Prospecting – Using Analytics to Network with Local Professionals Once you’ve done your research on local real estate data and have an understanding of local market trends, you can use this information to build a referral network with wealth management advisors, accountants, trust attorneys, and even investors. This group of trusted advisors is relied on […]
Prospecting – “I Know You’re Busy…” The Best Lead-In to Any Conversation
Prospecting – “I Know You’re Busy”…. The Best Lead-In to Any Conversation Between appointments, phone calls, e-mails, text messages, project management, and personal obligations, it seems like everyone is overwhelmed just trying to keep up. In many cases, prospective buyers and sellers can appear to be annoyed when you’re calling to discuss real estate with […]
Prospecting – Your Mission Statement, Value Proposition & Elevator Pitch (Joe’s Prospecting Top Choices)
Agent Branding – Your Mission Statement, Value Proposition & Elevator Pitch Consumers and clients alike, are unlikely to select an agent they feel lack the competence to represent them. This is why it’s so important for you as an agent to proactively answer the question, “why should I do business with you,” by explaining what […]
Prospecting – Why People Do Business with Other People (Joe’s Prospecting Top Choices)
Prospecting – Why People Do Business with Other People We’ve all known agents that don’t appear to know very much yet they make money. How is it that these agents can do well without having the proper knowledge? The answer may surprise you and relate to the expression “perception is reality”. You can be […]
Prospecting – Sending the Information Can Be the Kiss Of Death (Joe’s Prospecting Top Choices)
Prospecting – Sending The Information Can Be The Kiss Of Death How many times have you tried to schedule an appointment with a buyer or seller who have put you off by telling you to e-mail or just send the information to them. In most cases, this is a learned approach that is used to […]
Prospecting – Maximizing Open House Opportunities (Joe’s Prospecting Top Choices)
Maximizing Open House Opportunities A nice couple visits your Open House. You welcome them and request they sign the guest book for the Seller. You engage in small talk, they leave, and you’ve got a name and perhaps even contact information, (sometimes the information is even real), and that’s it. Now answer the following questions? […]
Prospecting – The Best Farm Script (Joe’s Prospecting Top Choices)
Prospecting – The Best Farm Script Seymour Prospects, an agent with Real Serious Real Estate, was in between a rock and a hard place. He had been so successful applying the strategies to sell his listings in his Metamorphosis Workshop that he had run out of listings. Seymour knew he had to get as […]
“Don’t Keep Me A Secret”
Prospecting – “Don’t Keep Me A Secret” In his book, Raving Fans, George Blanchard explains that the best time to get a referral from your clients, is when: “value is received and value is recognized by your client.“ The strategy of asking for business when value is given doesn’t just apply for referrals. It […]
Prospecting – The Golden Rule: Take the Shots! (Joe’s Prospecting Top Choices)
Prospecting – The Golden Rule: Take the Shots! One of our favorite business expressions is, “you miss 100% of the shots you don’t take!” If you apply this basketball concept to business, it basically means you can’t be successful unless you take some risk by giving it a shot. Quite often agents are amazed at […]
Prospecting – Exploiting A Geographic Farm Area (Joe’s Prospecting Top Choices)
Prospecting – Exploiting a Geographic Farm Area If you’re willing to consider farming a geographic area, it should definitely be listed as one of your top 10 priorities for 2012. A very important principal of success is to focus your efforts “an inch wide and a mile deep” so when it comes to your […]