Real Estate Prospecting

Summary

In this insightful discussion on real estate prospecting, the speaker introduces their groundbreaking book, segmenting the topic into three vital parts. Initially, the focus is on the fundamentals, emphasizing the importance of daily routines, mindset, and small, consistent actions for success. The second segment, 'Show Me the Money,' delves into effective strategies and the integration of technology and AI to enhance client engagement and scale operations. The concluding part discusses prioritizing, the process of achieving goals, and the future of real estate, highlighting the power of focusing on one's strengths and the gradual, rewarding journey towards professional achievement. For those seeking to elevate their real estate career, this video promises valuable insights and practical advice.

Takeaways

• 📚 The author has rewritten the book on real estate prospecting, introducing new dimensions beyond traditional methods like cold calling and door knocking.
• 📈 Part One focuses on fundamentals, emphasizing the importance of routine and mindset in daily activities to achieve success.
• 🚴🏼 Part Two, 'Show Me the Money', discusses the integration of technology and automation in real estate for scaling and connecting with clients.
• 📱 Emphasizes the power of online lead generation, social media, and technology to enhance traditional real estate strategies.
• 📍 Suggests planning the next day in the evening and embracing the day ahead for better productivity and mindset.
• 💻 Highlights the importance of using technology and AI to support and scale strengths in areas like client events and social media promotion.
• 🔧 Part Three concludes with discussing priorities, the process of achieving goals, and the future of building a real estate team.
• 👥 Encourages focusing on one's strengths and designing strategies around them for effective prospecting and client engagement.
• 📄 Offers resources and tools, like a process sheet for achieving specific transaction goals, to help real estate professionals.
• 📚 Invites readers to explore further by picking up the book and joining the AB Brilliant Tribe for coaching and support in real estate.

Q & A

What is the primary focus of the book on real estate prospecting mentioned in the transcript?

The primary focus of the book is to introduce a new dimension to real estate prospecting beyond traditional methods like cold calling and door knocking, incorporating fundamentals, technology, and strategic processes to succeed in the changing real estate landscape.

How is the book on real estate prospecting structured?

The book is broken down into three segments: Part 1 focuses on fundamentals and routine, Part 2 discusses financial aspects and modern strategies for lead generation and client engagement, and Part 3 concludes with discussing priorities, the process of achieving goals, and the future of real estate.

What does Part 1 of the book emphasize on?

Part 1 emphasizes the importance of daily routines and mindset in real estate prospecting, including planning, learning, and movement to maintain focus and productivity.

What is the 'HOP method' mentioned in Part 2 of the book?

The 'HOP method' relates to online lead generation strategies, utilizing technology and social media to enhance traditional real estate prospecting methods and client engagement.

How does the book suggest integrating technology into real estate prospecting?

The book suggests using technology to scale and enhance traditional prospecting methods, such as client events and networking, through sincere automation, social media promotion, and the use of tools like QR codes and text messaging for better engagement.

What is the significance of focusing on 'the process' in real estate prospecting, as mentioned in the transcript?

Focusing on 'the process' means concentrating on small, actionable steps that align with one's strengths and strategies, leading to gradual success over time rather than seeking immediate results, which is crucial for building a sustainable career in real estate.

How does the book propose utilizing one's strengths in real estate prospecting?

The book proposes identifying and leveraging one's strengths, such as having a strong database or being effective on social media, to choose strategies and action steps that align with these strengths, thereby maximizing success in real estate transactions.

What role does planning and embracing the day play in the success of real estate agents, according to the book?

Planning for the next day and giving oneself permission to end the day positively are crucial for maintaining focus, motivation, and productivity, which are essential for success in real estate prospecting.

What advice does the book offer for dealing with challenging days in real estate prospecting?

The book advises designing one's days to minimize difficult moments and to focus on activities that fill one's cup outside of work, acknowledging that while challenging days occur, structured routines and positive mindset can mitigate their impact.

How does the book address the future of real estate and team building?

In Part 3, the book discusses building a virtual staff, creating a real estate team, and contemplating the future of the industry, highlighting the importance of adapting to technological advancements and evolving market dynamics for long-term success.

Outlines

00:00

📘 Revamping Real Estate Prospecting

The speaker introduces the topic by mentioning a book they authored about real estate prospecting, emphasizing a new dimension beyond traditional methods like cold calling and door knocking. The book is divided into three segments to aid real estate professionals in adapting to the changing industry landscape. The first segment covers fundamentals, focusing on establishing a productive routine and maintaining a positive mindset, crucial for overcoming daily challenges. The speaker highlights the importance of planning, affirmations, and personal well-being to ensure consistent performance and success in real estate.

