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FOLLOW UP
Once a contact agrees to help you expand your business, you must follow up.
1. Immediately send a thank you note.
2. Schedule a call back within 30 days.
Your success depends on the quality of your relationships with other people. Doing something physical to show appreciation indicates that we do more than just pay lip service to the efforts of others.
GET CREATIVE IDEAS From Leslie
A True Story: A female real estate agent bought herself an old box truck, painted it white and then had a sign company put the following on the sides:
Her Name, Real Estate Company Name
MOVING TRUCK
I supply the Service and the Truck
Let’s Get Moving!
phone number, email and web-page
Every single day she parks that truck at a busy intersection, shopping center or mall. She does very well.
Another true story: On the fourth of July an agent placed small American Flags at the edge of every property in a specific neighborhood with a small sticky note stuck around the base of the pole which said, “I’m so proud to be an American. Happy Fourth of July from her name, company name and phone number.”
Neighbors woke up to see their neighborhood nicely decorated for the fourth. It looked great. The neighbors were so inspired that the following year they got a permit to have one street blocked off and they threw a block party. Those block parties continue today and she continues to put those flags out every year. She does well. It is very rare to see another agent’s For Sale sign in that area.
REFERRAL BUSINESS
By far referral business is the preferred business. It reduces the amount of prospecting time. Be recommendable. Stay consistent. Be visible in the community. Participate in groups, volunteer and join a gym. Most important of all, ask for business.
EXPIRED LISTINGS
Sellers list their house with a company in hopes of a sale. despite the efforts of the firm, sales associates and the Multiple Listing Service, the house may fail to sell during the listing term. The house is then “off the market”. This is an expired listing.
Expired listings provide a ready source of prospects for you. You must understand why listings expire, how sellers react to the expiration and how you can help solve the problem.
FOR SALE BY OWNER (FSBO)
The “By Owner” sellers attempt to sell their home for the following reasons:
1. Belief that their net equity will be greater.
2. Pride of doing it themselves.
3. Distrust of salespeople.
4. A lack of understanding of the service we provide.
You must explain the service you provide and their benefits.
TERRITORY MANAGEMENT
This approach is to take a geographic area and expose the homeowners in that area to a series of in-person, mail and telephone contacts in order to create future business. The result is that as the residents begin to think about buying and selling real estate, they will think of you.
The benefits of this prospecting method are clear. You will have immediate and future business in a specified area with which you are familiar.
OPEN HOUSE
The opportunity to hold a “for sale” open home (open for inspection) often gives a high rate of return for time and money invested. In a period of a few hours you have the opportunity to meet motivated buyers and sellers.
A main objective of an open house is to meet buyers. Usually an advertisement is placed in the appropriate local newspaper. A sign is placed in front of the house and in as many other locations as is practical and permissible.
At an open house, the house and YOU are open for inspection.
Occasionally potential sellers will shop at open houses in order to compare their property. They are trying to get a feeling of the market. You can increase the opportunity to obtain listings by letting them “see how you work”. Ask them motivation and urgency questions such as: “Will you be selling another house before you go into your new home?”
INCOMING TELEPHONE CALLS
Initially callers want to ask just a few simple questions and hang up. You must atke control of the conversation to turn the incoming call into an appointment.
PROSPECTING TOOL IDEAS
Facebook
Twitter
Web page
You Tube
Brochures
Magnets
Pens
Thank you Gifts
Business Cards
PROACTIVE vs. REACTIVE PROSPECTING
You don’t have to depend on “opportunity” or floor time.
You don’t have to wait for the phone to ring, the market to change, etc.
You don’t have to wait for repeat business or referrals.
You will always have a steady stream of fresh prospects.
Proper follow-up will cultivate future business.
You are in control.
DON’T “CAN’T” YOURSELF OUT OF THE BUSINESS
Take control of your future, start today.
GOOD LUCK WITH YOUR PROSPECTING!

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