I’ve been told I am good on the phone. Prospecting has always been very important to me and I’ve worked hard at developing my phone skills so I would be better at prospecting. I’ve read well over a hundred books on sales and prospecting over the years, and now I’ve even written articles and books on the subject myself.
Having trained thousands of agents on the topic of prospecting and having worked through countless problems many were having, I have come to believe that successful prospecting is really very easy. But it hasn’t always been that way for me. It was once very difficult.
Believe me, I’ve tried a lot of the tips and tricks and even seen some degree of success. I’ve kept a mirror in front of me while I was making my calls so I would remember to smile! (Smiling and dialing, they used to say.) I taped my outline to my computer monitor. I worked on perfecting my call scripts.
Then one day the light came on. I discovered one simple thing that made more difference than all the other techniques combined. And when it finally hit me, it literally turned my practice around. It really comes down to two little words: Lead Scarcity.
I’m getting ahead of myself, though. You may remember the romantic comedy, “How to Lose a Guy in Ten Days” starring Matthew McConaughey and Kate Hudson. In it the girl first wins the heart of the boy and then proceeds to be clingy, possessive, and smothering to try to drive him away. It was hilarious and sad at the same time.
I’ve seen agents make the very same mistakes again and again. Not on purpose, mind you, but in a frantic attempt to try and make every lead into a closing. Why? Lead Scarcity. Most agents today operate with a lead scarcity mindset. In their minds, there is not enough business to go around and they are deathly afraid of losing any lead. The result is they ultimately smother and repel potential clients by being clingy and possessive.
The fact is there is plenty of business available right now. More than you can possibly handle. Earlier this year I wrote an article called How Many Homebuyers Are In Your Market in which I made a compelling and statistically-based case that proved there is more business in your market right now than you could ever do.
Unfortunately, however, that is not a reality for most agents. Most agents only ever see a tiny fraction of the business that is available to them. What a shame. The fact is, when I figured out how to generate a never-ending supply of new business from my website it was a game changer.
Before the light came on, I was “fishing” in places where fish weren’t biting and as a result I caught very few fish. Then I had to try to turn every single one of those fish into a meal, so I came across as clingy and possessive and I ultimately chased many potential deals away by coming on too strongly. I had a lead scarcity mentality.
When I began fishing where the fish were actually biting, I began to catch more fish than I could handle. I began throwing back the ones I didn’t want, or referring them to other starving agents. But the most important thing that happened was that it changed my outlook which in turn changed my behaviour on a subconscious and visceral level.
When I called my prospects, I was relaxed and actually had an attitude of “I really don’t care if I work with this customer or not.” And that attitude subtly came across in my interactions with my customers and I became irresistible. The posture changed, and that changed everything. I really didn’t have to have their business and without ever saying that, it somehow came across.
Now my clients couldn’t wait to work with me. They were calling me. I wasn’t playing hard to get — I really was hard to get because I had so much business. There was a confidence about me that was truly compelling and my customers picked up on it. I didn’t have to have any particular deal so I was able to pick and choose my listings and my clients.
And that truly was a game changer for me and it could be for you as well. If you’re reading this and wondering if instead of chasing your clients that somehow clients would begin to be attracted to you, the answer is YES! All you need is to have more leads than you can handle and some very basic people skills.
Now I can’t help you with the people skills, but I can definitely help you with having more leads than you can handle. First you need to fish where the fish are actually biting — online. Over 94% of all homebuyers and sellers are beginning online. And then you need to be generating enough business where you don’t have to try to turn every lead into a deal. I can help you there.
If you haven’t checked out my Ultimate Website, please take a few minutes and do it today. Most agents using my system are generating 2-3 new, high quality, inbound leads every day without spending a dime on advertising. That’s 60-90 new leads every month. And when you start having that many customers to choose from, everything changes in you. And that’s when the magic happens.