comfortable.  And, unlike many, you are aware of your areas of strength and those of challenge.  That is always a benefit.

A hearty challenge is always good for our soul!

I'm struggling with the rain making part. but I believe it is essential to my 5 year goals.

I don't think I made my point very clearly - I'm not whining about having to prospect and yes, I get a thrill when my business-building efforts pay off. I mean, what's more exciting than getting a phone call from someone saying that so-and-so referred them to you because you're the BEST?

What I'm try to say is that I really really really love what I do for a living - that is - facilitating the exchange of real estate. THAT's what I want to do all day. Sometimes I wish it were a salaried position so I wouldn't have to worry about the whole bringing-in-business part. I just enjoy the heck out of the non-rainmaking part of my job!

SOI is great, but, many folks just need more than that in this market. We do a LOT of business on the internet. Search around your area and see who is successfull at this. Perhaps you could work some of their leads?

Jennifer - I don't comment on your posts as I should BUT, there is a reason for that - if I keep telling you that you are the SOI Queen then it might not mean as much!  ;)  You do rock and I LOVE to follow your work - simply simple!

I too, like, agree totally with you dude! 

I am right there with you. It's my least favorite task. I dont like to brag about myself or let the world know they should buy or sell through me. If you love me and want to use me great I will do an amazing job. Maybe we need to hire pr people :)

I've often considered a salaried model for people like me - who are (IMHO) excellent project managers, but would rather not spend precious client-serving hours drumming up business. Of course, I would want a BIG salary and I actually really LIKE the way we're paid - work harder and make more! My last job BRE (before real estate) was this way and I loved it. We had a sales force who went out and killed the prey, dragged it home and tossed it on my desk to deal with. At that point, it was MY client, and the more clients I was willing to take on, the more money I made. Being the most organized person on the planet (that would be me) it was a good gig!

We need to reach out to our sphere of influence or our core clientele.  Beyond that, it really doesn't matter....no deals with no clients.

Jennifer, I know how you feel.  I would prefer to keep just doing my job and not prospecting.  But, as the industry changes so must we.  I still do most of my prospecting online.

Jennifer, I would rather be writing contracts and meeting home inspectors rather than prospecting, but it just seems to be part of our business.  Like it or not...

Prospecting is a chore - sort of.  I include in prospecting such items as blogging, networking, and other business building strategies.  I too find it most satisfying to educate and assist a customerto get the deal done.  I look on prospecting as a necessary evil to generate more business in a competitive market.

There is one rule about marketing: Market or die. Now here is the good news: you don't have to market yourself. You either provide such an exceptional service that your clients not only share the word about you when asked but actually evangelize for you (this would put you in the 1 out of 10,000 category) or you pay someone to do it for you. Either way it is imperative to stay at the FOTM (front of the mind) for your future clients. When they think "home for sale" they must think "Jennifer Allan". I like martketing so much I will market anyone, blog for anyone, cold call for anyone ... I just love it.

I think I understand where you are coming from.  I often think to my self, Why Do I have to do that??? I've been doing this for 20+yrs, I am above that!  (but I am not!!) 

Love working with my clients, Love their appreciation and loyalty, and I dont even mind all the free advice I have given over the years. But a silent phone is a scary thing.

I feel I should write a blog about this very topic since I have been coached by Ms. SOI herself.

You know by now how I feel about this subject. I too dislike prospecting - ie calling for business, etc. I could do it, but it will turn out very unnatural. When I do it unnaturally, everything will fall apart. When someone calls you for business, I can exhibit confidence and expertise in my conversation. I think we are the same.

All that said, I too understand that my new business wont come if I dont work at it. I know you dont mind doing that too. But it's just more authoritative when someone calls for help, instead of me asking for help. It's also not about a boastful attitude - you know me by now.

So, I have a working passive way of drumming up business: blogging and in the end, those that needs my help end up calling me. All in all, it works!

Always wonderful to see someone love their purpose.

Best to you and your family this Holiday Season!

