Prospecting
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Prospecting

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Prospecting Prospecting Presentation Transcript

  • Prospecting
    Sales Meeting
    September 22, 2010
  • Video
    The Prospecting Pro
    featuring
    Anna “Banana” Kruchten
    of
    The Property Shoppe in Phoenix, AZ
  • Prospecting
    Increase Sales!
    Build Relationships!
    Get your name out there!
    Be 1st on their mind!
    Developing new leads is crucial to expanding a successful real estate business.
  • Secret Agent
    Don’t Be a Secret Agent!
    Wear a name tag!
    Make Conversation about what you can offer
    Use a nickname
    “Banana”
    “Anywhere I Am”
  • Relationship Building
    When speaking with your leads and prospects…
    F- Family: Children, Married, Where are they from?
    O- Occupation: What do they do? Do they like it? Are they retired?
    R- Recreation: Hobbies, favorite place to visit
    M- Motivation: Dreams, Visions, What inspires them?
    • Phone Calls
    Keep it Brief
    Use a script
    Set aside time each week
    Be mentally prepared for rejection
    • but know what to say if someone is interested
    Commit to your plan
    Have all information before you start
    Work in a quiet place
    Smile when you speak
    Write out several Closes
  • Scripts
    Scripting provides the framework of a successful prospecting campaign
    It allows you to test what key benefits and qualifying questions work
    A personalized script can be more effective because the presentation does not sound "canned”
    add personal details before you call the client
  • Scripts
    Check out RealtorMag.org for tons of free Scripts!
    They cover all kinds of ways to overcome objections!
    Scripts for prospecting, listing, commission and referrals are all available!
    Let me know if you’d like me to print out or email you some scripts!
  • Coffee! Lunch! Happy Hour!
    Shows that you value their business
    Builds the relationship
    Gives you a chance to find out what is going on in their life
    Plus– you get some coffee & food! 
  • Listen for Change!
    Engagements
    Baby on the way!
    Divorce
    Empty Nesters
  • Referrals
    43% of all buyers and 41% of all sellers said they were referred by a friend, neighbor, or relative
    (NATIONAL ASSOCIATION OF REALTORS® 2007 Profile of Home Buyers & Sellers)
    Stay in touch with extended family, family friends, school mates, workout buddies
    When you close with a client, ask for a referral!
  • E-Prospecting
    Blogging
    Social Media
    Ad Words: Google
    Pay Per Click
    Landing Pages
    Newsletters
  • Networking Groups
    Join one!
    Young Professionals Network
    Chamber of Commerce Meetings
    MREN-Metro Real Estate Network
    Buy the Big O! Show
    Oct 13
    Start one!
    Church or other Religious Center
    Athletes
    Social-Meet for Happy Hour once a month!
  • Fun Ideas!From Other Realtors!
    Walking Billboards
    I give out t-shirts that have my company’s logo on the front and my contact information on the back. The most effective people to target for my giveaway are those who work outside in the public eye. Gas station attendants, ice-cream stand workers, landscapers, and others who do outdoor work are the best. I also give t-shirts to all of those nice people who allow me to place my “directional” signs on their front lawn; not only do they let me use their lawn for my sign, but they get a free shirt … and I get more free advertising!
    --Kurt H. Krug, Coldwell Banker McMahan Co., Bardstown, Ky.
  • Give Away Money
    One of my favorite prospecting techniques involves a short personalized letter mailed to home owners in a targeted neighborhood. The letter is titled “First of Many,” beneath which is taped a crisp new $1 bill and my message:
    “When you’re ready to sell, I have hundreds of thousands more of these dollar bills to give you from my highly qualified
    and serious buyers.”
    The cost of doing this is generally less than that of a novelty gift such as a pen, calendar, or magnet, and it has a dramatic impact. Most people will remember who sent them free money, and many of them have felt a need to reciprocate by listing their home with me.
    --Gary D. Singer, Coldwell Banker Residential Brokerage, Springfield
    Fun Ideas!From Other Realtors!
  • Don’t Skimp on Business CardsI hand out business cards to everyone. I carry them everywhere, including in a leather pouch on my key chain. I’ve received business from someone who picked up a card that I left at a gas pump and from someone who takes dance lessons at the same place I do. I leave a card at the register of every business I walk into, with every sales clerk, inside pay folders at restaurants, and on doors of FSBOs. In every conversation I have, I say:
    “By the way I'm also an experienced real estate professional and a REALTOR® and if you or someone you know ever needs a REALTOR® you can count on, please put my card in a safe place like your wallet so you can contact me.”
    I try to go through about 4,000 cards a year, and I’m trying to up that figure. This has made me money.
    Dee Scott, Texas Home Group, Spring, Texas
    Fun Ideas!From Other Realtors!
  • Questions/Comments