05:01

🚀 Leveraging Technology in Real Estate

In this section, the speaker advises on integrating technology with real estate strategies to enhance client engagement and operational efficiency. Emphasis is placed on utilizing AI and tech tools to amplify strengths, particularly in client events, through innovative approaches like QR codes and social media. The third part of the discussion shifts to prioritizing processes and building a virtual team, stressing the significance of focusing on one's strengths and meticulously planned actions to achieve goals, such as closing a specific number of transactions. The speaker concludes by promoting their group coaching platform, highlighting the importance of process-driven success in the real estate industry.

Keywords

💡Prospecting

Prospecting refers to the process of identifying, qualifying, and connecting with potential new clients or customers. It is a key activity in the real estate industry to generate new business. The video focuses extensively on effective real estate prospecting techniques, such as database farming, social media outreach, hosting events, etc.

💡Routine

Having a consistent daily routine focused on lead generation activities is emphasized in the video as critical to success in real estate prospecting. The speaker stresses planning mornings, evenings, and time in between around priority prospecting tasks.

💡Mindset

Mindset refers to one's mental attitude, outlook, and frame of reference. The speaker suggests that cultivating a positive, proactive mindset daily is key to pushing oneself to execute on real estate sales activities consistently.

💡Automation

Automation means using technology and systems to complete tasks automatically and efficiently. The speaker advocates strategically applying automation like AI and social media tools to augment and scale one's successful prospecting efforts.

💡HOOP Method

HOOP stands for Home Owners Online Platform and refers to a digital lead generation approach using sites like Zillow. The method is presented by the speaker as an important component of a modern real estate prospecting strategy.

💡Client events

Client events refer to in-person activities like open houses used to engage potential buyers and sellers. The speaker positions client events as a proven but technology-enhancable real estate prospecting tactic.

💡Database

Database means a stored collection of potential customer contacts. The video emphasizes mining one's existing database of past/current clients as an optimal prospecting source to focus on.

💡Strengths

The speaker advocates real estate agents identifying and selectively focusing prospecting efforts on lead generation activities closely aligned with their personal strengths and talent strengths.

💡Process

Executing prospecting systematically as a defined process is presented critical for maximizing results over time rather than seeking quick wins randomly.

💡Priorities

Priorities means prospecting action steps takes precedence aligned with one's professional goals and growth strategy. The speaker argues that consistent focus on priority prospecting activities yields compounding returns long-term.

Highlights

Introduction to real estate prospecting with a new dimension added to traditional methods like cold calling, door knocking, and open houses.

The book is divided into three segments to offer a comprehensive guide on succeeding in real estate prospecting.

Highlighting the changing playing field in real estate and the importance of adapting to succeed.

Part one focuses on fundamentals, emphasizing routines and mindset for daily success.

The significance of planning and ending the day with purpose to ensure productivity and balance.

Emphasis on learning, movement, and leveraging mornings for a successful start.

Part two, titled 'Show Me the Money', delves into revenue-generating strategies incorporating technology and automation.

Introduction of the HOP method for online lead generation and leveraging social media effectively.

The importance of technology in scaling business operations and enhancing client interactions.

Using technology and AI to support strengths and improve efficiency in organizing client events and networking.

Part three focuses on concluding thoughts, priorities, the process, and the future of real estate.

The process of achieving goals through strength-based strategies and detailed action plans.

The concept of slow, steady progress over quick, short-term success for long-term career building.

Encouragement to pick up the book for a deeper dive into effective real estate prospecting strategies.

Introduction to AB Brilliant Tribe.com for group coaching tailored to new agents, mega agents, teams, and brokers.