Yep, it is a 4 letter word: W O R K and I agree that part is hard but I know I have to develop my own SOI and work it.  Good reminder.

Jenn.........I don't know what part of the job I love. I do love the results. Not the personal for me, no, I love getting it done. Now, I also freely admit that all of my clients come from out there somewhere. Some are referred, some stumble over me and others just appear. I have good months and bad months. I am happy to report that last month I did a couple deals that totalled a million in production. More importantly, I managed to work out the problem with the wedge and my handicapp is beginning to go down.

Maybe, you walk with an umbrella. You can't get wet in the rain if you use an umbrella. Think about it.

I hate the prospecting aspect too...just get me in front of them and i will manage as you put it there expectations and close them...great blog

You are caught in the Technician Delema as Michael Gerber puts it in the book "The E-Myth Revisited".  The unfortunate reality for most agents is that they have a business which owns them rather then a business that they own.  Prospecting in a well run business should not be something that you do if you own a business, even though everyone looks at it as a necessary evil, the reality is that most agents don't play a big enough game and as a result they have to do everything.

If your business is set-up right you should be able to capture a high amount of the the "Come List Me" business directly as well as the "I want to purchase" business as well.  The prospecting side of the business should be done by "Buyer's Agents" who are looking to build their book while working with you or better yet by an in office assistant so that the business stays with you on a long term basis.

Those are my two cents worth.

All the Best,

Glenn Sanford

Love creating home brochures? Could you see yourself creating personal brochures? Specialty business cards? Expired Lettes? Use what you love about real estate and turn it into prospecting activities.

Glenn - that's how my business has always been - "The phone rings, I answer it, and I have a great new client!" Any "prospecting" I did was very passive and non-in-your-face, yet incredibly effective. I think I'm just in frowny-girl mood because I am forced to spend more of my time drumming up business than taking care of current business - and I much prefer the care-taker role!

Andrea- Great point!

Tim - Amen! And to Loreena, too... it's so true - get me in FRONT of a prospect and they're MINE. I just dislike going and out and finding them!

John - You're so darn friendly and charismatic, I can't imagine you ever have trouble attracting business your way!

Karen - Work? Hmmmm... good point. The facilitating part of real estate almost doesn't feel like work to me because I enjoy it so much.

Robert - isn't it though?

Unfortunately, the "Rain Maker" is the highest paid of the Real Estate agent "Hats"  I can (and do) have buyer's agents who I can pay 50% (probably less in this kind of market) to do everything except make it rain.  I can sub-contract to assistants, and transaction coordinators all the paper work.  It's worth no more than $15 per hour! 

Embrace your inner Rain Maker, and get ready to buy an Umbrella!

Thanks for stopping by, Bob! But I disagree that the "grunt-work" of selling real estate is worth $15/hour. I've never met anyone who would dream of working for $15/hour who is as fabulous as I am at my job!!! ;-] There's SO much more to it than paperwork!

I like that many of my leads come to me through my blogs.  I hate cold calling, mailing, etc.

Yes, prospecting is tough and sometimes tedious.  But unless you've been in the business forever and everone talks and refers you all the time without any input from you, there's still the need for prospecting.

Hey Jennifer,

Before going over to the dark side and becoming a mortgage broker, I spent a number of years working as a management consultant for Fortune 1000 companies, primarily doing process re-engineering and strategic planning.  Very different than selling loans, let me tell you. 

I would say the biggest thing I've carried over from that work to what I do now is an understanding that you should outsource anything that is not a core competency.  A core competency is something that gives you a competitive advantage - it's something you do better than the others.  A good (albeit very unscientific) way of identifying your core competencies is to look at the things you like doing.  Most people really enjoy doing the things they're good at.  Because they enjoy them, they get even better at them. Soon, they turn into core competencies. 

