Leigh Thomas Brown tells real-estate agents to prospect continuously instead of only when desperate for deals. Preview every new listing and recent sale in your area. Knowing property details builds the market knowledge and confidence that clients sense immediately.
Frankly, most mid-level agents only prospect when they're hungry, desperate, haven't seen a closing in days. And that's what keeps you on the roller coaster. If you are busy one month, so you stop prospecting, it makes you slow the next, and then you start panicking the month after that. Well, top agents don't prospect when they're hungry. They prospect so they won't ever be hungry. And here's the other piece. Remember what I said about previewing homes? That's not just a knowledge habit, that's a confidence builder. When you are the agent who has walked every listing, when you know what went under contract last week and what the one down the street sold for, and you know the inside story of what's going on because you've been in the spaces, you show up differently in front of a prospect. You're no longer guessing. Because you know. And that confidence, clients feel it immediately.
