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| Sponsored by Pillar to Post |
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| Prospecting With Purpose |
| By Verl Workman |
As agents and brokers, we often set lofty goals to grow our business. As a result, prospecting always comes up in one form or another, whether it's working FSBOs or expired listings, calling through our sphere of influence or one of the dozens of other ways to generate new business. With the goal of growth, and the knowledge we need to prospect, why is it so hard to make that first call? In observing agents who tell themselves and others that they're prospecting, I've noticed a common thread: 75 percent of the time blocked out for prospecting is being used to get ready to prospect, with 25 percent or less of that time actually being spent dialing for dollars. ...
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The thought of a relaxing week on the beach with food and entertainment included in the price, and no travel decisions to make, may
