Prospecting doesn't come naturally to everyone, but there are techniques that can help everyone develop effective habits and phase out the less productive ones.
Many agents view prospecting as a cornerstone of success, yet they often struggle to engage in this crucial activity consistently. Recognising the need for more prospecting isn't enough; for many real estate agents, consistent habits drive results.
James Clear's "Atomic Habits" highlights that small, consistent actions lead to significant change over time. Applying this principle to prospecting means establishing a routine centred around intentional actions. It's not just about committing to making more calls and emails; it's about dedicating specific time and routines until they become second nature and form good habits.
Enter the implementation intention…a concept from "Atomic Habits," which provides a base statement:
"I will (behaviour) at (location) every (when and how often)."
For instance, "I will prospect to 20 people (behaviour) in my database (where) every Tuesday through Thursday in the office at 11 am (when and how often)."
By having that intent, it forces you to think differently and approach prospecting with a clear, actionable plan. This shift in mindset helps to ensure that prospecting becomes a consistent part of your daily routine, rather than a task that is easily pushed aside.
Creating good habits with RiTA
Jamie Hill, a seasoned agent from Property Today has integrated RiTA into their daily routine "Every morning at 11:30, I focus my time on call lists recommended by RiTA. I either make a note, skip to the next contact, or call everyone on the list just to touch base. If I can't reach someone by phone, I send them a text (through RiTA). This approach allows me to consistently build relationships."
Alan Bourke, from Bourkes Real Estate, also has a dedicated routine with RiTA. “Between 10:30 and 11:30 a.m. every day, there's dedicated time for calls, generated by RiTA. We call it the 'hour of power.' There's a saying that 'who controls the morning controls the day,' so the 10:30 – 11:30 am RiTA call window every day is crucial to our process."
RiTA helps agents control their morning with daily call lists, not only making recommendations on who to contact but also providing suggested topics and valuable insights, enabling agents to approach each call with confidence, armed with a targeted list and relevant talking points.
"RiTA has been spectacularly impressive, particularly in its delivery of appraisals. During our current appraisal drive in WA where listings are extremely scarce, RiTA has been responsible for a third of all generated appraisals.” Alan Bourke
Success in real estate prospecting isn't about broad intentions or vague commitments but about consistently and intentionally integrating prospecting into the daily routine. By incorporating RiTA into their workflow, agents like Jamie and Alan make prospecting a non-negotiable part of their day. This approach transforms prospecting from a daunting task into a seamless, habitual part of their routine, ultimately driving more listings and sales.
Find out how RiTA can help you create good habits
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