Prospecting in Real Estate
Daily calls matter
Prospecting is probably the one misunderstood activity in the real estate business. Most people that come into real estate are coming from an environment in which they were trading time for money. It is difficult for people to learn how to “prospect” or, for that matter, to even grasp the whole idea behind it.
In essence, prospecting is the activity (or group of activities) that all sales people must do in order to ensure that they have a steady stream of qualified prospects (buyers, homeowners/property owners, first-time home buyers), with whom they will do business.
People that are new to the business of sales can either reinvent the whole process and/or learn from scratch, or they can find a mentor who can lead them through the maze and demystify the process, so that results come sooner than later.
Ray learnt this process and practiced this craft successfully for many years. This made it possible for him to enjoy a full pipeline of prospects that resulted in an annual average production of 100 transactions per year over a 15 year period.
Ray is actively working with a select group of sales associates who want to learn these skills. If you would like to attend an informational session or a confidential meeting, please click on the link, below.
By Zig Ziglar
Many times disasters and/or tragedies spawn incredible accomplishments and enormous progress. A tornado in August of 1883 devastated Rochester, Minnesota, and yet from those ashes came the world-famous Mayo Clinic. According to Daniel J. Murphy in a recent article in The Investors Daily, “Mother Alfred Moes, the founder of the Sisters of St. Francis, brought her untrained nuns to assist in nursing those who had been injured in the tornado. While there, she convinced the leading . . . Read More
A few years ago, I read a front-page story in one of San Francisco’s local newspapers, the SF Chronicle, about a female humpback whale that became entangled in a spider web of crab traps and lines. She was weighted down by hundreds of pounds of traps that caused her to struggle to stay afloat. She also had hundreds of yards of line rope wrapped all around her body including her tail and a line tugging in her mouth.
A . . . Read More
By Zig Ziglar
Fortune Magazine published an intriguing article on a multi-billionaire from Hong Kong named Li Ka-Shing. His two sons, Victor and Richard, were raised in their father’s business, attending board meetings and conferences where they were instructed, informed and indoctrinated in their father’s philosophy.
Obviously, if you’re worth a few billion dollars you have a different approach to your children than most of us would. For example, how do you explain to a nine-year-old that he can’t . . . Read More
By Zig Ziglar
There is much talk today in America about how to reinstall ethical behavior in the home, school and business environments. While I applaud the conversations, I believe it’s putting the cart before the horse. The horse, in my opinion, is integrity. Integrity is who you are, a measurement of your character and, consequently, the determining factor in your behavior. Ethics are the result of our integrity. It’s true that people of integrity will occasionally do unethical . . . Read More
By Zig Ziglar
(Part One of a Two-Part Series)
He wore tennis shoes, $2 pants, no glove, and carried a $20 golf bag and a $70 set of clubs. He was pot-bellied, had long sideburns, played with a wide stance and a strong right grip. He held his hands high and away, used about a three-quarter swing and had an open stance. (That’s not the way the P.G.A. golf pros teach the game.)
I’ve just described one of the . . . Read More
Former Notre Dame Football coach Lou Holtz tells the story of the fellow who was driving on a slippery country road when he slid into a ditch. He walked to a farm house a short distance away and approached the old farmer who received him warmly. When the motorist described his problem, the farmer stated that he did not know if he could help him or not, but he would do what he could. He explained that his old . . . Read More