{"appState":{"pageLoadApiCallsStatus":true},"articleState":{"article":{"headers":{"creationTime":"2016-03-26T14:15:13+00:00","modifiedTime":"2017-03-24T02:29:14+00:00","timestamp":"2022-09-14T18:17:56+00:00"},"data":{"breadcrumbs":[{"name":"Business, Careers, & Money","_links":{"self":"https://dummies-api.dummies.com/v2/categories/34224"},"slug":"business-careers-money","categoryId":34224},{"name":"Careers","_links":{"self":"https://dummies-api.dummies.com/v2/categories/34256"},"slug":"careers","categoryId":34256},{"name":"Real Estate Careers","_links":{"self":"https://dummies-api.dummies.com/v2/categories/34268"},"slug":"real-estate-careers","categoryId":34268},{"name":"General Real Estate Careers","_links":{"self":"https://dummies-api.dummies.com/v2/categories/34270"},"slug":"general-real-estate-careers","categoryId":34270}],"title":"Keys to Prospecting for Real Estate Business","strippedTitle":"keys to prospecting for real estate business","slug":"keys-to-prospecting-for-real-estate-business","canonicalUrl":"","seo":{"metaDescription":"Prospecting for real estate buyers requires positive expectations. 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In its most basic sense, prospecting involves finding people to do business with.\r\n\r\nTake a look at the following table to get an idea of which agent activities are considered prospecting and which aren't.\r\n<table>\r\n<tbody>\r\n<tr>\r\n<th>What Prospecting Is</th>\r\n<th>What Prospecting Isn't</th>\r\n</tr>\r\n<tr>\r\n<td>Calling past clients</td>\r\n<td>Mailing magnets, calendars, and other trinkets</td>\r\n</tr>\r\n<tr>\r\n<td>Calling people in your sphere of influence</td>\r\n<td>Setting up a website</td>\r\n</tr>\r\n<tr>\r\n<td>Calling expired listings</td>\r\n<td>Joining service organizations</td>\r\n</tr>\r\n<tr>\r\n<td>Calling FSBOs</td>\r\n<td>Wearing your name badge</td>\r\n</tr>\r\n<tr>\r\n<td>Cold calling for listings and sales</td>\r\n<td>Placing magnetic signs on your car</td>\r\n</tr>\r\n<tr>\r\n<td>Knocking on doors</td>\r\n<td>Sponsoring a community sports team</td>\r\n</tr>\r\n<tr>\r\n<td>Hosting open houses</td>\r\n<td>Doing floor time</td>\r\n</tr>\r\n<tr>\r\n<td>Calling absentee owners</td>\r\n<td>Answering e-mails</td>\r\n</tr>\r\n<tr>\r\n<td>Cold calling from lists of names</td>\r\n<td>Pinning your business card on bulletin boards</td>\r\n</tr>\r\n</tbody>\r\n</table>","description":"Prospecting for real estate buyers requires positive expectations. It requires a positive-results mindset, in part to overcome the influences of all the other agents who don't prospect, don't value prospecting, and stand by to negatively influence your vision and expectation of success.\r\n\r\nMerriam-Webster defines prospecting as \"seeking a potential customer; seeking with a vision of success.\" Notice that nothing in that definition deals with waiting or hoping. Starting with the word \"seeking,\" the definition revolves around action being taken by the salesperson. In its most basic sense, prospecting involves finding people to do business with.\r\n\r\nTake a look at the following table to get an idea of which agent activities are considered prospecting and which aren't.\r\n<table>\r\n<tbody>\r\n<tr>\r\n<th>What Prospecting Is</th>\r\n<th>What Prospecting Isn't</th>\r\n</tr>\r\n<tr>\r\n<td>Calling past clients</td>\r\n<td>Mailing magnets, calendars, and other trinkets</td>\r\n</tr>\r\n<tr>\r\n<td>Calling people in your sphere of influence</td>\r\n<td>Setting up a website</td>\r\n</tr>\r\n<tr>\r\n<td>Calling expired listings</td>\r\n<td>Joining service organizations</td>\r\n</tr>\r\n<tr>\r\n<td>Calling FSBOs</td>\r\n<td>Wearing your name badge</td>\r\n</tr>\r\n<tr>\r\n<td>Cold calling for listings and sales</td>\r\n<td>Placing magnetic signs on your car</td>\r\n</tr>\r\n<tr>\r\n<td>Knocking on doors</td>\r\n<td>Sponsoring a community sports team</td>\r\n</tr>\r\n<tr>\r\n<td>Hosting open houses</td>\r\n<td>Doing floor time</td>\r\n</tr>\r\n<tr>\r\n<td>Calling absentee owners</td>\r\n<td>Answering e-mails</td>\r\n</tr>\r\n<tr>\r\n<td>Cold calling from lists of names</td>\r\n<td>Pinning your business card on bulletin boards</td>\r\n</tr>\r\n</tbody>\r\n</table>","blurb":"","authors":[{"authorId":9228,"name":"Dirk Zeller","slug":"dirk-zeller","description":" <p><b>Dirk Zeller</b> is recognized as the premier coach for the real estate industry. He has developed a system that takes "regular" agents and "regular" managers and transforms them into Champion Agents and Managers. 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Keys to Prospecting for Real Estate Business

By: Dirk Zeller and

Updated: 03-24-2017

From The Book: Success as a Real Estate Agent For Dummies

Success as a Real Estate Agent For Dummies

Book image

Explore Book Buy On Amazon

Prospecting for real estate buyers requires positive expectations. It requires a positive-results mindset, in part to overcome the influences of all the other agents who don't prospect, don't value prospecting, and stand by to negatively influence your vision and expectation of success.

Merriam-Webster defines prospecting as "seeking a potential customer; seeking with a vision of success." Notice that nothing in that definition deals with waiting or hoping. Starting with the word "seeking," the definition revolves around action being taken by the salesperson. In its most basic sense, prospecting involves finding people to do business with.

Take a look at the following table to get an idea of which agent activities are considered prospecting and which aren't.

What Prospecting Is	What Prospecting Isn't
Calling past clients	Mailing magnets, calendars, and other trinkets
Calling people in your sphere of influence	Setting up a website
Calling expired listings	Joining service organizations
Calling FSBOs	Wearing your name badge
Cold calling for listings and sales	Placing magnetic signs on your car
Knocking on doors	Sponsoring a community sports team
Hosting open houses	Doing floor time
Calling absentee owners	Answering e-mails
Cold calling from lists of names	Pinning your business card on bulletin boards

About This Article

This article is from the book:

Success as a Real Estate Agent For Dummies ,

About the book author:

Dirk Zeller is recognized as the premier coach for the real estate industry. He has developed a system that takes "regular" agents and "regular" managers and transforms them into Champion Agents and Managers.

This article can be found in the category:

General Real Estate Careers ,