Business Development and Prospecting

The single thing that makes any difference in a sales career is prospecting.

Pundits tell us every day that if you talk to 300 people every month, you will be sucessful. If you talk with enough people the probability gods will be with you. They tell us it is a numbers game.

It is NOT a numbers game. A numbers games is a game you can only lose!

The problem is that no matter how much you do the numbers game, your results never change. It is always 10:1 against you. At every door, at every FSBO, every cold call. Even Las Vegas is better than that.

It is the constant grind of never winning that makes this kind of prospecting so painful that it is not sustainable.

What is needed is a system.
The system will be different for new people than for veterans. Veterans have a pool of fans who have done business with them before and, if tapped, would gladly provide the agent with referrals. Most veterans who are struggling also don't have any systematic way of keeping in touch with that gold mine.

New agents who don't have a lot of past clients need a system for getting in front of buyers and sellers quickly, getting into relationship with them and maintaining contact till they buy or give a referral.

It is no longer a numbers game.

It is managing a system. It rewards you more the more you do it. So your results a year from now will be better from the same amount of work.

Now that is a prospecting scheme that is sustainable.