For the first 6 months that I was in real estate I looked for buyers and sellers on Facebook.

I literally looked through posts to see if I could find someone who was moving. I updated my Facebook profile and posted status updates that I was a real estate agent and to send me business.

If it hadn’t been for a referral from an agent who didn’t want to work out in the boonies where I was living, and the fact that my best friend was finally ready to buy a house, I don’t think I would have made it in the business.

My best friend wouldn’t even sign a buyers agency contract with me because he knew how little I knew. I searched all over the internet for what to do and everyone had a method. Most of those methods, I learned, all took money to make money.

The problem with the circle of taking money to make money was that I WAS BROKE! Finally my brokerage had a training manual that I found and began to implement.

I was following as much information as I felt confident to do. Calling friends and family begging for business, posting on social media, knocking on all the doors in my neighborhood etc. I had the materials and still didn’t know what to do to see results. I had no idea if what I was doing was right or if I was screwing up the methods being taught.

Finally a class came to town on prospecting. I signed up and started watching the teaser trailer on the website over and over to learn as much as I could until the training (which was a month away) came to town.

When the day finally came, I couldn’t have been more excited! I showed up early, dressed better than I ever had as a comedian. I listened to every word the speaker spoke and took avid notes. Soon after training I began to implement the scripts and practices I was learning. To my surprise it worked!

Over the next several weeks I took 10 listings and went on countless more appointments honing my craft. Although the first 6 months had been rough I was finally seeing how this would provide my family and I with stable income.

A few months later I was paying my bills and moving into my own house! This was crazy! This was more than I had ever thought possible for a college dropout! I ended up closing over $2,000,000 my first year and my second year was over $3,000,000.

Here we are a few years later and I’m still learning every single day. I hope to share what I’m learning and maybe someone else can learn from my mistakes and my wins and provide yourself with extraordinary results.

So what is prospecting? Well I like to think of it like this… Prospecting means to look out for or to search for. So does that mean cold calling?

It can mean cold calling and it can also mean joining Facebook referral groups. To me it means seeking out the gold, finding the golden nugget by whichever means necessary.