PROView - March 2008 - (Page 5)

Getting Started I think we can all agree that for many projects and activities, getting started often is the hardest part. A common question I receive is whether prospecting should be done a little each day, or for a longer time a few times a week. Supporters of a shorter, daily routine may consider that a viable option given the constant interruptions you may have if you try blocking out longer times. Joeann Fossland, business coach and author of Peak Performance Prospecting - Plan Your Real Estate Calendar to Get the MOST Out of Each Day, suggests a different way. “A two- to three-hour prospecting session is better than a shorter one,” she says. The initial call, according to Fossland, is usually the hardest and then you begin to relax. Also, she adds, as you relax after making a few calls, the energy and authenticity that comes through to the prospect is of a more natural quality, making it easier for you to connect to them. For those not completely comfortable with prospecting this may be important. As Fossland suggests, “You get on a roll, making it easier to face down the knots in your stomach when you get ready for the next prospecting session.” “Lead generation is essential to my business – every day,” says Kathy Stange, Realtor® with Keller Williams in St. Petersburg. Her daily routine includes 3 hours of prospecting – before 11 a.m. How she does it? By staying committed, and starting her days as early as 5:30 a.m. “You have to be disciplined and leverage your time carefully,” she says. “I’m focused on my goals and the only way to achieve them is through consistent lead generation.” Her success, she says, comes from what she refers to as the Power of One: One goal, One discipline, One habit. Says Stange: “Prospecting is an investment in your business - in time and money. You have to manage your resources carefully.” Managing Your Process Prospecting is not a sprint. It’s a marathon with many milestones yet without end. Even though your main efforts are scheduled for specific time blocks, prospecting should be part of your workload each day. So how do you prevent the day from slipping away without a bit of prospecting? The answer: create a process. As any successful marathon-runner would attest, you should plan out the distance and set milestones in order to monitor whether you are aligned to reach the goals you’ve set to achieve. Most of us, however, would probably agree that sometimes that’s simply easier said than done. So I asked a few Realtors® what they do to take time aside for prospecting. Their answer? Get help. “Delegating tasks I really do not need to deal with myself has enabled me to free up the necessary time to prospect,” says Stange. An assistant takes care of clerical duties while Stange is able to focus on what she does best: reaching out to her sphere of influence and prospective customers. “Lead generation is about ‘buying mindshare.’ In essence you want your contacts to remember you when they need assistance.” — Kathy Stange For many Realtors®, hiring an assistant may seem like a luxury, often impossible to afford. While hiring a fulltime assistant may not be feasible, maybe you could hire a high-school student for a few hours a week to perform clerical tasks and cover your phone? Reaching Out, but How… and With What? According to Kathy Stange, lead generation is about “buying mindshare.” In essence you want your contacts to remember you when they need assistance. Stange mentioned that people typically buy or sell homes every three to five years on average. Also, each individual within her sphere of influence, she says, is likely to know at least three people who will buy or sell. “I want everyone on my contact list to think of me when the subject of real estate comes to mind.” Stange communicates continuously with what she refers to as her Top 100 group. Your database is your business, she says, stressing the importance of speaking with everyone in her list at least quarterly. “I pick a certain theme each year and through printed (Continued on page 18) March 2008 5 PINELLAS REALTOR® ORGANIZATION

Table of Contents Feed for the Digital Edition of PROView - March 2008

PROView - March 2008 Contents Chairman's Notes - A Strong Force, Working on Your Behalf Feature - Going Back to Basics: Are You Generating Leads ProActive - Amendment 1 Passes: What Now? What's Next? Finance - How Your Customers Can Find Home Loans Brokerage Design - Reject the Blindfold; Enlightenment is the Way to Go Marketplace Analysis - The Opportunity Market Home Sales Report MLS Update - Changes to Rules & Regulations Now in Effect MLS Mind Your Manners Education - Don't Let Time Run Out: Complete Mandatory Code of Ethics Training Now Calendar of Events & Programs PROBiz - FREE Real Estate Websites! New PRO Members

PROView - March 2008

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