Monthly Archives: August 2016

How you can overcome Sales Prospecting Anxiety?


Most salespeople suffer from it in one form or another. In it’s worst state, it turns perfectly good salespeople into a state of self-doubt.

Let’s look at 9 things you can do now to overcome sales prospecting anxiety.

  1. Set goals you can achieve. Don’t set sky high goals. Set ones you know you can accomplish. It might be as small as saying you’re going to make 2 phones calls today. Set what is comfortable for you!
  1. Share with other people things you know will help them. Make a list of all the ways you help the people you’re to be selling to. Keep the list with you at all time.
  1. Make your first prospecting phone call each day to an existing customer. Use the existing customer to get you excited because they will share with you why they appreciated having the opportunity to buy from you.
  1. View each contact as an opportunity to build a relationship. Your objective is to gain a new piece of information from them that will earn you the ability to contact them again.
  1. Think long-term. Don’t expect results to happen quickly unless you are selling something that truly does have a very short sales purchase cycle.
  1. Don’t sweat rejection. Professional baseball players make millions even when they strike out 2 out of 3 times. Remember, to be successful you only have to be able to sell to a small portion of the people with whom you come in contact.
  1. Celebrate your success each day and use it to plan the next day. Regardless of how you may feel nothing may have happened, always end the day celebrating something you did and use it to help set up the next day.
  1. Schedule a specific time each day for you to be prospecting. Don’t let anything get in the way. Make it and keep it! Don’t use the time to prepare to prospect. Use it to actually prospect!
  1. Don’t hangout with losers.   Too many times we get down on ourselves because we’re hanging out with others who are down on themselves. If you want to be successful, you need to hang out with successful people. Source: by Mark Hunter.

Your Loan in the Valley


4 Ways to Increase Your Real Estate Income


Here are four tips for increasing your annual income over the next 12 months:

Plan Ahead

First, have a plan. If you were driving across the United States to visit a friend who lived somewhere you had never been, chances are you would look up directions on how to get to your friend’s city, specifically the home address. Without a map or GPS device in your vehicle, it may be difficult to navigate.

Unfortunately, many real estate pros enter the business with no plan. Worst yet, most experienced practitioners we know have no plan! After investing hundreds (and sometimes thousands) of dollars, valuable time, and a grueling examination, many new recruits end up with a real estate firm that has no plan for the next 30, 60, or 90 days.

A business plan is essential in real estate. Without a solid plan, you’ll probably end up spinning your wheels.

Here are a few things your business plan should address:

What is your monthly budget? How much money do you need to earn to pay your expenses each month?

Who and what is your competition, and how do you plan to differentiate yourself from your competitors in your marketplace?

Take time to perform a SWOT (strengths, weaknesses, opportunities, and threats) analysis: What are your strengths and weaknesses? What new opportunities can you capitalize on during the coming months, and more specifically, what threats might you need to plan for? This is an excellent way to help you build an essential game plan, gain vision, and accomplish your mission.

What are your goals for the next 30 days, six months, and full year from your start date or from the date of your business plan? Make sure your goals are measurable. Though your goals should be challenging, don’t make them too difficult to reach.

Do you have a vision statement for your business? Where do you see yourself in the next year as a real estate professional? If we asked you to look into the future, where do you want to be in three years in the real estate industry?

Take Action

Do you have “action plans” in place for your real estate business? In other words, what programs do you have ready to implement when you begin to meet new customers, enter into contractual agreements with clients, and more? Top agents have a systematic plan of action for every facet of their business. If you have not taken the time to develop a detailed plan of action for each area of your business, then do it today.

When building your action plan, use an outline and list all the items that you plan to do for each new listing you take. One good way to build action plans is to copy or print out three or four calendar pages and determine when and how often you would like to communicate with your clients. What marketing endeavors do you need to implement over the course of the agreement? Just as you need a “business plan” for your business, each new listing and every new buyer you take on needs a separate business plan.

Work Your Sphere

According to the National Association of REALTORS® 2010 Profile of Home Buyers and Sellers, 57 percent of first-time home buyers found their real estate agent through the recommendation of a friend, family member, or coworker. Thirty-nine percent of all buyers and sellers said they found their agent through this process.

If this data does not reinforce the fact that you need friends and family members recommending your services, then please reread those statistics above. Working your sphere of influence is one of the best things a real estate pro can do regularly. Send cards and letters each month, make phone calls, and, if the opportunity arises, stop by and make a personal visit.


If we asked when you last went out and canvased a neighborhood handing out cards or providing information about your real estate services, what would your answer be? How many for-sale-by-owners have you visited or sent letters to in the last 30 days? Whatever method you prefer regarding prospecting as a real estate professional, it should be one of your most important daily tasks.

Prospecting is the lifeblood of a successful sales career: Without new business, you’ll eventually go out of business. Make it a point to set goals on what types of prospecting you’ll do for the day, week, or month. Keep track of your schedule and determine where you’re wasting time, and make any necessary changes to accomplish your prospecting goals. Also, be sure to write your prospecting goals down where you can see them and be reminded of your tasks at hand.

In Closing

Finally, don’t get discouraged or have a pity party if things aren’t going as planned. Difficult days and trying times will affect everyone. Even when you have a map or printed directions, wrong turns, bad decisions, and other factors can cause you to get off course.

However, the key to increasing your income as a real estate professional is to remain diligent and do the right things. When you have a solid written business plan, set goals, prospect daily, and have a good attitude, you’re sure to succeed. Remember what author E.D. Martin said, “It is easier to believe than to doubt.” Source:

Your Loan in the Valley