In today’s episode of the Live UNREAL Podcast, Jeff Glover and Coach Justin Ford are sharing everything you need to know and do to be able to prospect your way to 100 deals per year. They’ll showcase some reliable old-school techniques and some innovative new ones.

Prospecting is the first step in the sales process. If you think about prospecting from a negative standpoint, you need to change your mentality. There are so many different ways to do prospecting that you’re likely doing one without even knowing. Right now is a uniquely opportune time to prospect because we haven’t seen a market this ripe for the picking since the last crash.

The market shifting and many agents leaving the business is a great opportunity for all of you. You’re sticking it out and doubling down. Now is the time to get the market share that has been abandoned by the others. Find out how to become a better prospector, keep a positive and resilient mindset, and convert leads to help this year. 

We also discussed:

• A downloadable free workbook of extra resources

Quotes

“Cold calling is just one aspect of prospecting, not the only one.”

“Improving your skills and techniques won’t matter unless you also improve your mindset.”

“Asking leads questions gets the information needed to better help them and also builds rapport.”

Key Points 

1. Prospecting is not just cold calling. People have a negative association with cold calling, and often think that it is the main aspect of prospecting. However, it is only one part. Prospecting also involves what you say, who you say it to, what you message, what you email, how you use video, and how you use social media.

2. The three pillars of successful prospecting are sales skills, a bulletproof mindset, and time management. If you can keep on top of those three, you’ll be able to help a ton of people in 2023. Stop listening to the news, start listening to podcasts and motivational trainings, and surround yourself with successful people. The key is to stay positive and remove the noise.

3. What makes a good script? To succeed in this area, you need to ask great questions about their motivation and timeline. This will get you useful information and build rapport. Then you need to actively listen to their answers and ask more questions based on those answers. Don’t fly through your script. Instead, dive deep into each lead’s situation. When you get all that great information, it makes it much easier to close them for an appointment.

4. Sources of business in our current market. Expired listings are the highest they’ve been in the last five years. For-sale-by-owners are always confident, but almost always also need help. Reach back out to all of your past buyer leads that haven’t made a purchase yet and let them know about the low interest rates right now.