I used to teach mortgage brokers how to read rate sheets, product matrices, appraisals, credit reports, etc.  I now teach real estate agents and the general public about mortgages and credit reports.  I love to teach people, and because I love to do it, I work at it and get better all the time. It brings in a lot of work, but only because for me, it's fun.  I also regularly send email tips to agents and the people on my prospect list.  I like doing that, too, so it doesn't seem like work at all.

Teaching, researching, and writing are my core competencies.  I have arranged my business model so those things are central to my marketing plan.  I also employ educating my borrowers as a sales tool.  I can do it better than most of my competition, so I'd be silly not to use it to my advantage.  Not many people like to read the Fannie Mae guidelines or the bail out acts, but I do (yeah, I'm a little weird), so I pass what I know onto my clients.

Sometimes (now, especially) I need to make cold calls, which I would rather die than do.  It is far from a core competency.  Because I know that, I outsource it.  Luckily, my wife, who is also a mortgage broker, likes doing it (as much as she may tell you differently -- haha). 

You mention that you wished someone else could be the rainmaker.  If that's what you want, then arrange for some sort of strategic partnership with someone who is good at it.  By strategic partnership, I don't mean a formal partnership, but rather an understanding with someone else who possesses what you need. 

You have a business vision.  They will have a business vision.  Those visions will not be the same, but there may be some point where the paths to those visions intersect.  I can almost guarantee that the point of intersection is where your core competencies and their core competencies will complement each other.  Each of you will realize your visions faster by leveraging each other's strengths.

It's impossible to say what the core competencies are that you need because I don't know what your business vision is (where you'd like to be in the next 3 years). 

You're in Denver, right?  So are we.  Give me a call if any of this sounds interesting and we can discuss things.

Chris Thomas -- 303-345-3683

Wow, i don't even know Jennifer and I find she has been crawling around in my brain:)!!

In this industry for longer than I care to share and I have always said, "I hate getting business, it is political, it can be ugly etc. and yet I Love the business. It is  a very hard message to sell because until consumers choose someone to help them they just don't use a message like Jennifer just shared to make a decision have someone help them, which is ashamed because it IS the best message for them to use!! Reading the post, I would venture a guess that Jennifer is an Introvert on a Meyers-Briggs or A Keirsy Temprement Test, I'm proud to be an Introvert and I say EVERYONE should have an Introvert in their Real Estate Transactions.

Thanks for the post Jennifer if you come up with an answer please share!!

BIG DAN 

Everyone knows and agrees that you are truly Fabulous!  I agree that there is so much more than the paperwork, and would argue that that is the exact reason NOT to do it.  The paperwork can be done by anyone.  What can't be replicated in your business is you!

You are the value proposition that warrants a commission check, and as such it is much better use of one's time to be you, and be in front of your people.  I love this topic!

I totally agree.  I love working with my clients. Seeing the excitement as they get handed the keys, etc...  With the tough market, I've even considered working with another agent that enjoys the prospecting part of it (similar to what Chris Thomas talked about above).  It just doesn't come very easy for me. Most of my business too has come from my SOI and a business organization I'm in (BNI).  I'm struggling this year and am trying to force myself to do more prospecting.  I'm working with another agent in my office as a psuedo coach using the Buffini method (calls, notecards and pop-bys).  It hasn't paid off yet but hopefully soon.

Big Dan - Yep - I'm an INTJ and I even have a forum here on Active Rain for other introverts!!!! You'll love my next book... it's just for US!

Bob - I agree about being "in front of people." I do love that part of the business (however, I also love paperwork if you can believe it and am arrogant enough to believe that I MUST do it); I just don't like sticking my nose out there looking for opportunities to get in front of people. Besides, whenever I've formally "prospected" (rare) it just doesn't work for me. I don't have the right personality for it. And I accept that.

Bill - I've considered that, too, although I do usually have plenty of business from my SOI & SPCs. I used to own my own real estate company and my partner & I sort of split up the duties accordingly - I did all the management of the company and our clients; she was responsible for rain. But we still got a lot of business just for being wonderful! BTW - not to advertise - but, okay, I will... I have a new program coming up that's well-suited for people for whom Buffini isn't quite doing the trick...

