Do you have prospecting goals? Maybe you set aside an hour each morning to call however many people you can, or perhaps you set a goal of 500 calls a week.
The next question is tougher: Do you ever meet those goals? Let’s face it—you’re busy, and prospecting isn’t fun. Not only is it not fun, our brains aren’t really wired to feel motivation for a task where the payoff is so far in the future! Any given call might turn into a deal, but even if all goes perfectly, it could be months until you see a paycheck. More often it’s years.
Now here’s some good news: there’s a different, easier way to approach prospecting. Most brokers probably default to increasing call volume when they want to fill their pipeline. But if you break the numbers down a little differently, you can create a strategy that’s a lot less overwhelming and a lot more effective.