Prospecting may be hard, but it's a challenge worth undertaking.
Prospecting is a challenging but essential aspect of any business, especially in the digital age. As Curtis Fenn, the president and CEO at Red X, rightly said, “Prospecting is hard.” However, it’s a crucial process that can lead to significant rewards if done right. Here are some practical tips and CRM tools to make prospecting more effective and manageable.
1. Commit to doing hard things. Prospecting is not for the faint-hearted, but it’s a task that must be embraced with determination. According to industry data, Internet lead conversion takes an average of 14 months with a mere 3% conversion rate. This statistic alone highlights the challenging nature of prospecting. Embrace the difficulty, and commit to yourself that you can do hard things. Success in prospecting comes with time and effort invested in the task.
2. Create leverage with CRM tools. To streamline and optimize your prospecting efforts, consider using Customer Relationship Management (CRM) tools. These platforms can help you manage and nurture your leads effectively. Here are three CRM tools worth considering:
- Realvolve: This tool is ideal for nurturing relationships and supporting transactions. It enables you to stay connected with people you know while also facilitating various aspects of your business.
- KV Core: Designed specifically for lead management and nurturing, Key Core is perfect for handling active buyers and sellers with whom you have established relationships.
- Red X: Geared towards geographical farming, Red X is an excellent option for prospecting categories like for sale by owners, for rent by owner, and expired listings.
3. Track your activity in 30-day increments. To maintain consistency in prospecting, create a well-defined plan and set achievable goals. Decide in advance how many days each month you’ll dedicate to prospecting. Aim for a 90% commitment to these days and make a promise never to go below 70%. For example, if there are 20 working days in a typical month, prospecting on all 20 days would meet the 90% goal, while aiming for at least 14 days would fulfill the 70% standard.
To help you get started on improving your prospecting game, we’ve prepared a sample worksheet that you can 👉download here.👈 This worksheet will assist you in identifying the essential actions you want to take while prospecting regularly. Additionally, find links to the CRM tools mentioned above, allowing you to explore their features and benefits. If you have any questions, don’t hesitate to reach out to us by phone or email.