The Savvy Prospector Coming Soon!
www.SellwithSoul.com

OMG-

I got hung up on twice this weekend AND i really have something differnet to offer... no one wants to hear it... unfortunately for  them..and me too..

Personally I disagree, I absolutely love prospecting.  Not only am I a (rookie) realtor, but I also work for H&R Block and have a couple nonprofits I prospect for too.  I would love to get in a position a few years down the road where I am too busy with prospecting and handing out referrals to show houses or negotiate contracts.

Hey John - when you get there, look me up!

I personally disagree also, maybe this is a rookie thing?

Prospecting is an absolute blast! I'm also a rookie, and working for a company that just went over the NY State line into PA. It gives me a lot of satisfaction to bring the name of our company, and our names to every ones mind now. We (my team-mate and myself) gave ourselves 6 months to spread the news and our faces, and it worked. We have 28 listings, an quite some sales. It was very hard work that we both enjoyed,pounding the pavement, meeting with folks face-to-face, touring their homes and the whole listing process. I absolutely love the prospecting, but don't like the paperwork, and my Team-mate Cheryl Johnson loves that part. That makes an excellent partnership, and working a blast every day...

Vera Miller

I totally agree about the prospecting thing...and to solve it, I don't do it.  At least not in the traditional sense of actually going out there looking/asking/begging for business. 

Now, if you define prospecting as totally passive, I am there...but my business comes to me either through internet or referrals.  I make precious few phone calls for any reason, I don't door knock (shudder).  I don't mail.  Yet, somehow, I manage to do quite well every year. Go figure. Of course, I have always considered myself one of the luckiest folks on the planet...I cannot and will not cold call, but somehow I have no problem generating business at all.

I love the entire setting up the file and the flow chart, providing my client with a timeline of action items, the whole organizational thing, so I get where you are coming from. 

Hi Jennifer, Believe it or not I love to shake the trees and would love to have someone else handle all of the other things that need to be done. Showing the properties, chasing the paperwork, keeping up with all of the closing dead lines. I just want to meet the people, convert them to friends, look at their property, take the photos and video and let someone else take it from there. The problem I have found is no one does the job the way I like I would to see it done.

Hey, maybe there are some of "us" who enjoy the thrill of prospecting - you never know what you are going to get feeling. Some people thrive on those.

There's deviation between what could be considered prospecting.  I think it is really about being in front people who have a real estate need and helping them make good decisions.  Its all about who you talk to and what you talk to them about.    Prospecting doesn't have to be sitting at the desk making cold calls.  Hey, if you get business without "prospecting", "why prospect"?

I could not agree with you more you have to use the things that make you successful rather than

what other are doing.

Hi Jennifer,

This is a tough one ... I don't think that many people do like it.  However, those who do, they have made a game of it.  Like, how many contacts can I make in an hour, or if I can set an appointment today, I will reward myself with "X."

The other solution is to hire a telemarketer or team with someone in your office who likes to prospect.  Then you can go in for the slam dunk.

Good luck,

Mike

Jennifer, I dont love prospecting, but I do it as I know it is essential to get that extra business.  I think the way to look at it is the more prospecting that one does, then the more fun stuff will come as there will be that much more clients - thus, that many more pricing properties and the real real estate challenges and thus the opportunity to add more people to your SOI and the more people to add to your SPCs..

Im like you - I really love closing deals.  I look at prospecting as another way of closing per se as I do like to lead generate to drum up that extra business : )   I hear you through, it is not that fun !!  ~ Chris

I am so with you.  I want to just maintain those who come my way without the extras.  I absolutely love what I do but getting up the nerve to talk to strangers while I am in line doesn't thrill me....AT ALL.

Jennifer, I have only been in the business for a little over a year.  Not too excited about the cold calling -- it leaves my absolutely cold.  But I love the Buffini way of keeping in touch with your A list each month, your B list four  times a year, your C list twice a year.  I always try to make my calls and letters in the client's best self interest. 

