I fully understand that many Realtors either don’t need the income from real estate to survive, or are just not driven to be the best that they can be. There of course is absolutely nothing wrong with that. We all have our unique gifts, and however you decide to share them and make your contribution to the universe should be totally determined by you.
The Alternative
Some, however, are currently in a financial position whereby their family is significantly affected by their income, or they’re simply driven to perform their best at real estate. For those who consider themselves to fit this description, below I have comprised a list of measures to help you easily maximize your potential – 45 contacts a week.
The Formula
- Three opportunity time shifts each week leading to an average of one incoming contact per week.
- If you’re not showing homes on Sunday, you should conduct a public open house for a possibility of a minimum of five guests at your open house . Even if less than half of them are not committed to an agent, that will give you two contacts.
- In your circle of influence you should contact ten people a week. These are people that want you to be successful – friends, relatives, former work mates, people that you play tennis with, people that you get involved with in service clubs, those that you see at church, etc.
- The next category is referrals. Get at least one referral a week from your center of influence.
- The balance of your contacts come from outbound prospecting activities. Prospecting, as in your business tracking system, can be done in several ways. During your five days of prospecting and lead call backs, just two contacts per day will give you ten for the week.
- The final category centers around your open house again. If you hold an open house you should contact the homeowners of 20 homes (five to the left of the open house, five to the right and ten across the street) for a total of twenty.
- Opportunity Time = 1
- Open House = 2
- COI = 10
- Referrals = 1
- Telephone Prospecting = 10
- Open House Announcement = 20
- Other = 1
You now have made 45 contacts for the week.
Have you ever followed a prospecting plan before?
Are there portions of the plan above that you can tailor to fit your individual uniqueness?
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