1 / 30

Presents Prospecting for Success Fall 2010

Presents Prospecting for Success Fall 2010. Number One Secret to Successful Prospecting. What Prospecting is Not. What Prospecting is Not. What Prospecting is Not. What Prospecting is Not. What Prospecting is Not. What Prospecting is Not. WHAT’S THE GOAL?.

travis
Download Presentation

Presents Prospecting for Success Fall 2010

An Image/Link below is provided (as is) to download presentation Download Policy: Content on the Website is provided to you AS IS for your information and personal use and may not be sold / licensed / shared on other websites without getting consent from its author. Content is provided to you AS IS for your information and personal use only. Download presentation by click this link. While downloading, if for some reason you are not able to download a presentation, the publisher may have deleted the file from their server. During download, if you can't get a presentation, the file might be deleted by the publisher.

E N D

Presentation Transcript

  1. Presents Prospecting for Success Fall 2010

  2. Number One Secret to Successful Prospecting

  3. What Prospecting is Not

  4. What Prospecting is Not

  5. What Prospecting is Not

  6. What Prospecting is Not

  7. What Prospecting is Not

  8. What Prospecting is Not

  9. WHAT’S THE GOAL? • It’s not to have a discussion about how great we are over the telephone. • It’s not to get all our work done from the comfort of our desk so we can roll in for a signature, because that is highly unlikely. • It is to get into the house and create an opportunity to meet the seller and begin to develop a relationship.

  10. How to Get Started • First step is to see the value in prospecting • Sit down • Pick up the phone

  11. How do I find the Phone Numbers

  12. How do I find the Phone Numbers

  13. Helpful Resources • www.searchbug.com • Etc etc

  14. OMG They’re Home!!! • Now what? • Talk. • It is to get into the house and create an opportunity to meet the seller and begin to develop a relationship.

  15. OMG They’re Home!!! •  Hello, my name is____________, and I am calling you from CBVGR, I notice from the MLS…….blah, blah, blah. • Now what? What do we expect the Seller to say at this point?

  16. OMG They’re Home!!! • “I see your listing has expired with ____________”

  17. OMG They’re Home!!! •  I see your listing has expired with ____________________ • (Is this a question?) It requires you to continue speaking and roll right into a sales pitch or a long explanatory. Why? Because you have left yourself no choice. The client is likely to respond much like we often do when we receive a sales call. We are conditioned to say no because we are constantly being bombarded with people wanting something from us. We don’t want anything from the expired listing seller, except to do them a favor.

  18. OMG They’re Home!!! • Hello Mr._______, it’s (First name only) _______________. Is your house still for sale? (Open ended inflection up).This requires a yes or no answer from the seller.

  19. OMG They’re Home!!! • Hello Mr._______, it’s (First name only) _______________. Is your house still for sale? (Open ended inflection up).This requires a yes or no answer from the seller. • “Oh good because I have shown/previewed your property several times and I would like to revisit your home for some buyers, would that be possible? I have Saturday morning between 9 & 10 open if that works for you.”

  20. OMG They’re Home!!! • More open ended question: • Why are you selling? • What were your plans had you sold? • ??????????

  21. Common Objections • “I don’t want to commit to anyone right now. Three other companies all told me they could sell my house and no one has come through” • Assure the seller that you just want to preview the house and that there is absolutely no pressure. Make it easy. • Compliment the house; “I remember the house had a beautiful ____________, or a great ____________”. “_________ Street is such a great location”.

  22. Common Objections • “If you have buyers, bring them over and we’ll pay you the selling part of the commission.” • “That is generous, but why are you limiting yourself to one agent’s buyers? Are you familiar with how the MLS works?”

  23. Common Objections • “I’ll probably just relist with _____ .” • What do you expect to be different this time?

  24. Common Objections • “We’re going to rent it out until the market comes back.” • Response -

  25. Pre-Expired Listings • What are they? • How do I find them?

  26. Pre-Expired Listings • What do I do with them? • What don’t I do?

  27. Pre-Expired Listings • What don’t I do?

  28. F.S.B.O. • To call or not to call

  29. Common FSBO Objections • I’ve sold a lot of real estate • I don’t want to pay a commission • Different market today than when you sold. Buyer’s market. Tighter credit. More inventory. Higher reliance on internet marketing.

  30. Common FSBO Objections • I don’t want to pay a commission • Response –

More Related