Prospecting Like a Pro
Debbie Mauro
Wants leads? We got em! No up front cost or referral fee plus we help Realtors keep more of their hard earned money in their own pocket! Ask me how!
Welcome to IMPACT!
This newsletter has ONE purpose: To bring you resources that make a positive IMPACT on you and your business. Every Wednesday this will be delivered to your inbox and we promise VALUE, every single week.
Let’s get into it.
In the spirit of this newsletter:
"The key to successful prospecting is not just numbers; it’s targeting the right people with the right message at the right time."
– Marylou Tyler (Predictable Prospecting)
Thursday’s Virtual Coffee Mastermind:
Have you ever wondered how Google seems to know exactly what you’re looking for—even when you’re not entirely sure yourself? It’s not magic (though it might feel that way). It’s the science of intentional search.
This Thursday, we’re bringing in one of our powerhouse partners—a true Google expert—to pull back the curtain and show you how to leverage the world's largest search engine to grow your business, connect with your ideal audience, and make Google work for you.
Here’s what you’ll discover:
● How Search Really Works: Google isn’t just a search engine; it’s a relationship engine. Learn how it connects people to solutions.
● The Power of Intentionality: Understand why knowing your audience’s intent changes the game for how you show up online.
● Search Magic for Business Owners: Quick wins and long-term strategies to dominate search and get found.
If you’ve ever felt like your online visibility was stuck in neutral, this is your chance to shift into high gear.
If you missed last week’s call, you can find it and all the others on our YouTube Channel. Click the link below:
Brokerage Breakdown: FRIDAY
Come learn about the differences between the traditional brick & mortar brokerages and the cloud based models. You’ll gain a clear, comparative understanding of different brokerage models available today, directly influencing their career trajectory and earning potential. This session is especially valuable as we'll highlight the unique benefits, such as advanced support systems, competitive commission structures, and innovative marketing tools. By joining us, realtors can enhance their professional growth and operational efficiency, positioning themselves for greater success in an increasingly competitive market.
If you are in the market for a new brokerage or you’re just wondering what else might be out there, join us Friday and learn about the many ways the Agent Impact Group can help you grow your real estate business.
Business Planning for Realtors!!
I was just thinking about how the year is almost over and honestly, your 2025 business plan should already be built, refined, and solidified, with very specific goals as well as very specific actions you are planning to take to achieve those goals. In short, your 2025 success should already be created and just waiting for you to execute it. 🤔
IF you're one of the many who haven't built your 2025 business roadmap yet, I'd love to help. This Friday, December 13th, I'm going to host one last Business Planning for Realtors course before the year ends. Anyone who's ever attended one of my Business Planning for Realtors sessions can tell you that... - It's absolutely FREE - There's zero sales pitches - It's not the same ole "What are your goals" BS - It's REAL business planning that goes deeper than just deciding on a monetary goal for the year.
You'll leave with a fully executable roadmap to achieve the success you choose, with clear goals, milestones to track your success in achieving those goals, clear business prioritization to you know what to focus on and when, and the calendar management techniques require to EXECUTE your roadmap consistently. 🎯
One of the things that makes my Business Planning for Realtors course unique is that I add in key aspects of my Prospecting for Your Personality Type construct so, you'll not only know WHAT you want to achieve but you'll know exactly HOW and WHEN you're going to achieve it. Everyone gets a custom-tailored business roadmap, unique to their own personal type, communication style, and business philosophy. No cookie cutter "one size fits all" silliness. 🏆
If anyone wants to jump on a 1 hour zoom with me on Friday, Dec 13th (Yes, Friday the 13th!! 😳), at NOON EASTERN, just let me know.
$100K in 100 Days Challenge: Round 6
HERE WE GO AGAIN!!! 👀
On Tuesday, January 7th, we will kick off Round 6 of our $100K in 100 Days Challenge! The goal is super simple...give agents all the knowledge, tools, and resources they need to add an additional $100K of GCI into their pipeline within 100 days. 👊
ANYONE can do this!! 🧠💪
We'll show you exactly how to do this with ZERO dollars out of pocket. No ad spend. No paid lead generation. No marketing budget of any kind. ZERO out of pocket! 🏆
So, my question for YOU is simple... Do you like money? Do you like helping clients? Do you want more money?? Do you want more clients??
If you answered yes, Great! This is for you!! 👏🎉👏
Top reasons to embrace this challenge, step out of your comfort zone, and work on your business: - Professional Growth - Expanded Network - Increased Confidence - Heightened Productivity - Consistent Winning Habits - More Money in Your Pocket - It is ALL Absolutely FREE!!
