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June 2005
Index of all
messages
from the Association President
Protect your profession with prospecting
by Mitch Myers CRS, GRI
This business always has been and will always be about finding people who want to buy or sell real estate.
You have to make contacts to make contracts. Although we have many tools of the trade, technology included, the core of our job is generating leads. Almost any other trade or profession does not need you to generate the business.
Prospecting means job security
Prospecting is not a dirty word. It's what sets our profession apart from other occupations. Developing a system or systems to continually find people who want to buy or sell real estate is your insurance - your job security. Imagine working for a real estate company that gives you all your leads...then imagine about how much that company would pay you. You might even be an employee.
Once you take prospecting out of the equation and rely on your company, your website or a referral company to provide you leads, you lose control. You leave the door wide open to receive less and less commission on your sales.
Self control can mean profit
In some business models, companies provide and control the leads, the technology and the database. On the other hand, there are agents who not only own and control their own technology and database, but they have a strong prospecting system. These same agents can later leave the business by selling their business, which consists of a very valuable database and proven prospecting systems.
The day that a machine or company can figure out how to snag the lion's share of the market is the day our profession as we know it will cease to exist and we will all become merely employees. For job security and potential later profit, it makes sense to find a prospecting system that builds your very own database and then work that database for leads, clients and sales.
Prospecting will truly protect your profession.
AAR's library features many resources on quality prospecting systems. Visit any time for a boost to your business. The library is open Monday through Friday from 8 am to 5 pm.
Please send thoughts, comments and concerns to mitchmyers@mitchmyers.com.
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