Fear of Prospecting? Time to Hang Up on That Excuse!

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Good morning, real estate agents! 🏠 Let’s be real—prospecting can be nerve-wracking. Cold calls, rejections, awkward silences... it’s no wonder so many agents avoid it.

But while most shy away, top agents push through.

Why? Because they know that mastering prospecting is the key to a full pipeline and steady success.

Today, we’re sharing practical tips to overcome your prospecting fears and start turning every call into a new opportunity. Let’s do this!

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1. FEEL THE FEAR—THEN PUSH PAST IT

It’s completely normal to feel anxious about prospecting. The trick? Reframe that fear as a sign of growth. As what author Susan Jeffers said in her book “Feel The Fear And Do It Anyway.”

Waiting for the fear to disappear means you’ll be waiting forever—so why not take that first step today? Embrace those nerves as a signal that you’re stepping out of your comfort zone and into success.

2. LEAD WITH SERVICE, NOT SALES

Shift your mindset from “selling” to “serving.” Instead of worrying about how you’re coming across, focus on how you can genuinely help someone.

When you lead with value, conversations flow naturally, and you’ll find that selling becomes secondary.

👉 You sell real estate for a living—find the people who need your help doing just that.

3. SCRIPTS = CONFIDENCE BOOSTERS

Ge comfortable with scripts. Scripts aren’t just for beginners—they’re for pros who know the value of preparation.

Use scripts to guide your conversations, especially in those crucial first minutes.

They provide the structure you need so you can focus on listening, connecting, and moving the dialogue forward.

4. REJECTION IS PART OF THE GAME

Let’s normalize rejection, shall we? But here’s the secret: every “no” gets you closer to a “yes.” Instead of fearing rejection, see it as a numbers game. The more people you talk to, the more chances you have to find those who are ready to work with you.

5. START WITH PEOPLE YOU KNOW

Not ready for total strangers? Ease into prospecting by starting with your sphere of influence.

These are the people who already know, like, and trust you, so reaching out feels less daunting.

Plus, it’s a great way to build confidence before tackling those cold leads.

6. PRACTICE MAKES PERFECT (WELL, ALMOST)

The more you do it, the easier it gets. Set a daily goal for prospecting and stick to it. Track your progress, refine your approach, and watch your confidence grow.

As Jeb Blount, author of Fanatical Prospecting, says,

Set aside time every day for prospecting, even if it’s just 15 minutes. Over time, you’ll find that it becomes second nature, and those awkward pauses turn into smooth transitions. Practice doesn’t make perfect, but it definitely makes progress.

7. PREPARE FOR OBJECTIONS

Anticipating common objections can make a world of difference. When you know how to respond confidently, those tricky conversations become a breeze.

Prepare for the most common ones—price, timing, commitment—and practice your responses. The more you anticipate, the less likely you’ll be caught off guard.

Work with your coach to refine your responses. Write down the objections you’re hearing and work on handling them with your Harris Certified Coach.  

Record some of your sessions and listen to your calls. What could you do differently? What works really well for you? You’ll only get better with practice!

8. FOCUS ON CONNECTIONS, NOT COMMISSIONS

When you approach prospecting as relationship-building rather than just making a sale, the pressure melts away.

Focus on understanding people’s truly needs, and how you can be the solution. When you prioritize relationships, the business naturally follows.

9. SET REALISTIC GOALS & CELEBRATE EVERY WIN

Start small. Set manageable goals, like five new contacts per day, and gradually build from there.

And don’t wait for the big wins—celebrate every conversation, connection, and progress along the way.

Remember, every bit of progress builds toward those big wins.

TURN YOUR FEAR INTO FUEL

Prospecting might never be your favorite part of the job, but it doesn’t have to hold you back.

With the right mindset and a few practical tools, you can turn those cold calls into warm opportunities.

So hang up on the fear, pick up the phone, and start making things happen!

READY TO TAKE YOUR PROSPECTING TO THE NEXT LEVEL?

Join our Premier Coaching for free, and get daily coaching sessions, expert scripts, and the strategies you need to tackle prospecting head-on. Sign up at https://premiercoaching.com.

And if you’re ready to take that next big step, consider joining the EXP Realty team. Visit https://whylibertas.com/harris or text Tim directly at 512-758-0206.

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AND THAT'S A WRAP!

Let’s conquer this day,

Tim & Julie Harris
Harris Real Estate Daily

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