Prospecting may not be instinctive for everyone, but techniques can help develop effective habits and eliminate less productive ones.
Excelling in real estate habits ,Many agents see prospecting as key to success but often struggle with consistent engagement. Recognizing the need isn’t enough; consistency is crucial.
James Clear’s “Atomic Habits” underscores how small, consistent actions lead to significant change over time. Applying this to prospecting involves creating a routine of intentional actions.
Rather than merely increasing calls and emails, it’s vital to set aside specific times and develop routines until they become second nature.
This is where implementation intention comes in, a concept from “Atomic Habits” that offers a foundational statement.
“I will (behavior) at (location) every (time and frequency).”
For example, “I will reach out to 20 people (behavior) in my database (location) every Tuesday through Thursday at 11 am in the office (when and how often).”
Having a clear intent for prospecting encourages a shift in mindset, leading you to develop a focused and actionable plan.
By defining specific goals and routines, you transform prospecting from a sporadic task into a regular, integral part of your daily workflow.
This strategic approach ensures that prospecting is not merely an afterthought but a committed activity that is consistently performed.
As a result, embedding these activities into your schedule helps maintain a steady rhythm, preventing prospecting from being easily neglected or pushed aside.
Over time, this consistency fosters better results and integrates prospecting seamlessly into your professional routine.
Creating good habits with RiTA
Jamie Hill, an experienced agent with Property Today, has seamlessly integrated RiTA into his daily routine.
“Every morning at 11:30, I dedicate time to call lists recommended by RiTA. My routine involves noting, skipping, or calling.”
“If I can’t reach someone by phone, I send a text through RiTA. This method allows me to consistently build relationships.”
Similarly, Alan Bourke from Bourkes Real Estate follows a dedicated routine with RiTA.
“From 10:30 to 11:30 a.m. each day, we have focused time for calls generated by RiTA, called the ‘hour of power.’”
“There’s a saying that ‘who controls the morning controls the day,’ so this RiTA call window is essential to our process.”
RiTA aids agents in managing their mornings with daily call lists, offering recommendations on whom to contact.
It also provides suggested topics and valuable insights to help agents approach each call with confidence.
Alan Bourke notes, “RiTA has been exceptionally impressive, particularly in its delivery of appraisals during our current drive in WA.”
“Where listings are scarce, RiTA has been responsible for generating a third of all appraisals. It’s been highly effective.”
Success in real estate prospecting relies on consistently integrating prospecting into the daily routine, rather than vague commitments.
By incorporating RiTA into their workflows, agents like Jamie and Alan turn prospecting into a routine task that drives sales.
