You probably don't need more hours prospecting. You need a feedback loop. An hour a day, four days a week, that's the prescription, and it's not made up. Do it long enough and you stop "prospecting" and start playing matchmaker. But reps alone won't grow you. If you're not asking "what could I have done better than yesterday?" you're just living Groundhog Day. I've got six shirts that say some version of "Beat Yesterday." Cheesy, but true: you can only beat yesterday if you actually stop and learn from it. And stop comparing your Day 3 to someone else's. Some of you started with 1,000 leads. Some started at zero. Different lines, different timelines. Beat Yesterday... -Josh

I got an email this weekend for an event called "30 Days to Your Next Deal." Then I checked the date. The event itself is 30 days out. So if you sign up today, the earliest you could possibly get a deal from it is day 31. Realistically longer, since day 1 is just the start of "learning the system". Compare that to what happened with one of our agents recently. Ken was 87 minutes into a live training session when he said "sorry guys, I gotta go, it worked" and left to go show a house to a new client... One reduced listing. Four active cash buyer leads pulled from a single zip code. One buyer on the phone asking "can we go now?" No 30 day wait. No countdown. The process just worked, live, in real time. I wrote up exactly what happened in those 87 minutes. Want a copy? Just drop a comment below... -Josh