Are you ready to become a top producing agent? Today on the show we have super agent Greg Harrelson here to share his knowledge on prospecting and success. Having never finished college, Greg became a part time telemarketer for his father, prospecting for up to 5 hours a day before and after school. Ingrained with the importance of prospecting after years at his fathers real estate office, Greg received his license and continued to prospect daily. Today, Greg has grown his operations to 3 offices and 60 agents. Now it’s time for you to discover how you can do the same.
The Art Of Prospecting
In real estate you start every single day unemployed, but its your choice whether you go to bed unemployed. Business is generated through contact, so a day not prospecting is a day wasted. Greg has some great tips on how to start and continuously improve your prospecting.
- It’s A Numbers Game: Prospecting is a numbers game. The more contacts you make, the likelier you are to find someone who will employ you. Don’t give up after an hour- push on until no one answers your call or the day is over.
- Track Everything: You can’t improve what you don’t track. Tracking your phone calls and call-to-lead ratio will help you stay on track and give you data to improve against in the future. With time, Greg found that it took him 60 phone calls to win 1 appointment on an average day.
- Beat Yourself: Now that you know your average ratio, it’s time beat yourself. Always work to be better than you were yesterday. One way this is possible today is with the use of auto dialers. Shortening the time between calls gives you more time for more calls and more appointments.
- Hone Your Skills: In time, you’ll find that you are comfortable with making these calls. By honing your calling skills with scripts or guidance, you will aso improve the return on your time, shortening the distance between calls-to-appointments.
- Don’t Forget Quality: One way to improve your return on time is to find better quality leads. Greg was able to bring his ratio down to 5 calls for every 1 appointment by focusing on expireds and FISBOs. As you can see, combining a large quantity of calls with quality leads can lead to a lot of appointments!
- Ride The Wave: One of the best ways to prospect is to make calls after selling a home in a certain area. That way, you are fresh in people’s minds and they are more likely to give you the information you need.
- Love The Losses: In order to overcome the constant “No”s, Greg reframed his failed calls and learned to love them. By expensing his wins across his failed calls, Greg essentially monetized his calls so that every No was worth money to him too!
Greg’s Ideal Agent
Greg only likes to bring the winning agents to his team. So I asked Greg, “What qualities do people need to join your team (and succeed in real estate)?”
- Coachable: The first step to success is admitting that you don’t know everything. The second step is seeking guidance. Greg looks for people who are coachable and able to learn from others and succeed. You need to have faith in your coach and put aside your own opinions. Those stubborn agents who think they know best may never reach the top.
- Desire To Win: Real Estate is a zero-sum game, so you need to have a strong desire to win and continuously compete every day of the year.
- Love The Structure: Most people get into real estate because they don’t want structure. As a result, these people tend to abuse the time freedom and never achieve the financial freedom. To succeed, you must be structured and prepared to work harder than anyone else during work hours. You will find that financial freedom comes from your time investment in the business.
- Know Yourself: Depending on your personality, you will be better at one side of the transaction than the other. Be honest with yourself and your coach and let them know where your strengths lie so you can excel where you feel most comfortable.
- Take A Hit: Real Estate is a business of “No”s, so you have to be willing to take a few punches every day.
- Treat It Like A Business: To succeed, you need to focus on building a business. That means you need to be tracking all your numbers, have systems in place and be willing to adjust your business according to the data.
Tips For Success
- Delegate Your Weaknesses: Do an honest self assessment of yourself and delegate your weaknesses to others that can perform them better than you. This will allow you to double down on your strengths without sacrificing other aspects of your business.
- Be Independent Of The Market: Your goal should be to build a business independent of market conditions. This is done by knowing your numbers, understanding the market, analyzing the data in front of you and adjusting accordingly.
- Master Repetitive Boredom: The best athletes and business men in the world understand the importance of repetition. Learn to love the boring repetitive systems in your business and see your sales grow.
- Personal Vs Automation: As lead generation becomes more automated through CRMs, personal contact is now a rare occurrence in the marketplace. Differentiate yourself and stand out by making personal contact with your leads and showing them you care.
Books For Agents
The One Thing by Gary Keller
Get a free copy at audibletrial.com/superagentslive
Get In Touch With Greg
E-mail: gregharrelson@gmail.com
Facebook: https://www.facebook.com/gregharrelson
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