I recently sent out 50 meat thermometers for Thanksgiving to my A list with a card that said, "Put a thermometer in the bird!  I love to be referred." 

I had a twenty-five percent response rate with great comments and expressions of appreciation.  I even received five personally hand written thank you notes.  And I aleady am working with a CASH buyer who received my card from a recipient of that mailing.

Gotta make it fun for me and of value to my clients,  Thanks for the post!  Gina

I like your re-definition of selling real estate... managing the process. And I hate prospecting too. Thankfully I have a large family, and lots of friends since I was born and raised in the same area where I work. And I get a lot of business from my blogs and my web site.

Jennifer, Your posts are always a breath of fresh air and always bring a smile to my day, Thanks...

There is that same brain think thing again....I feel the exact same way.  Oh BTW...I am in Colorado now :-)  But shh!!!  Everyone still thinks I am in Florida..isn't doing biz by internet amazing?  We still need to meet and make that road trip up to "The Boat" sometime soon.

Let's see...hmmm, you don't like to "prospect, prospect"?  Come on Jennifer, you Blog, you speak, you have a website, your have two books, you collect email addresses, spent time infront of a camera, but you don't like to prospect?  I believe you are indeed very savvy. "I get no joy out of self-promotion, marketing or pursuing".  Really?

As with TV news, printed media, e media, Talk Radio, Hollywood, and any other media, you know what sells.  To have a top producing agent tell the world that they hate to prospect would seem to me a "very real" prospecting strategy to get newer agents or for that matter "experienced" agents to buy a lot of books from someone who is successful, but like them, she does not like to prospect...so how does she do it?  Buy my book to find out?

I hope that in the pages of your book you are honest with the people who buy it and somewhere you explain that all the new and old tools, strategies,and tactics will do you no good without someone to use them on.  There are many places to find buyers and sellers, but somewhere along the way, "prospecting" or "business development" or "client acquisition" or "customer engagement" in some form was done. 

Step one: find someone who wants or needs to buy/sell real estate. Step two: convince them that you are the answer to their needs. Step Three: sell them in such a fashion that you build a loyal not just a satisfied customer. How do you proceed without step one?

But you are engaging. I have spent time, a non renewable resource, commenting and continuing your discussion.  All while, you are not prospecting...hmmmm?

Hmmmm, Jim, interesting perspective. For several reasons - 1) I highly doubt that this blog will attract real estate business my way, which is what I'm referring to and 2) I'm getting ready to release a prospecting training product and I was strongly discouraged from posting this blog at this particular time because of the dissonant message it sends to my potential customers! If anything, I suspect that I've turned OFF more buyers-of-the-product than I've intrigued!

But yes, if you read my books, you will indeed learn how I managed to be successful selling real estate even with my sincere dislike for the prospecting process. And, I have to admit, I do sorta enjoy the promotional stuff I get to do as a writer/speaker/trainer. Why? Because it's much better suited to my personality of striving to "attract" business with a strong message rather than going out and trying to find someone who might be interested!

Thanks for your comments - made me think (and I love that!)

Kristi - WELCOME BACK TO COLORADO! I did the same thing for awhile - lived out of state, but pretended to be in Colorado. When I returned to Colorado two years later, most of my SOI didn't even know I'd left. Ever in Denver? Let's get together!

I do not like old school prospecting telemarketing, door knocking, and I'm to anti social to overly network but I like to advertise (if I have the money) and all kinds of Internet and mail marketing.  My goal is to have people call me.  The best thing is referrals.

I learned long ago that if I'm not PRIMARILY in the lead-generation business, I'm soon out of business.

Dennis - in a way, that's exactly my point... what we do (facilitate the exchange of real estate) is important and can be very complicated - therefore, it seems logical that most of our energies should be directed toward the people who have already hired us and provide the best possible service we can. Throwing prospecting into the mix really takes away from the professionalism I want to convey to the world...

