I am managing an office right now and many agents come to me and say, “what can I do to jumpstart my business right now?” My answer, prospect! Then I hear how they don’t have time, it’s too much work, I hate calling, I hate door knocking, I’m not good at open house, etc. etc. etc. Sound familiar? I have read lots of articles about prospecting from other successful agents and all of it is true. The successful agents continue to prospect no matter how many sales they have. So, it’s clear that the number one use of your time should be in prospecting.

1. Discipline is the key to prospecting. Make a decision, plan your time, and do it! How many people can you see in a day? Be realistic, but start talking to people daily about real estate. The more you are consistent, the more your sales will grow. The discipline it takes to do something that you really don’t want to do will pay off with big rewards of many sales. And, what happens is that it becomes easier and easier. You will actually get to the point that you like all the prospecting. When something becomes a habit, it becomes fun.

2. How to keep yourself disciplined is important. You can read books, listen to motivational tapes, and talk to others who are successful. I find that the best way to keep yourself disciplined is with action. Actions do speak louder than words. Do the activities necessary to meet people and talk real estate.

3. Get on the phone and call your sphere of influence and wish them all a happy new year. It’s sure an easy thing to do. You’ll find out who has had a baby and needs a bigger house, who has kids that are married and away at college and may need a smaller home in the future, you find out who can’t go up the stairs any longer and wants a single family home, you find out things that are not working in the house and can recommend a contractor, in other words, you find out what is happening in people’s lives and can become a part of it. A home is the greatest asset most people have and their needs change all the time. That’s part of prospecting. Letting your past clients and friends and acquaintances know that you are in the real estate business to help.

4. Schedule open houses—lots of them! If you need to pick up buyers have two open houses a weekend. People like to see property when they are thinking of buying and selling. You will be in the right place to meet them. Plan for the open house and use it as a prospecting tool by sending invitations, personally inviting the neighbors, have lots of statistics at the house about recent activity, hold a drawing so you get lots of names. If you want more business than do more activity; don’t hold just one open house a month.

5. Get out to your farm. Meet people. You have been mailing to them for some time. Go out and meet people. Introduce yourself as the person who has been sending them information on new listings and sales in the area. Give them a one-sheet directory of important phone numbers with your name and phone number on it. Get out of your chair and talk to people in the farm—it’s great to do at the beginning of the year because you have a lot to talk about with the year just over.

6. Go see those For Sale By Owners. What is the worse that will happen? They don’t want to talk to you. Here’s the best—most actually list their house with someone. Why not you? Be prepared. Bring information on how to write a good ad, or who can qualify their buyers, something of value. You need to visit them often and ask them how they are doing and offer you help. When working with For Sale By Owners you need to make sure that you don’t drop the ball—let them see you a lot.

7. Go see those listings that have expired. There are lots of them at the end of the year. Put together a cover letter that has a picture of their home on it and a list of recent sales in their area and your resume. Give them a nice little package that will hopefully get them thinking that they should see what marketing ideas you have to offer.

8. Write to absentee owners in January and give them a picture of their property. Give them a snapshot of the marketplace and offer a free market analysis. Get as many letters out as you can per day.

9. Warm call around new listings. Everyone wants to know about new properties coming to the marketplace. Why not be the person who is going to give them that service. The best time to call is before the sign goes up. Ask them if they know of anyone who has been interested in owning a property in their neighborhood.

You get the idea. In order to get going, you need to plan your day and get out of your chair and take action. All top agents know that they must continue to prospect no matter what. If you spend all of your time taking care of paperwork, your sales are not going to get off the ground. If you wait to do only the things that you enjoy doing, your sales will also be stalled. Take action and sales will be yours!