In today’s episode of the Live UNREAL w/Glover U Podcast, we are concluding our Spring Your Business Intro Action webinar series. Jeff Glover and Justin Ford share what it takes to fine-tune your prospecting skills, and how that will lead to more appointments and even more homes sold. Picking up the phone and making the calls will drive massive results in our real estate businesses, and Justin Ford shares his strategies for getting into action. 

There is no shortcut to success when it comes to prospecting, it needs to be the foundation of our daily routine. Prospecting daily allows us to get in front of more people, have more conversations, and build a connection with sellers.  

Justin Ford takes you through the habits and activities of agents who have mastered prospecting, and how you can implement them. 

We also discussed:

Why it’s important to have a Big Why to prospect successfully 

How to master your prospecting scripts 

The reason so many people struggle to get on the phone

 

Quotes 

If you talk to enough people, the opportunities will present themselves. -Justin Ford  

There are 6 key principles of being successful at anything in life, one of them is accountability. -Justin Ford 

We have a better chance of succeeding when something is scarce -Jeff Glover 

Prospecting should be the foundation of our daily routine. -Justin Ford

Don’t focus on the end result, focus on the process. When you focus on the process and show up every day, you will set appointments. -Justin Ford 

 

Key Points 

Successful prospecting starts with our morning routine, we have to set a strict start time every single day and commit to the activity no matter what. 

If you want to get a handle on a script, commit to writing out and role-playing it every single day for 30 days. If you want to master a script, you have to commit to making hundreds or thousands of calls practicing it. Set time in your schedule for skill work so that you’re getting enough reps, and getting better prepared. 

People give up on the phones or struggle to even get on the phone because they fear rejection. Overcome your fear and expect people to say no. That way you’ll focus less on the rejection and more on handling objections, discovering the seller’s motivation, and giving them value. 

One of the reasons people struggle to maintain a prospecting routine is letting external circumstances dictate our actions. Right now many markets are experiencing historically low levels of inventory, which has made many agents give up on prospecting. When something is scarce, the people who stay committed are going to be able to get more of it.