Prospecting – Using a Strategic Brief to Gather All Information
Successful selling requires great strategies. And, great strategies are a direct result of asking all the right questions. One of the most common mistakes agents make is when they fail to get enough information at the first meeting.
Use the attached Strategic Brief to guarantee you have all of the information you need to develop a winning strategy. Keep in mind, a strategic brief will allow you to build rapport with your clients, while you’re gathering information. Remember, people don’t care what you know until they know that you care.
Strategic Brief Purpose – FORP – Establish a long-term relationship
Family & friends
Occupation – their career now or before retirement
Recreation – hobbies or what they like to do when they’re not working
Plans for the future
The more common interests you find with your clients, the better the rapport.
Strategic Brief Purpose – Gather Information (see attached worksheet)
The attached worksheet has a list of questions you can use as a guide when you’re working with clients. You must know all the answers before you can expect to have a winning strategy with each client.