Build Prospect Rapport with the Mike Ferry Organization

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Are you looking to better connect with potential home buyers and sellers? One key is building good prospect rapport. During this half hour webinar, Ron Cronin, a coach/trainer with the Mike Ferry Organization, breaks it down for you. He provides the building blocks of prospect rapport- both techniques on the phone and in person.



The Mike Ferry Organization has been providing leading real estate training and coaching for more than 35 years and is a partner of Cole Realty Resource. If you're a real estate agent who is looking to take your prospecting efforts to new heights in 2013, you won't want to miss this! Hurry, seats are limited. Reserve your spot today.

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  • Hello and thanks for joining us for Quick Start to Cole Realty Resource. My name is Lora Ullerich & I’m the digital Media Specialist for Cole Information.
  • Ron Cronin---Realtor for over 16 years Starting with The Mike Ferry Organization 2003 Sales Broker Development Speaker Coach Director of Sales Mike Ferry Coach specializes in prospecting training.  
  • Welcome to Cole Realty Resource. You've signed on to a powerful tool that allows users to search for qualified leads in your neighborhood. In less than 30 minutes, we'll show you how to use the neighbor search to target your best prospects for mailing or telemarketing. You can find businesses and consumers close to your Just Listed or Just Sold properties to find new customers with unlimited searches and unlimited downloads. Cole Realty Resource also empowers agents to: • Farm a neighborhood using our brand new Google Maps Technology that we’re about to launch. • Target prospects by home value, street, length of residence etc. • Find potential first time home buyers by targeting renters   We'll also have a brief demonstration and some time for Q & A. At Cole Information, our passion is helping businesses find new customers. During today’s presentation, I’m going to show you the highlights and benefits of the program, how easy Cole Lists is to use to target consumers or businesses. If at any time, you have any questions, please type your question into the console to the right of the presentation & we’ll answer those questions.
  • Welcome to Cole Realty Resource. You've signed on to a powerful tool that allows users to search for qualified leads in your neighborhood. In less than 30 minutes, we'll show you how to use the neighbor search to target your best prospects for mailing or telemarketing. You can find businesses and consumers close to your Just Listed or Just Sold properties to find new customers with unlimited searches and unlimited downloads. Cole Realty Resource also empowers agents to: • Farm a neighborhood using our Google Mapping App • Target prospects by home value, street, length of residence etc. • Find potential first time home buyers by targeting renters   We'll also have a brief demonstration and some time for Q & A. At Cole Information, our passion is helping businesses find new customers. During today’s presentation, I’m going to show you the highlights and benefits of the program, how easy Cole Lists is to use to target consumers or businesses. If at any time, you have any questions, please type your question into the console to the right of the presentation & we’ll answer those questions.
  • Welcome to Cole Realty Resource. You've signed on to a powerful tool that allows users to search for qualified leads in your neighborhood. In less than 30 minutes, we'll show you how to use the neighbor search to target your best prospects for mailing or telemarketing. You can find businesses and consumers close to your Just Listed or Just Sold properties to find new customers with unlimited searches and unlimited downloads. Cole Realty Resource also empowers agents to: • Farm a neighborhood using our Google Mapping App • Target prospects by home value, street, length of residence etc. • Find potential first time home buyers by targeting renters   We'll also have a brief demonstration and some time for Q & A. At Cole Information, our passion is helping businesses find new customers. During today’s presentation, I’m going to show you the highlights and benefits of the program, how easy Cole Lists is to use to target consumers or businesses. If at any time, you have any questions, please type your question into the console to the right of the presentation & we’ll answer those questions.
  • Build Prospect Rapport with the Mike Ferry Organization

    1. 1. Session Framework Ron Cronin Coach/Trainer The Mike Ferry Organization Lora Ullerich Digital Media SpecialistLora.Ullerich@coleinformation.com
    2. 2. Webinar Tips• Eliminate any distractions• Use headphones• Ask questions and participate• Be open and receptive• Have fun!
    3. 3. Background•Cole Directory published in 1947.•Crisscross directory of addresses & phone numbers.•Invaluable information for: •Telemarketing •Debt collection Jack Cole •Law enforcement•Today, web-based lead gen for realestate agents.
    4. 4. • North America’s Leading Real Estate Coaching and Training Organization
    5. 5. What are the primary reasons a prospectchooses you over someone else?•Trust•Rapport•Respect
    6. 6. Rapport•People like peoplewho are just like them.•This does not meanthey like you if you likethe same things. Youare a realtor, right?
    7. 7. Rapport• Common behaviors create familiar expectations.• Familiar expectations create trust, respect and rapport.
    8. 8. Build Rapport• Over the phone by using the following techniques: • Mimic your caller’s rate of speech.
    9. 9. Build Rapport• Over the phone by using the following techniques: • Match your callers tonality, inflection and pronunciation.
    10. 10. Build Rapport• Over the phone by using the following techniques: • Mimic emotions because opposites repel.
    11. 11. Build Rapport• During face-to-face interactions: • Body position and posture, waiting 15-20 seconds before you move. • Mirror instantly head nods, shoulder shrugs and facial expressions. • Match gestures only when you are speaking. Dont gesture when you arent saying anything. That would just be weird, right?
    12. 12. Signs Rapport is Reached • When YOU feel good! Once you feel good, you can start leading your client. • Where do you want to lead client? Up! You want them to be in on your excitement
    13. 13. Join us for the Next 6 Months!• COMMIT NOW to become a Powerful Prospector!• Do you and your family deserve the best and are you willing to do anything to have it?• Are you motivated enough to implement them?• Do you have a lot of work to do to become a powerful prospector?
    14. 14. PROSPECTING TRAINING SYSTEM• Weekly 30 Minute Training and 10 Minute Role-Play/Q&A.• 24 Live Interactive Training Calls Over the 6 months.• Recorded Calls and Notes Sent to You (Build Your Library).• Next session begins first week of February. $195/Month
    15. 15. PROSPECTING TRAINING SYSTEM•Do you want more? •Email: Ron.Cronin@mikeferry.com •Call 800-448-0647 ext 5324 Thank You!

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