Fanatical Prospecting for Real Estate Agents: Jeb Blount

Fanatical Prospecting for Real Estate Agents: Jeb Blount


You seem to have been the thought leader that’s unpacked prospecting
as a topic concept in the world of sales and the
world of business development. I wanna ask you, what are the mindsets
of the best prospectors that you’ve noticed? – For real estate professionals, it is really a combination and a mashup of prospecting and marketing and PR and creating familiarity and it all fits together in a nice bundle or a nice sequence. So for real estate
professionals in particular, one of the mindsets that you have to have is that your job and your role is to make sure that everyone in your market area where you can get listings
knows who you are. They need to know your name, they need to know how to
get in touch with you, they need to know your face, so you need to become familiar with them because
familiarity breeds liking. Familiarity breeds engagement. Familiarity is the thing that improves the probability that when someone is
ready to list their home or list their commercial property, that you’re the person that they think of because they just saw you and so when you start
thinking about prospecting, you think all of the above, everything that I’m doing. So one is you have to have that mindset. I want everybody to know who I am and I should be nervous and paranoid that someone is about
to list their property and they’re not reaching out to me because they don’t know who I am. Number two is you just have to be absolutely relentless about this. There’s no doubt that real estate is a tough, tough industry and there are a handful of one percenters that rise to the top, there’s a whole lot of people in the middle, there’s a bunch of people who are barely making it in real estate. Most of the people who
are barely making it are sitting around waiting for things to happen to them versus going out and making it happen. So one of the mindsets is that you have to be relentless every day,
every day, every day, every day. You wake up every day and your drive is to find someone who is either listing their
home or their business or whom maybe isn’t thinking about listing but you can move them into a bucket where they’re willing to list their home or their business, their commercial property for sale. So it’s this relentless drive. And the third thing, there’s more mindsets but
the third thing for me and I see this with real estate
agents a lot is optimism. This is tough, like it’s hard. So if you don’t have an optimism, that you see the next
opportunity around the corner, it’s really easy, especially
when you get started off is to start getting cynical about it and thinking that it’s
not working out for me and that it’s too hard and you lose sight of the fact that the number of listings
that you have in your pipeline is the cumulative impact of all the work that you’ve done before that created the opportunity or created the pathway to pick up that listing and bring it into your pipe. It didn’t happen just because
you got a business card, just because you made one contact. It happened through all those things. So you have to let go of your, I don’t know, anxiety or your cynicism and think the next one is right around the corner and keep driving towards that goal. 30-day rule is beautiful. It works, and if you live by it, it will make you so much money. The 30-day rule says that… – Giving you a test
drive of Real Estate Gym. Let me tell you, if you’re a subscriber
and a member of the Gym, you’ll be getting videos from
our co-coaches all the time, you’ll be getting mentors, you’ll be getting scripts, you’ll be getting dialogues, you’ll be getting templates and most importantly, My Prospector. Your personal accountability system to make more calls, get more appointments, get more listings. From around $10 per week, RealEstateGym.com.au, your personal coach.

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