#13 RE Prospecting - Stop Chasing Leads and Start Attracting...

Stop Chasing Leads and Attracting… 

I wrote the book on prospecting for real estate and here's the thing most agents get wrong about prospecting: they think it's about finding people who want to buy or sell right now. But the truth is, only 3% of people are actively in the market at any given time from my experience. The other 97%? 

They're living their lives, and if you approach them like they should care about real estate just because you do, you're going to get shut down every single time. The agents who consistently close 50, 75, even 100+ transactions a year understand this fundamental shift, they're not hunting for transactions, they're building sincere relationships that naturally convert over time.

The secret sauce isn't in your CRM or your fancy marketing automation, it's in your ability to enter someone's world first before inviting them into yours. 

When you text someone asking about their opinion on the market, you're positioning them as the expert. When you share local events or ask for restaurant recommendations, you're showing up as a neighbor, not a salesperson. This psychological approach eliminates resistance because you're meeting people where they already are mentally and emotionally. They don't feel pressured or sold to; they feel heard and valued.

Think about your own database right now. How many of those contacts know you pay attention to their social media posts, remember their kids' achievements, or actually care about their weekend plans? Most agents treat their database like a list of potential commissions instead of real humans with real lives. Start monitoring what they're sharing online and use it as genuine conversation starters. Congratulate them on promotions, check in when they post about challenges, celebrate their wins. This isn't manipulation, it's basic human connection that builds trust over time.

Here's what I want you to do this week: pick five people from your database and reach out using one of these relationship-building approaches. Don't mention real estate unless they bring it up first. Ask for their market perspective, share a local event list, or get their restaurant recommendations. Have real conversations. Listen more than you talk. I guarantee you'll have more meaningful interactions in these five conversations than you've had in your last fifty sales calls, because you're approaching them as a human being who cares about their world.

The agents who master this mindset shift don't worry about lead generation because their phone rings consistently from people who trust them and think of them first when real estate comes up. They've built a reputation as someone who adds value to people's lives beyond just property transactions. That's the difference between building a real estate business and just hoping for the next deal. Stop chasing leads and start building relationships, your future self will thank you for making this shift today.

Answer this question today: How are you actively offering value to people you want to attract daily? 

Many blessings,