We are in the talk to people business!
Prospecting:
It all comes down to talking to people, because we are in the people and communication business, if I don’t understand this I cannot build a business.
No appointments = no money!
What are your answers to these questions?
Seek out answers from the Superstars at the Retreat
Who should I talk to?
First determine what you need help with.
Ask the coaches which of their clients have done well
- What is my honest attitude towards prospecting?
- Do I really do it every day?
- Do I have a specific time to start and end?
- Do I treat it as seriously as my top competitors?
- Do I have numbers prepared in advance?
- Do I have my scripts internalized and memorized?
- Do I have a specific daily goal?
- Who is holding me accountable?
- Know the hot spots in your market and call them. It could be a neighborhood, price range an area close to certain schools.
- Remember…. occasional prospecting brings occasional results.
Aggressive Lead Follow-up:
It’s as important as your actual production, because you don’t get production without it.
- If they gave you their name and number, they gave it to you for a reason, therefore you have every right to continue to call them until they set an appointment or tell you to go away.
- Being aggressive with lead follow-up will cause one of two things to happen.
- You’ll discover they are not motivated
- They’ll appreciate how aggressive you are and give you an appointment.
- Why would you go through all that work if you are not going to follow up with them?
- Aggressive lead follow-up makes prospecting easier.
- Put the number of an average commission check on every lead card so you understand the potential value of every lead.
- The MFO definition of a lead: a person that will sign a contract in 7-10 days. 3-3-3 rule; after the phone rings more than 3 times hang up, when you’ve called them more than 3 times and you can’t reach them throw them away (there is nothing worse than chasing your money), and then third, if you’ve talked to them 3 times and they wont give you the appointment throw them away. 5-1 that is the average number of leads to an appointment set.
- Is my mindset on managing leads or going on appointments?
- Leads are not like wine and cheese they do not get better with age.
Intense Prequalifying
Why go through all of the work of prospecting and lead follow-up, if you’re not going to find out if they are motivated?
- If your listing ratio is low…it always comes to prequalifying, knowing the script and having the answers to their objections.
- You have the right to ask questions; don’t be upset if they don’t answer to them.
- If you’re concerned about how they answered keep asking until you get the answer. “I fully appreciate what you’re saying but I can’t help you if I don’t know what you need.”
- Don’t interrogate them.
- Can I really help this prospect and do I really want to?
- If they won’t tell you the truth regarding what they want don’t go out with them under any circumstance for any reason.
- Prequalifying absolutely sets you apart from the competition.
Practicing Scripts and Developing Skills: It’s nearly impossible to be good at anything without practice, and it’s completely impossible to be great without practice.
- Do you practice or celebrate after taking a listing?
- Learn to practice with intensity.
- Get a picture of yourself as the best agent in the world.
- We are paid at the level at which we practice.
- Practice always revolves around these issues and each of these issues defines who you are.
- The amount of time you are willing to practice.
- The ability to stay on the scripts, which is the hardest part of the process.
- The willingness to record a perfect practice session and play it back everyday.
- Our growth is determines by our willingness to practice.
Mindset: What is going on inside of your head?
- How are your thoughts influencing your actions?
- We have to be positive 85% of the time to really succeed.
- Be honest regarding your skills to improve your mindset. Understand that as your skills improve your mindset goes with it.
- Ego gets in the way of building a strong mindset.
- Negative thinking is always more powerful thinking because there is so much more of it.
- Filter the negativity to make your mindset better.
- To develop a strong mindset, remove the drama.
- Don’t focus on what you don’t like that Mike Ferry teaches, focus on what you like.
- Don’t compare yourself to others.
- Do what you’re told.
Goals Setting and Motivation
If you look at the word motivation it is simply motive to take action.
- People do not have trouble achieving goals, they have trouble setting them.
- It’s always best to have a well balanced life, however people who are highly successful in one of area of their life are generally unbalanced in other areas.
- Identify the areas you want to progress in; physical, spiritual, mental, business/financial & family and then write a one-sentence goal for each category.
- Create a wish list
- Things I would love to have. (New car)
- Places I would like to go. (Italy)
- Things I would like to do. (Alaska cruise with the Family)
Success is the progressive realization of a worthwhile goal or objective.
-Earl Nightingale
ARE YOU MORE COMMITTED TODAY THAN YOU WERE ON TUESDAY? WHAT IS THE LEVEL OF YOUR COMMITMENT? CAN YOU MAINTAIN THAT LEVEL OF COMMITMENT? IF SO……GO OUT AND MAKE IT HAPPEN!