I have only been in business for 2 years and have disliked prospecting from day 1. I keep thinking of how I hate to be called by telemarketers, etc. at dinner time and all of the mailings that I have tossed with barely a second glance and struggle to do this myself. I will not do anything that I would not want done to me, it is simply consideration. I believe that my clients appreciate it and I actually have clients that come to my office and visit when they are in the area so I think that I am doing something right (and they are giving me referrals). Remember the Golden Rule!

I couldn't agree with you more, Jennifer.  Too bad the current reality demands that we have to do what we have to do...

Jennifer, you know I agree with you 100%, which is why I am utilizing every social networking tool I can to generate business.  I am with John and would like to build my business generating prospects and refer them all out to people like you!

Yep...I don't enjoy selling myself either....I love it when other people do though....unfortunately to make it in this business for the long haul, I think at least a smidgeon of selling yourself is a necessity...

Kristi, I think it is taking the good with the bad.  In my early years I think all I did was prospect!!  Now its become part of my daily routine.  If you do it consistently and not just when business is slow it totally pays off.  But, I agree with you totally...I am into the details and pride myself on an effeciently run transaction and that is why I do the prospecting each day!  Keep going!!!

I completely understand!  I love everything about this business except the part about having to promote myself!  

Amen Sister!  I feel the same stinkin way. I love helping people, not begging people for their business.  I just want to help people that is all!

Brooke

I feel the same way, I love the business but I hate having to prospect. I am not good at the self promotion.

Jennifer, first I have to confess I did not read ALL 66 comments before skipping the rest so hopefully this isn't a duplicate!

I've been in at least a couple 500 person conferences with Joe Stumpf when he asked by a show of hands which Realtors and lenders liked to prospect and which liked to process.  While there were some hands up for the prospecting group, it was a far smaller group than those of us in the process camp.

What we need to do is partner with a person with the opposite desire - what a winning team that could be!

It's so obvious I'm surprised partnering hasn't been more widespread.  The personal character traits that make a great prospector are WAY different than those needed to guide a complex real estate or loan transaction.

I've seen numerous "superstar" loan prospectors in the past and they've always ended up creating caos in the processing department because they just wanted to dump the client in someone's lap after they got them in the front door. I always thought it would have been in the company owner's best interest to just hire that superstar their own loan officer/processor to handle the paperwork.

Cheers!

I hear you. I don't enjoy it a lot but I'm getting used to it. Doorknocking has become part of my life and I'm getting some results out of it. I just know that prospecting is inevitable part of my business at least right now. I'm just starting, I don't have a database of past clients so I have to build one. Somebody said to me that doorknocking is like a first kiss and it's true. I feel way more comfortable with it right now than a mont hago and I do it because I want to make the real estate my career and I want to survive in this business. That's the art of the real estate agent-to be able to find customers and turn them into clients. Otherwise, are you really a REALTOR?

Olena - Thanks for your thoughts! I've heard rumors of door-knocking actually becoming enjoyable after awhile, but I just can't imagine... mainly because I DO NOT want anyone knocking on my door, trying to sell me something or even engage me in small talk. So, I simply can't do it to someone else. But you ask an interesting question - if you don't want to find customers and turn them into clients, are you a REALTOR? I don't remember anything in the Realtor Code of Ethics or in my Colorado code of conduct that mentions the importance of prospecting - I feel that being a licensed professional REALTOR has everything to do with being competent and knowledgeable at managing a real estate transaction - not at being great at business-building.

Michael - I agree 100%. I've had two such partnerships and while they weren't perfect, they were pretty darn effective. I always have my antenna up for another one, although I'm so opinionated these days about how business ought to be done, I might be a really bad partner!

Hey Jennifer, Check with your State Parks and Recreation Dept (possibly other State Departments as well). I was asked to apply for a postion as a Real Estate Aquisition Specialist here in Washington, I declined because I would rather poke my eye out than work for the state (or anyone for that matter) but those positions are out there! Your State government is ALWAYS purchasing and selling land, buildings, homes ect. A salaried position, you manage 100's of deals at any given time! What you are looking for is out there...you just have to hunt it down:) Good Luck! 

