The Real Secret to Winning at Real Estate Prospecting

Agents often ask, "Aaron, what's the secret to great prospecting? What's the perfect script?" But here’s the truth: It's not what you say, it's how you say it. Your energy introduces you before your handshake.

Many agents struggle because they treat prospecting as a chore. Their lack of enthusiasm comes across clearly, leading to negative results.

If you genuinely want to be more persuasive, answer these two critical questions in every interaction:

Why now? (Why should someone sell now?)
Why with you? (Why should they choose you?)

Prospects constantly question their decisions, and clearly answering these questions sets you apart.

I've observed three types of agents:

• Reluctant Prospector: Prospect because they must, not want; negative mindset.

• Appraisal Hunter: Enthusiastic prospectors who love booking appraisals and eventually convert these into listings.

• Seasoned Listing Hunter: Focused entirely on securing listings through better qualification and understanding seller motivations.

The highest achievers I coach (closing 150+ deals annually) prospect genuinely, driven by the desire to help people and add real value.

Your next steps:

• Prospect consistently and authentically.

• Market yourself strategically.

• Structure your lead generation effectively.

Prospects instantly recognize authenticity, improving your outcomes.

The best time to level up your prospecting was yesterday, the second-best time is today. Let’s get started!