Smart Prospecting: It Worked So Well I Stopped Doing It

We’ve all been there. We find a strategy that works wonders for our business, and then, for some reason, we stop doing it. Maybe it was due to getting too busy, complacency, or simply forgetting how effective it was. Smart prospecting is one area where this happens frequently. Here’s a look at why we stop doing things that work and how to implement them back into your routine for continued success.

The Power of Proven Strategies

When something works exceptionally well, it often leads to immediate results and growth. This success can sometimes make us feel that the hard part is over, leading to a gradual shift away from the very strategies that brought us success in the first place.

Common Strategies We Abandon

Regular Follow-Ups:

• Why It Worked: Regular follow-ups keep you top of mind for prospects and show your dedication.
• Why We Stop: We get busy or assume prospects will reach out if they’re interested.
• How to Re-Implement: Set a daily reminder to follow up with a set number of prospects. Use a CRM tool to keep track of your follow-ups and ensure consistency.

Networking Events:

• Why It Worked: Face-to-face interactions build stronger relationships and trust.
• Why We Stop: Time constraints or reliance on digital networking.
• How to Re-Implement: Schedule regular attendance at local networking events or industry conferences. Make it a priority in your calendar.

Personalized Outreach:

• Why It Worked: Personalized messages show you’ve done your homework and genuinely care about the prospect.
• Why We Stop: It’s time-consuming and often replaced by generic outreach.
• How to Re-Implement: Dedicate specific time blocks each week to research and send personalized messages. Automate where possible, but always add a personal touch.

Asking for Referrals:

• Why It Worked: Referrals come with built-in trust and are often easier to close.
• Why We Stop: It feels uncomfortable or we forget to ask.
• How to Re-Implement: Create a referral program and actively remind clients and contacts about it. Practice a simple script to make asking for referrals feel more natural.

Building Consistency

Consistency is key in prospecting. Here are some tips to ensure you stick with the strategies that work:

• Create a Schedule: Allocate specific times each week for different prospecting activities.
• Use Tools and Automation: CRM systems, email marketing tools, and automation can help maintain consistency without taking up too much of your time.
• Set Goals and Track Progress: Set clear, measurable goals for your prospecting activities. Review your progress regularly and adjust as needed.
• Accountability: Share your goals with a mentor or colleague who can help keep you accountable.

It’s easy to let go of strategies that work, especially when things get busy. However, by recognizing the importance of these activities and taking deliberate steps to re-implement them, you can maintain consistent success in your prospecting efforts. Reflect on what worked well for you in the past and commit to bringing those strategies back into your routine. Your future self—and your business—will thank you.

Looking to be part of our Real Estate Expansion Team or referral network? Fill in the form below, and let’s start a conversation about how we can collaborate. Your referrals are important to us, and we value the potential of growing our network with like-minded professionals. We’re excited to connect with you!