Transcripts

welcome back I want to talk to you about

real estate prospecting I I wrote a book

on it real estate prospecting there you

go and I broke it down into three

segments for you and I wanted to go over

that because I literally rewrote the

book on real estate prospecting it's not

just about all the old school stuff like

cold calling and door knocking open

houses those all work by the way they're

great I added another dimension this and

when I broke down the book into these

three segments I really wanted to

highlight them for you so you can

understand what you need to focus on to

succeed at the highest level in this

business because we've seen one thing

definitely happen lately is the playing

field is dramatically changing all

around you and you've got to be equipped

with the right things to do to connect

with people and so the very first

section of the book I talk about the

fundamentals I actually have part one

and part one all revolves around your

routine your routine what do you wake up

doing what do you go to sleep doing

what's in the middle of the day how are

you keeping your mind your work focused

so you have priorities that you actually

focus on throughout the day probably the

biggest challenge and you can hear the

word mindset you can hear words like

affirmations and encouragement and all

of these great words but the key to

success in anything that you do is

making sure that you take those little

action steps daily that get you where

you want to get to and I don't know

about you but I don't always feel like

showing up there are some days that are

tougher than others and if I'm not

careful and I focus on how difficult

that day that that week is I don't do

anything and so I

designed my days so that I have less of

those I designed my hours my mornings

afternoons and evenings so that I could

have a better success will you still

feel like crap some days yeah you're

going to I certainly do but when you're

looking at this and you say hey this is

what my evening should include this is

what my morning should

include you start looking at it

differently

and I would say there are core pieces to

that and I I put them in the book but in

the evening you should be planning for

the next day you should actually know

what you're doing so you know how to

show up right it's important and you

should also give yourself permission to

end to embrace the day the next day and

saying hey you know what I'm embracing

faing tonight I'm done I can only do so

much because there's just so much to do

and I'm never going to catch up so I'm

going to embrace tonight and embrace the

fact that I have another day hopefully I

have another day and I'm going to Now

work on me the rest of the day the rest

of the night going to be with my family

do things that fill my cup outside of

work in the morning when you wake up

you're like got it I know what I need to

do

always be learning creating

opportunities for your mind to absorb

great new

things movement right motion creates

emotion all of that that's in the that's

in part one part

two I I part two I call show me the

money we we have to talk about the money

and in that I talk about the Hop method

uh hoop right online lead generation

which is my that's my jam right

there social media another one of my

great jams your database farming closing

clients with client events open houses

door knocking coold calling networking

all that stuff and the difference is

that although we talk about it I include

a lot of technology in there I include a

lot of a lot of different approaches

that are working in our current business

I worked for some of our clients but the

key has been that that we've been able

to scale it and connect with people more

by using more sincere automation looking

at the tech that's out there and using

that Tech to support what we already do

great that's what a lot of us don't do

we see this amazing tool over there and

we're like I I need that that looks

awesome wait there's that over there too

I'm actually pretty I'm going to add

that and that's what we end up doing

throughout our whole career and we kind

of have mediocre success and that's

where we

stop so there's where I want you to

focus on if you're great at client

events how can you use technology how

can you use AI to help you scale this to

help you send out the letters the text

building up to the event to do a better

job on social media promoting it and

then during the event how can you do a

much better job by having technology

involved through QR codes signups text

at the event competitions keeping track

of all the

surveys think there's a lot more you can

do if you put the technology in place

that can support your strengths that's

the key right and then the last part I

have as part three I have conclusion

which I mean makes sense right uh in

there I talk about your priorities the

process uh building a virtual staff

building a real estate team in the

future of real estate I think for that

one the key would be to focus on the

process and uh I call the

process

really the ability for you to focus on

one thing at a time that is your

strength so let's say in the process you

chose 50 closed transactions Tristan I

want to close 50 close I want to close

50 in a year then we're going to say

well what your strength i' I've got a

great sheet for this by the way if you

need it just message me I'll send it

over it's called the process 50

transactions and then I'm like well what

are your three strategies that are based

on your strength strength strength based

I'm like well trist you know I have a

strong database and when I reach out to

them they're so good to me I'm like

great database is one trist I'm I'm

really good on social media I'm like

really great uh what part of social well

I'm really good on Facebook Facebook I'm

like all right Facebook's number two and

I go what would be the third one well

Tristan uh I'm actually I'm pretty good

at events but I'm more so on one-on ones

great well there you go you've got your

three now let's build those out with

action steps because each one of those

actions that supports the strategy gets

placed into the calendar and as you

finish those actions they get crossed

out you put more actions see the key to

your success is the process is focusing

on the small things that move the needle

over time it's not quick success like

we're exposed to on social media all the

time it's a slow process that builds

over many years and if you do this right

if you do this well and you show up for

yourself on the priorities that are your

strength that's where you succeed that

that's where you start building a career

out of this and if you want to dive in

deeper pick up the book real estate

prospecting you could always jump into

AB brilliant tribe.com that's our group

coaching for new agents Mega agents

teams Brokers we got you covered there

if you found this

successful sorry if you found this

useful share it with somebody else hope

it helps and hope I give you a good

breakdown of real estate

prospecting