Dread Prospecting? A Winning Strategy Will Shift Your Mindset

Change Your Mindset, Change Your Results

Let’s be real: prospecting, especially cold calling, can feel intimidating. A LinkedIn study found that 63% of salespeople avoid it because they dread it. But the problem isn’t the act of prospecting—it’s how you think about it. Instead of viewing calls as a chore, see them as opportunities to solve someone’s problem or help them achieve their goals. Every conversation is a chance to build a relationship and grow your business. Reframe it, and prospecting becomes less about rejection and more about connection.

Three Keys to Real Estate Success

To build a thriving real estate career, focus on these core principles:

1. Use the Right Words: Scripts are your secret weapon—simple, effective phrases that get results. For example, asking, “Would it help to connect with a lender to improve your credit score?” can spark a meaningful conversation.

2. Stay Consistent: Results come from action. A Baylor University study showed 50 agents made 6,264 cold calls in two weeks, with 28% leading to live conversations and one appointment every 209 calls. Consistent effort accelerates your success.

3. Target the Right People: You don’t need endless leads—just the right ones. Focus on “hot” buyers and sellers ready to transact within 90 days. Aim for 8-10 of each in your pipeline to keep your business moving.

The Four Pockets of Your Business

Think of your real estate business as having four essential components:

1. Hot Buyers & Sellers: These are your priority clients—those likely to act within 90 days. An empty pipeline means you need to ramp up your activity.

2. Market Expertise: Know your market inside out. Be ready to list the top 10 properties in any price range. Previewing properties isn’t just part of the job—it’s how you show clients you’re the expert.

3. Your Network: Build relationships with trusted professionals, like lenders or inspectors, to support your clients’ needs.

4. Effective Scripts: Use tailored scripts for every situation. A question like, “Could I connect you with someone to help with your home-buying plans?” can turn prospects into clients.

The Data Behind Prospecting Success

The numbers prove it: smart prospecting drives results. Here’s what the research says:

Cold Calling Works—When Done Right

• Gong.io Study: Call between 10-11 AM or 4-5 PM, especially on Thursdays, for the best connections. Calls over 65 seconds are 3x more likely to land a meeting. Avoid phrases like “Did I catch you at a bad time?”—they cut success rates by 40%.

• Salesforce Study: Cold calling is the top method for B2B appointment setting, with a 1.48% meeting conversion rate. Pairing calls with email or text follow-ups boosts conversions by 2-4x.

• LinkedIn Study: 82% of prospects are open to meetings if your call is relevant and timely. The issue isn’t cold calling—it’s about mindset and messaging.

Speed Wins

• Velocify Study: Calling a lead within one minute increases conversion rates by 391% compared to waiting five minutes. Six attempts is optimal, yet most agents stop after one or two.

• MIT Study: Respond in under five minutes, and you’re 21x more likely to qualify a lead. Waiting 30 minutes drops your odds by 400%.

• Realtor.com Study: Top agents respond in under five minutes, often catching buyers still on the website. Buyers expect a response within 15 minutes—speed matters.

Persistence Pays

• HubSpot Study: 80% of sales require five or more follow-ups, but 44% of reps give up after one try. Staying in the game sets you apart.

• Lead Simple: 50% of buyers choose the first agent they speak with. Responding in under one minute yields a 39% conversion rate, compared to 6% after 30 minutes.

Referrals Are Gold

• NAR Study: 41% of buyers and 63% of sellers find agents through referrals. 89% of sellers would reuse their agent, but many forget their name without follow-up.

• Nielsen Trust Report: 92% of people trust referrals over any other advertising, and referred clients are 4x more likely to buy.

• Wharton Referral Study: Referred clients are 16% more profitable, 25% more loyal, and have higher lifetime value.

• Texas Tech Study: 83% of satisfied clients would refer you, but only 29% do—because agents don’t ask. Try asking, “Who else could I help with their real estate goals?”

Take a Look at Your Prospecting Habits

Pause and reflect on your approach:

• Are you consistent? Are you making enough calls or following up with texts and emails to keep momentum?

• Are you fast? Do you respond to leads in five minutes or less, or are you missing out by waiting too long?

• Are you strategic? Are you using effective scripts to reach the right people? So you have a system to categorize leads for systematic follow up, or are you just calling leads randomly looking for the unicorn who plans to buy or sell today?

• Are you leveraging referrals? Are you asking satisfied clients for introductions to grow your network?

If creating strategic systems for effective prospecting seems overwhelming you should know, you don’t have to figure it out alone.

Ready to Build Strategic Systems?

Ready to transform your prospecting and elevate your career? Building a successful business can seem daunting, but success comes from strategic, consistent systems that strengthen connections and build relationships. With the right support, your growth isn’t just possible—it’s inevitable. We'll help you by providing: 

• Proven Scripts: We provide clear, effective scripts to help you connect confidently with clients.

• Expert Training: Our coaching covers lead categorization and follow-up systems, building referral networks, and maximizing engagement with open house leads, equipping you with the tools to succeed.

• Data-Driven Strategies: We use the latest research to help you prospect efficiently and effectively.

• A Supportive Team: Join a group of agents who share knowledge, resources, and a commitment to growth.

With our support, you can respond to leads faster, fill your pipeline with high-potential clients, and turn referrals into a steady stream of business.

We'd Love to Chat!

📧 Email Us: Hello@LincolnSelect.com
📱 Call Us: (402) 937-0090