Prospecting – Make an Appointment with Yourself Most of us would agree the most difficult part of our business is finding the time for rainmaking activities. (That’s a fancy way of saying “prospecting”). You have every intention of calling or canvassing, but before you know it, the day is over and you never quite […]
Prospecting – Open House Strategy
Prospecting – Open House Strategy • ID best listing for open house (If necessary, offer to do someone else’s open house) • Open house must be advertised in newspaper & on website • Mail announcement to neighbors inviting them to visit your open house • Hold open house for 3 hours • Sat 12-3 & […]
Prospecting – A Laundry List of Prospecting Sources
Prospecting – A Laundry List of Prospecting Sources Once you’ve been in business for a while, prospecting for new business shouldn’t be as overwhelming or intimidating. Consider the following list of people and groups you can prospect with: $ Past Buyers $ $ Past Sellers $ $ Current Listings $ $ Open Houses $ $ […]
Prospecting – Never Run Just One Ad
2014 Prospecting – Never Run Just One Ad Thomas Smith a nineteenth-century London businessman offered the following advice to advertisers in 1885. It is still applicable today: The first time people look at any given ad, they don’t even see it. The second time, they don’t notice it. The third time, they are aware that […]
Prospecting – Using an Existing Listing to Call Your Farm
2014 Prospecting – Using an Existing Listing to Call Your Farm How to get them to take the call: Tell them another island resident listed their property with you and asked you to call their neighbors to let them know their house is for sale. Ask them if they know of anyone who might […]
Prospecting – The Pot of Gold at the End of the Rainbow
The Power of Personal Touches
Even the best agents struggle with the best way to communicate with their past clients, friends, relatives, advocates and sphere of influence. This is understandable. The more successful you are, the more people demand your time. Use the following approach to maximize your efficiency: Categorize everyone you know based on the impact they will have […]
The Psychology Behind Selecting an Agent
We’ve all known agents that don’t appear to know very much, yet they make money. How is it that these agents can do well without having the proper knowledge? The answer may surprise you and relate to the expression “perception is reality”. You can be the most knowledgeable and efficient agent in your area, but […]
Prospecting – Don’t Get Caught with Your Pants Down
Salesmanship – Seller Strategic Brief Questions
2014 Salesmanship – Seller Strategic Brief Questions One of the most common mistakes agents make is when they fail to get enough information at the very beginning of the relationship they are trying to build with a seller. It is critical for an agent to know all of the answers to a strategic brief […]