This will cost you absolutely nothing but your time and willingness to execute! We’re giving you all the knowledge, tools, and resources you need to succeed, at ZERO cost. All you have to do is use them! 😎
PLEASE DO NOT ask to join this challenge if you're not going to show up and do the work. We put a ton of time and effort into building this but, if you don't do the work for yourself, it won't help you. In addition to the commitment of putting in the work to execute the roadmap we built, there is also a Monday accountability call every week that you would be committing to attend consistently. 🎯
If you actually want to put in the work to grow your business, jump in on our next challenge kicking off on January 7th! 👇🏼
TODAY’S FEATURE: Prospecting Like a Pro
Imagine walking into a room filled with potential clients who already know who you are, what you do, and why you’re the right choice for them. Sounds like a dream, right? Well, according to Predictable Prospecting by Marylou Tyler & Jeremey Donovan, that dream can be a reality—if you master the art of creating a systematic, repeatable approach to prospecting.
In real estate, prospecting isn’t just a task on your to-do list; it’s the lifeblood of your business. And if you’ve ever felt like you’re spinning your wheels trying to find your next deal, the strategies in this book are about to change your game.
Let’s break it down: how can you apply the brilliance of Predictable Prospecting to build a thriving real estate business?
1️⃣ Understand Your Ideal Client (AKA, Your Dream Buyer or Seller)
Here’s the deal: not every lead is your lead, and that’s okay. The first step in predictable prospecting is defining your Ideal Prospect Persona (IPP). This isn’t just about demographics—it’s about understanding their behaviors, needs, and what keeps them up at night.
Action Step: Ask yourself:
What challenges are my ideal clients facing? (Think: relocating, downsizing, upsizing, or investing.)
What solutions can I uniquely provide?
When you know who you’re speaking to, your messaging becomes laser-focused, making it more likely to resonate and convert.
2️⃣ Map the Buyer’s Journey
The journey from “just browsing” to “ready to buy or sell” isn’t a straight line. Tyler and Donovan emphasize the importance of understanding the stages your prospects go through—awareness, consideration, and decision.
Why This Matters: When you align your prospecting efforts with where your leads are in their journey, you become a trusted guide rather than just another pushy salesperson.
Example:
Someone in the awareness stage might need tips on preparing their home for sale.
Someone in the decision stage needs reassurance that you’re the right agent to get the job done.
3️⃣ Build a Prospecting Playbook
Consistency is the secret sauce. A playbook is a detailed plan for how you’ll approach leads, from the first interaction to the follow-up and beyond. Think of it as your real estate GPS—helping you navigate every lead with confidence.
What to Include in Your Playbook:
Scripts: For cold calls, follow-ups, and initial meetings.
Templates: Emails, texts, and social media messages tailored to each stage of the buyer’s journey.
Timelines: A schedule for when and how often to reach out (hint: the fortune is in the follow-up).
4️⃣ Use Data to Drive Your Strategy
In Predictable Prospecting, data isn’t just a buzzword—it’s the backbone of success. By tracking your efforts, you’ll quickly see what’s working and what’s not, allowing you to tweak and improve.
Key Metrics to Watch:
How many leads are you contacting each week?
How many of those leads turn into appointments?
How many appointments lead to signed contracts?
If something’s off, the data will tell you where to adjust. Maybe your follow-up cadence needs tweaking, or perhaps your messaging isn’t landing.
5️⃣ The Power of Sequences: Turn Prospecting into a System
One of the book’s standout concepts is the sequence. It’s a planned series of touchpoints designed to nurture leads over time, keeping you top-of-mind without overwhelming or annoying your prospects.
Example Sequence for Real Estate:
Day 1: Send a personalized email introducing yourself and offering value (e.g., a free home valuation or market report).
Day 3: Follow up with a phone call to check in.
Day 7: Share a helpful resource, like a guide to buying in today’s market.
Day 14: Touch base with a friendly text or voicemail.
By following a sequence, you’re staying consistent, professional, and—most importantly—relevant.
6️⃣ Shift Your Mindset: Prospecting Is About Solving Problems
Here’s the golden nugget: people don’t hire Realtors; they hire problem-solvers. By approaching prospecting as an opportunity to help rather than sell, you’ll build trust, rapport, and long-term relationships.
Reframe It: Instead of thinking, “How can I get this lead to list with me?” ask, “What can I do to make their life easier today?”
7️⃣ Celebrate the “No’s” (Yes, Really!)
Every “no” is a step closer to “yes.” Tyler and Donovan remind us that rejection isn’t failure—it’s feedback. It’s also proof that you’re putting yourself out there, and that’s something worth celebrating.
Pro Tip: Track your “no’s” alongside your “yes’s.” It’s a great way to stay motivated and see progress over time.
Your Challenge: Create Your Predictable Prospecting Plan
Start Here:
Define your Ideal Prospect Persona.
Outline the stages of your buyer’s journey.
Build a simple sequence with 3-5 touchpoints.
Track your efforts and adjust as needed.
By turning prospecting into a science, you’re not leaving your business to chance. You’re creating a system that works—even when life gets busy.
Let’s make prospecting predictable, profitable, and dare we say... fun?
Here’s to your next deal—and the one after that. 🏡✨
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Looking forward to seeing everyone tomorrow morning!
Happy Networking,
Debbie & Ray
hello@agentimpactgroup.com