I don't cold-call, but I do like creating cool brochures and flyers to send to my little farm area. I have an apartment complex down the street...I lived there for 5 years before buying my house 7 years ago. Anyway, I send them something every 6 weeks or so. I've been doing this for a year and haven't received so much as a phone call. Do they check out my website? Maybe. But I still get a thrill when I put that batch of "whatever" in the mail...imagining that one phone call that'll make it all worthwile. Because I KNOW one of those "apartment people" will be in the market to buy a house -- just like I once was. And when they're ready, I want them to think "Sue Gabriel, that real estate agent who sends us all that neat stuff!" : )

That said, the last 4 closings I had came from people who already knew me, or were referred to me by folks who knew me. SOI'ing is still the best, and usually most cost effective, way to go!!

"...striving to "attract" business with a strong message rather than going out and trying to find someone who might be interested!..."

Jen, how do you use your strong message?

Elva - great question. I probably can't answer it in full here, but the basic idea is that you are an expert in what you do (you know your market, your systems and your contracts and you are a great problem-solver & negotiator) and you know you're an expert in what you do... and then you put yourself in situations where you can share your expertise with people who might be interested. When you exude an air of quiet confidence (as opposed to arrogance or desperation) when talking shop, people are drawn to you and will want to know more... about you and about your business. If they have a real estate need or know someone who does, they'll ask YOU for your card instead of your pushing your card onto them. It's beautiful!

I actually like it, but I am a sick sales junkie.

You will never, ever make a respectable living cold calling.  The problem is that you can't possibly see enough people who, at that moment, need a Realtor and worse, don't already have in mind who they're going to use.

If you could go into a room full of people who 1) did need a Realtor and 2) hadn't already picked out one, and you could cold call that group, you'd be wisely spending your time.

If almost everyone hates prospecting then why do we do it?

I am afraid to say, but prospecting is part of the business. Prospecting is similar to problem resolution in my opinion. But, the problem doesn't have to do with the house but the amount of income you would like to achieve. I had lunch today and we were talking about the "Good Ole Days". The ratio between practice and promotion has become horribly skewed.

I am so happy to have found this group on active rain!  I have sell with soul and have been running my biz in a very similar fashion even prior to finding all of you kindred spirits!  I think of prospecting like exercising. You don't have to like it, you just have to do it. Do it in whatever way works best for you and stay positive and focused.

I hate having to prospect as well but it is part of the job.  I'm not to the place yet where people are lined up at my door waiting for me to help them buy or sell a house.  I can't wait for that day, but it's kind of like waiting for the end of the world.....it never seems to come.  Even when I think it has come....I soon realize I was wrong.

First, I learned about you today and have been reading your blogs for the last hour; brilliant!  Second, I wanted to add that I LOVE making rain!!  I'm a rookie agent, very much still in the 'training' stages.  Although I am certain  I will enjoy the transaction process very much when the time comes, I must admit that I am enjoying the heck out of prospecting in the meantime!!! 

-Karin ;)

Karin - Good for you!!!! I enjoy HAVING rain; I just don't like being responsible for it... but congratulations on your enthusiasm!

Michael - for most of my career, I did have a steady stream of business without much effort. I won't say that it was with NO effort; apparently I was doing something very right and just took it for granted. When I hear the word "prospecting" I get the heebie-jeebies, but it is very possible to attract business without doing stuff you'd rather not..

Jennifer,

It's a pity that we don't live closer together, because I actually like dreaming up new prospecting campaigns and seeing them through.  Sometimes, I get tired of the listing appointments, showing houses, completing the CMA's, etc.

I enjoy the creativity of designing new plans.  We coulda been a perfect team!

Chris - I agree. I searched most of my career for the perfect person to hook up with! Experimented with a few with varying degrees of success...