This document discusses concepts related to real estate prospecting. It defines prospecting as finding new contacts to grow a real estate business through outreach like email, phone calls, social media, and networking. It emphasizes that prospecting is essential for income, as increased prospecting leads to more listings, contracts, closings and income. It provides tips for self-challenging in prospecting and maintaining a prospecting plan, and focusing outreach on building listing inventory. Key concepts discussed are that prospecting is crucial for income, working a prospecting plan, referring non-urgent buyers to focus on listings, and that real estate success comes down to numbers and outreach.

1. REAL ESTATE PROSPECTING
MOHAMAD FADZLY [ REN 37206 ]

2. Definition:
Real estate prospecting is the process
of finding new contacts and turning
them into leads in order to grow your
business. This is typically done
through a mix of email and phone
outreach, increasing social media
engagement, and meeting people in
person through community events and
networking.

3. Power Fact:
“It doesn’t matter whether you’re a top
producer or a first month sales person;
when your prospecting efforts dwindle,
so does your income”

5. Prospecting Self
Challenge
 30 days commitment without fail
 Will make X number of calls each day
 Block out X number of hours each day
 Totally devoted to prospecting process

6. 6 Key Concept of
Prospectin
g

7. Concept # 1: Prospecting is the name of the game
REN do more than just list and sell houses
REN are helping people move from point "A" to point "B”
How we know we're doing a good job is by how much money we make
Money is a gauge of how many people
More we help people the more money we make

8. It's a numbers
game
$$$
Closings
Contracts
Listings
Attend Appointments
Schedule
Appointments
Prospecting
• To make more money, we need more closings.
• To have more closings, we need more contracts.
• To have more contracts, we need more listings.
• To have more listings, we need to attend more
appointments.
• To attend more appointments, we need to schedule
more appoinments.
• To schedule more appointments, we need to
prospect.
Links to Success

9. Concept # 2: Focus on building
inventory
“Don't look so much at how
many listings you get in a
particular month; look at how
many you have in your
inventory…”

10. 0
5
10
15
20
25
30
35
40
45
January February March April May June July August September October November December
LISTING INVENTORY CHART
FSBO FRBO

11. Concept #3: If you are in the office, you're
not making money
Jumpa orng – seller aau buyers, komuniti, kenalan, seuryty
guard, JMB, neighours etc..
Primary objective should be generating opportunities to go on
more listing

12. Concept #4: Work a prospecting plan
Cold-call
three hours
a week.
See 2
FSBOS a
week.
See 2
expireds a
week.
Do a listing
campaign
30 days
Simple Prospecting Plan

13. Concept # 5: Refer your B and C buyers
out.
**When you're focused on building listing inventory, you should not work with "B" and "C" buyers.
"A" buyers are a definite sale, so you keep working them.
A
• “A” buyer is
someone who
has to buy a
home now-there
are no ifs, ands,
or buts about it.
B
• "B" buyer is
someone who is
committed to
buying a home,
but not in much
of a hurry.
C
• "C" buyer is
someone who is
not committed;
it's more like "it
would be nice" or
"it would be a
good idea" to buy
a home now.

14. Let me illustrate my point this way: Can somebody make $100,000 or
more a year in real estate by working with buyers only, not doing any
list ings at all? Yes, but it would be very tough and you would
definitely be crazy by the time you were through. But if all you did
was work listings and not work buyers, could you make $100,000 a
year? Absolutely.
Now, I am not saying to abandon working with buyers altogether. But
you've got to respect what works. And it's not just me saying it. I
travel across the country all the time and I'm always talking to real
estate people who make six figures. They tell me that 75% of their
income comes from listings sold and the other 25% from working with
buyers.
So I am telling you to prospect and build your inventory-put most of
your efforts into that. And if you are going to work with buyers, make
cer tain that you're just going after the "A" buyers. Why would you
work with someone who isn't ready to buy now? We are not
chauffeurs; we're real estate salespeople. So if you've got someone
who isn't ready to buy now, a "B" or "C" buyer, refer her or him to an
agent who hasn't read this book!

15. Concept #6: Real estate is a pure
numbers game.
Phone Call Listing?
Just pick up the phone…