Prospecting – Applying Black Friday to Real Estate Black Friday is the most successful day of the year for most retailers.  It is also when many buyers are able to find the best deals on items for sale. If you’re thinking about buying a home in the near future, today may be an ideal time […]

 Prospecting – It’s Time to Revisit Old Files It’s that time of the year when it’s a good idea to map out a Business Plan and strategies for the coming year, and the best way to figure out where you want to go is to take a look at where you’ve been.   That’s why […]

  2014 Prospecting- The Personal Touch    In this day and age of texts, e-mail, social media and a multitude of other communication mediums, most sales professionals tend to overlook the benefits of more personal touches that our clients really appreciate. Personal touches are very powerful because they show your clients that you’ve taken time […]

2014 Prospecting – How Often Should You Advertise? If you’re going to invest in advertising, make sure to employ a 24-Touch Annual Campaign. A “once in a while” approach may be a waste of money. Thomas Smith a nineteenth-century London businessman offered the following advice to advertisers in 1885. It’s still applicable today:   The […]

2014 Buyer Prospecting – The Ultimate Secret Weapon: Pocket Listings Consider the following scenario: A couple is interested in purchasing a home. They decide to drive around and they see a For Sale sign on a home they like. Better yet, they see an open house sign and decide to drop in to see the […]

Prospecting – Some Prospecting Tips The key to success starts with building rapport with prospects by finding areas of common interest. This doesn’t happen unless you ask questions and gather information. The more you talk the less successful you’re likely to be and the less you will learn about a prospective client. Discussions around the […]

Prospecting – The Best Voicemail Messages Motivating people to return your calls is an art. You can even think of it as a challenge. So, what’s the best way to get people to call you back? The following rules are a must: The message you leave must be different from any other message they will […]

Prospecting – Maximizing Open House Opportunities A nice couple visits your open house. You welcome them and request they sign the guest book. You engage in small talk, they leave, and you’ve got a name and perhaps even contact information, (many times the information isn’t even real), and that’s it.  Now answer the following questions. […]