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Super Agent: Real Estate Success At The Highest Level by JoAnn Callaway, Joseph Callaway

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11 Prospecting

Prospecting is at once the most exciting and the most maligned activity you may undertake. Prospecting can find you a new client before noon or it can freeze you with so much fear that you are still in bed well past lunchtime. To succeed at prospecting, we must focus on the excitement and find ways to alleviate the pain.

Our broker had a training program for new agents and we attended a few classes before we were invited to not come back. JoAnn and I can be a little rebellious and we tended to be in a hurry, so we didn't make the best students. It's something we regret today, but you can't go back. Our instructor, however, was a big fan of a national trainer who was coming to town and before exiting the classes we had signed up for this gentleman's two-day seminar.

Cold Calling

When the time for the event came, JoAnn and I disagreed over what to do. She had a lady she wanted to show houses to and I wanted to go to the seminar because we had already paid for the tickets. This reasoning is a personality flaw I readily admit to, along with cleaning my plate and not asking for directions. Our solution, which I deeply regret because I should have supported JoAnn, was to split up. I would go and JoAnn would show. As a result I spent more than a week in the doghouse and was introduced to the wonderful world of cold-call prospecting.

Remember, this was 1997. The No Call list did not exist. The seminar was attended by well over 500 agents who by the end of the two days were ...

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