Metamorphosis Consulting, Inc.

Management Consulting Firm

2016 PROSPECTING: Some Prospecting Tips

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2016 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 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?”
  • Plans for the future – Example: “Are you thinking about downsizing with the kids are gone?”

Listed below are some scripts and other tips that you should find helpful:

  1. Farm Prospecting
    • Script: “This is _____, with _______. Our company has recently sold a number of homes in your area. We’re still working with several buyers, and I wanted to ask if you happened to know of anyone 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 ASAP?”
  2. Sphere of Influence
    • Script: “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’ve been sharing them with my clients and they’ve really enjoyed them. I would be happy to share them with you as well. What’s your best e-mail address?”
    • Script: “Hi ____! This is ___________. I’m in the process of growing my business and I need your help. Do you happen to know of anyone thinking about buying or selling?”
  3. Open Houses
    • Put out as many signs as possible.
    • Script: “Hi, I’m ________. Do you folks live in the neighborhood? If you don’t mind, there are a couple really unique features of the home that I would like to point out. Would that be okay?”
  4. 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? How has business been? Did you happen to see the article in ____?  I’m in real estate and you can’t believe what’s been happening recently. I’ve been analyzing market data and I’m seeing some interesting trends. If you’d like, I’d be happy to share anything good I find. What’s your best email address?”
  5. Floor Time
    • Script: “Good morning, this is ____. How may I help you? Are you familiar with the area and what’s been happing to real estate locally? Would it help your decision to be aware of market trends? The reason I’m asking is because I have done 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’d like, I’d 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?”