I just read a post written by Greg McCown titled "where did all my business go?" and I realize he knows the answer to that question. Greg, your business dried up, and you're not alone. When an agent stops prospecting, the well goes dry.
This is a business that requires consistent marketing and prospecting to stay alive. Your past business will be a part of your prospecting, but you can't rely on that business to turn around when the market is depressed, and you need to develop new relationships every day.
Decide what methods of prospecting you enjoy. If you don't enjoy it, you won't do it consistently. If you do not prospect like you mean it and need it, you'll be out of business very quickly. This is true for agents who are seasoned, also. Some of the methods of prospecting are direct mail marketing, networking, blogging, door knocking and cold calling. Pick a couple of them and integrate their use, and use them!!!
"Out of sight, out of mind" is the slogan that will always be applied in the real estate business. This is an industry that requires you to work every day or your death will be a quick one. Real estate leads are like water wells...they can dry up very fast....we need to make sure there is always a good supply at all times.
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