2015 PROSPECTING

There’s No Such Thing as a Magic Pill

 Many agents are still searching for a magic formula to close deals. The bad news is there’s no such thing as a magic pill. Agents must earn their money by using spaced repetition to get their clients off the fence. The only way to close business is to continuing taking shots.

Each week, we share compelling arguments you can use with your prospects. If one by itself doesn’t work, try another one. For example, let’s look at a strategy that’s likely to wear down an obstinate buyer. Keep in mind we want to use everything, not just some things. Consider the following steps:

Step 1. Send pending and closed price information.

Step 2. Call to discuss information.

Step 3. Send them a Cup O’ Joe about rising interest rates.

Step 4. Call them and apply the difference in interest rates to their individual situation.

Step 5. Show the additional costs they will incur if interest rates go up.

Step 6. Do the math, and call them to point out how much more they will pay over 10 years if interest rates rise.

Step 7. Send them a Cup O’ Joe comparing the potential for real estate appreciation with how well the stock market has recovered.

Step 8. Ask them if they think the real estate market could experience a similar recovery.

Step 9. Send your buyer a Cup O’ Joe on The Theory of Recaptured Appreciation.

Step10. Explain to them how there’s still room to exploit recaptured appreciation profit potential if they make a move NOW.

Step 11. Send them a Cup O’ Joe on Housing Affordability.

Step 12. Call them to point out that homes may never be more affordable.

Get the picture? Keep taking shots until you wear your prospect down. All strategies work best when an agent is persistent.  When do you stop? Only when they tell you to stop. We’ll keep sending you great information and you keep sending them to your prospects.