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Effectiveness Manrique says his next step with clients is to listen to their calls. “We get very skillful here on how to speak to prospects,” he says. The goal is to get very specific about the value you can bring to this prospect and ensure you’re effectively communicating that to them. Variety Once you’ve gotten consistent, expanded your duration, and honed your effectiveness, it’s time to add variety. Manrique suggests things like a follow-up system, purposefully staying in touch with past clients, and connecting with your sphere. “You have to have different lead sources based on how the market is shifting, [so] you can adapt readily and quickly,” Manrique says he hears from students often that they don’t have time to make 3 hours’ worth of calls, but he says that’s not the goal. The goal is to get comfortable enough making the calls that you can expand to other forms of prospecting.
Making the Habit Overcoming prospecting friction means sticking with a strategy long enough to make it a habit. Manrique says at Habit Guys, they “niche down on the steps to building a habit” and commit to it as the primary form of prospecting for 12 weeks. He approaches creating a habit in four phases: Consistency You’ve got to start by showing up. Manrique suggests committing to making one call at the same time every day, Monday through Friday. Over time, your number of calls will increase, but this first step is to expose yourself to the discomfort of prospecting, which requires training yourself just to show up. Duration According to Manrique, on average, most agents should spend up to three hours prospecting daily. While this depends on your market, this guidepost can help you set a goal to work up to incrementally. So, if your end goal is three hours and you’ve consistently been showing up for one call, can you see if you can stay present with prospecting, making call after call for thirty minutes?
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