This is about a really old but proven prospecting technique. It's not sophisticated, original, or costly.

It's called face-to-face prospecting for referred prospects.

It takes cold calling, which is a fast way to talk to a lot of people.

But many don't do it, because while developing a listing farm is good, it does not produce fast enough results.

We know that the best source of business is referrals. If that is true, then why isn't more emphasis placed on building a referral prospect base starting from day one?

New agents need prospects now, but what do we tend to do? - teach them systems that will take them months to produce a sale.

New agents need good, qualified prospects today. They need referrals. Where do referrals come from in most cases? Raving fan clients and customers is where most new agents are taught to get referrals, but most new agents don't have any clients, much less any raving ones. So why don't we get over this idea and get new agents focused on what will greatly enhance their chances of generating a closing within the first 60 days, and give them a strong dose of much needed encouragement at the same time?

There is only one guaranteed way I know of to get referrals on a daily basis, and it can be done 24/7. No computer needed! It's not even hard work. It's fun.

Here is the Big Idea. Don't think prospecting. Think prospecting for referrals.

Here is how It's Done:

Agents, wherever you go, ask for referrals. You can get referred prospects from restaurants, gas stations, malls, at work - anywhere there are people.

Here's your script:

Server or clerk: "May I help you."

You: (smiling) "You might. Do you happen to know of anyone thinking of buying a home?"

Their immediate answer might be "no", because they weren't expecting the question. But give them time to think about it.

That's it. It's free, it works, and you can start today, rain or shine.

By the way, wear your name tag. Hand the person you are talking to your card. It's much more professional.

Set a goal of X number of prospects per day. My guess is that two hours a day in the field, face-to-face with the general public will net about 20-25 prospects a week.

Using the referred prospect approach, agents can start getting referrals long before their first sale and long after they have worked the world's shortest prospect list: their family and friends.

Published: October 21, 2004

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David Fletcher directs the condominium conversion team for Keller Williams Realty in Orlando, Fl and provides downloadable sales and listing training solutions for real estate agents and broker/owners through Agents Boot Camp, Inc., a company he founded to provide affordable training systems newly licensed real estate agents. He has been involved with more than $3 billion in Florida residential sales, chaired the Florida Homebuilders Associaton's Sales and Marketing Council, and been a featured speaker at NAR's national convention. You may see his training products at www.agentsbootcamp.com or contact him directly at 888.222.1935.