2016 PROSPECTING Top 10 Business Priorities #4 Relationship Management You’ve identified and are managing strategies for Existing Listings (EL’s), Hot Buyers (HB’s), and Future Listing Prospects (HLP’s). Now it’s important to add the next major group, Your Relationship Management Group (RMG) . This group includes your Past Clients, Advocates and Sphere of Influence. These are […]

2016 PROSPECTING Top 10 Business Priorities #3 Managing Hot Listing Prospects (HLP) You already have your existing listings and hot buyer prospects as the top priorities.  It’s time to focus on the next most important group, your Hot Listing Prospects, or HLP’s. Listing prospects are an important part of your sales pipeline.  When you do […]

2016 PROSPECTING Top 10 Business Priorities #2 Buyer Strategies Top Business Priorities for Real Estate Agents is strategizing to sell the listings you have. This is most important because time and money has been spent on each listing. The next top priority for real estate success this year involves buyer prospects.  Most agents do not […]

2016 PROSPECTING Top 10 Business Priorities – #1 Existing Listing Strategy You’ve committed to be successful in 2016.  You know the definition of insanity and you know you have to make better choices on where you focus your time, energy, and effort.  There’s no better place to start than your existing listings.  You’ve already spent a […]

2016 PROSPECTING: Turn Up the Heat on “Poser” Prospects In the sports skateboarding and surfing, someone that dresses and acts exactly like a rider, but doesn’t actually surf or skateboard, is called a “poser”. We could apply the same terminology to someone who looks and acts like a buyer, but never buys. If you’re like […]

2016 PROSPECTING Do You Know Your Money Shot? The greatest challenge facing everyone on a daily basis involves the choices that are made relating to what activities to pick, or in other words, how to spend their time each day. Unfortunately, more times than not, the choices we make are severely deficient. In both your […]

2016 PROSPECTING Prioritizing Your Communication How often have you established a good relationship with a buyer or seller, identified a property or solution that would work for them, and attempt to contact them on several occasions only to find they have disappeared? Why does this happen and what can you do to reestablish contact when it […]

2016 PROSPECTING The Best FSBO Campaign As the market continues to improve, more and more prospective sellers are going to consider selling properties themselves. This is not necessarily a bad situation for real estate agents. Keep in mind that historically, over 80% of sellers that attempt to sell themselves, end up listing with a real […]

2016 PROSPECTING Simple Prospecting Phone Script Take a look at what you have in the pipeline now. If your bank of listings is weak, you’ll probably have a weak bank account. Of course, you want to have a strong finish to the year, but even if you’ve had a great year this year, ask yourself; […]