When you have worked in commercial real estate sales or leasing a little while you will understand that many things happen to you on a given working day, and besides all of that you really do need to take control of the essential tasks that are part of your working day.
On a typical day these are the things that are very common events:
- Prospecting is required
- Meetings with new clients
- Marketing of existing properties
- Inspecting properties with qualified prospects
- Filling your database with new information
- Negotiating with sellers, buyers, tenants, and landlords
Some salespeople drop one or more of these items for the sake of keeping everything under control. So which one do they drop most commonly?
The answer is quite simple. When commercial real estate salespeople and agents get busy they usually drop the prospecting out of their diary. Why do they do that? Because they hate it, are not prepared for it, don’t like it, they don’t think that they need to do it, and the list goes on. There are probably several hundred reasons why a salesperson will not prospect.
If this sounds like you, the one single decision to drop prospecting out of your business day is likely to be the worst decision you could make. In 3 months’ time you will be struggling with no stock, little enquiry, and low commissions.
When it comes to planning your business day, priority should be given to the essential processes that build your business. Regardless of how long you’ve been in the industry, prospecting still ranks number one in the diary. When you prospect correctly and affectively, you will build massive opportunity over time.
To get your business day organised, always place prospecting as the number one item on the day’s action list. Without fail, that should be the task that is done first before you do anything else.
I have seen many situations where experienced salespeople that have been in the industry for a long time will find many different reasons not to prospect. They will usually fall back on their experience in the industry saying that prospecting on the telephone doesn’t work for them, or they haven’t got the time.
In this industry, excuses are far too common and hold back most people from getting the results that they require or desire. Show me a salesperson that takes regular and consistent prospecting action, and I’ll show you a significant income earner in the making. Out of every 10 salespeople, it is likely that only 2 will rise to the occasion of changing their habits in this positive way, and perform more successfully than anyone else. These 2 salespeople will become the Top Agents in their market.
Let’s face some facts. To start prospecting, you need to change your habits in a significant way. We have had many years of life experience to build our habits around us, and feel comfortable with the way we do things. Our habits can make us or destroy us. The only person that has the key to the process of change is you.
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