Prospecting is the core of our business and is especially difficult for new brokers who are subject simultaneously to the dual stresses of learning real estate and building relationships. If brokers choose to get overwhelmed they can fail. I have trained scores of brokers as they enter the business (many amongst the most successful in New York City) and have some tips that will be instructive.
I have been in sales most of my professional life. I know firsthand the impact activity makes on success. While a broker at Morgan Stanley, I set the obscene goal for myself of making 300 prospecting calls a day. I would not leave the office until I hit my goal. Often, I would arrive at 7:00 a.m. and leave at 9:00 p.m.—but I always got my 300. I never left before I reached that magic number. Read More