In coaching Realtors, I've found that most of them understand the importance of consistent and active prospecting. They know what they need to do, but they just don't do it (or don't do it enough). Many promise themselves they'll get down to prospecting tomorrow, next week, next month or next quarter. They may even go after it for an hour, a day, or two.

But after awhile they revert to their old ways, doing anything and everything except prospecting.

So why do so many Realtors avoid prospecting? There are many reasons, but when you look below the surface, most of them boil down to emotions: fear of rejection, embarrassment, lack of self-esteem, fear of being seen as intrusive or pushy, … and so on. These "emotional blockers" stifle not only prospecting, but the ability to set big goals, connect with people, handle objections, etc.—in short, just about everything it takes to "make it big" in sales.

The essential factor in sales success is mastering your own psychology. One of the main reasons so many Realtors can't seem to get into the prospecting habit is that they never address their own emotional resistance to it.

So, how effective are you at prospecting? Rate yourself by taking the following assessment.

For each question below, score yourself as follows:

Always = 10, Usually = 7, Sometimes = 5, Infrequently = 3, Never = 0

• I have specific monthly or quarterly sales goals.

• I know how many people I must contact every week or month to meet my sales goals.

• I meet my prospecting goals.

• When prospecting, I know exactly what to say or I follow a script.

• I'm proud to be in the sales profession.

• I have and use a system to keep track of my contacts.

• I follow up with all leads and prospects in a timely manner.

• When someone is not interested in my product or service, I feel personally rejected.

• When It comes to prospecting, I procrastinate, take lots of breaks, get easily distracted, or give up before I'm finished.

• During busy weeks, I still make time for prospecting.

Add up your scores.

Here's how to rate yourself:

• 90 – 100: You're a star prospector. If you're not already achieving the kind of success you want, it's only a matter of time.

• 75 – 90: You're definitely ahead of the pack. By making a few adjustments, you'll be doing what it takes to become a star Realtor.

• 50 - 75: You're an average prospector and your sales results are probably mediocre to average. Unless you take steps to improve your game, you'll stay just where you are.

• Below 50: You're sitting on the sidelines of the sales game. You need to work on yourself and your habits if you want to get in the game. Get some help from a manager, colleague or hire a coach to work with you one-on-one.

If your score leaves something to be desired, it's time to face up to what's holding you back. To move ahead, you must first understand why you avoid prospecting. Only then can you come to terms with what's getting in your way and make the changes needed to propel you to the next level.