How much should I prospect?

Prospecting should be a daily routine ( including nights and weekends) for real estate agents, but your current production level should help you identify how much prospecting you need to do. 

 The less business you have the more you should be calling to try and generate business. The following is a recommendation based on an 8hr day for an agent looking to sell an average of 2 houses a month. Adjust accordingly for your schedule, goals and skillset . 

*Please note that your day can easily get booked up with appointments in real estate so we recommend your prospecting time start at 9am each day to make sure it happens.

No Pending Transactions / No showings  - Prospecting people you have never spoken to ( combination of new and old leads and your sphere) should be your primary focus along with some training. Time Spent: 6-8 hrs - 100% new business.

No Pending Transactions / Daily Showings - Prospecting people you have never spoken to should still be you primary focus. Although your afternoons/evenings will have showings the majority of your day should still be spent prospecting. Time Spent: 4-6 hrs - 90% new business 10% client follow up

1-2 Pending Transaction - Prospecting is now split with daily agent duties. Also some of your prospecting Time should be used to follow up with clients you have built rapport with but haven’t closed. Time Spent: 2-4 hrs - 60% new business 40% client follow up

2-4 Pending Transactions - Daily agent duties now take up the majority of your day. Time Spent: 1-2hrs - 50% new business 50% client follow up

4+ Pending Transactions - At this point we recommend you just do your daily hour of power to make sure you are touching base with your hottest clients and trying to generate some new business so you don’t lose momentum. Time Spent: 1hr - 25% new business 75% client follow up