Finding New Business!

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Let’s get straight to the point. If you want a system that works—and works fast—it’s not just about staying busy. The real key lies in mastering your skills.
It’s about knowing what to say, when to say it, and how to say it to get people to like you, trust you, and want to do business with you. And beyond that, it’s about how you manage your time and focus.
Here’s how you do it:
  • Spend one-third of your day finding new business—prospecting, calling leads, following up.
  • The other two-thirds? Serve the clients you’ve secured, but make sure those are productive activities.
  • Cut out all non-money-making activities from your schedule.
  • Avoid working with people who waste your time.
Top agents work with sellers on purpose and with buyers by default. When you call your database, always ask: “Are you looking to buy, sell, invest or do you know anyone who is?” That’s the question that drives new business.
  • Find every FSBO in your market and follow up with them daily.
  • Call every expired listing—they want to sell. Nearly 50% will relist within a week. *IMPORTANT*: Only do this if your market allows for calling expireds; otherwise, skip this step.
Your only job is to find new business every single day. Make that your focus, sharpen your skills, and you’ll be taking consistent listings before you know it.
The process to convert that business? Stick to the five core steps:
  1. Build Rapport – Establish trust and a connection.
  2. Qualify – Ensure you’re working with serious prospects.
  3. Present – Clearly show the value you offer.
  4. Close – Confidently ask for the business.
  5. Handle Objections – Address any concerns and reaffirm your value.
Stay disciplined. Stay focused. When you make finding new business your daily mission, success becomes a habit.
Wishing you a productive week ahead.