It’s essential to regularly prospect for new clients in this business. Unfortunately,    during  this new economy we find ourselves in, unless we have a prospecting system in place the phone is not ringing. However, taking action on a regular basis with your prospecting toolbox in hand not only makes a difference, but also makes all the business!

I am sure you are familiar with Albert Einstein definition of insanity — doing the same thing over and over and expecting different results. What this means is by continuing on the path that so many commercial real estate brokers are on (basically doing nothing new or different) you will continue to get the same results are currently experiencing – nothing new.

Enough said, let me share with you the four dangers of not prospecting:

1.       If you’re not staying in touch with your target market on a regular basis, your competition is. This means you are in danger of having that prospect that you almost have in your hand fleeing to the broker down the street.

2.       Establishing relationships are key. People buy from those they know like and trust.  The danger in not forming relationships with your prospects is that you risk having them get to know your competition better, decide they like them better and then you will lose that piece of business.

3.       Prospecting keeps you in tune each with the problems that your target market experiences. Remember your Target market will buy solutions to their problems. Therefore, it is very dangerous to lose Todd each with current problems being experienced so that you can craft solutions to those problems.

4.       Prospecting keeps your pipeline full. If you don’t prospect you will have less business – it’s that simple. Isn’t that what it’s all about? Keeping the pipeline full?

So, go ahead, try a little prospecting today. You never know, you might have fun!

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