Some Prospecting Tips
The key to success in selling starts with building rapport with someone 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 know about a prospective client. Don’t focus on your agenda; focus on listening carefully to what your prospective client has to say. The best way to build rapport is by discussing everything but selling. Discussions around the following topics should help build trust and confidence;
– Family- Example, “What brought you to this area, do you have family here?”
– Occupation- Example, “What type of work do you do?”
– Recreation– Example, “What do you do when you’re not working?”
– Real Estate Plans for the future– Example, “Are you thinking about downsizing with the kids gone?”
Listed below are some other tips that you should find helpful:
- Farm Prospecting
- Get Addresses by using Property Appraiser Website or IMAP on MLS if available
- Look up all phone numbers using a reverse directory like whitepages.com
- Script- This is _____, with ________, our company has recently sold a number of homes in your area. We’re still working with a number of buyers, and I wanted to ask if you happened to know of anyone who is thinking about moving, or, if perhaps you are thinking about moving yourself?
- Voice Message- This is __________, I’m calling about your property. Could you call me back as soon as possible?
- Sphere of Influence
- Hi _______. This is ___________. I’ve been doing a lot of research on the Real Estate Market and I’ve found some really interesting trends developing. I’m sharing them with my clients and they have really enjoyed them. I would be happy to share them with you. What’s your best e-mail address?
- Hi ____, This is ___________, I’m in the process of growing my business and I need your help. Do you happen to know of anyone who‘s thinking about either buying or selling?
- Expired Listing
- Fed Ex Letter to Porch every week until you get a response. Include the following with a handwritten note on each:
i. Highlighted previous listing sheet- Call me, I’ll explain.
ii. Sold Report- Interesting trends developing, Call me.
iii. Pending Report- Something is happening you should be aware of, call me.
iv. New Listings- These aren’t telling the story, you’ll want to hear this.
v. Tax Record- I’ll explain the reason for the trend. Give me a call.
vi. Cup of Joe info- Cut and paste with a call to action
- 4. Open Houses
- Put out as many signs as possible-up to 12
- Script- Hi, I’m ________. Welcome. Do you folks live in the neighborhood? If you don’t mind there are a couple of really unique features to the home that I would like to point out. Would that be okay?
- 5. Networking
- Script- Hi, I’m _________, it’s a pleasure to meet you. What brings you to this event? What types of work do you do.? Do you live here? Has your business started to turn around yet? Did you happen to see the article in _________. I’m in Real Estate and you can’t believe what’s been happening recently. (catchy trend). As a matter of fact, I’m in the process of analyzing market data and I’m seeing some surprising things happening. If you would like, I would be happy to share anything really unusual that I find. What’s your best e-mail address?
- 6. Floor Time-
- Phone Script Good morning, this is ________. How may I help you? Are you folks familiar with the area? Are you familiar with what’s been happing to Real Estate locally? Would it be helpful with your decision, if you were aware of the market trends? The reason I’m asking is that my clients have asked me to do extensive research specifically in that price range (or that area). I’m in the process of analyzing the market data and compiling a report. If you would like, I would be happy to send you a copy. After all, making an informed decision is important, isn’t it? What’s your best e-mail address?
Remember, you can’t develop a successful strategy unless you gather as much information as possible about your client and their needs.