Prospecting

Sales MeetingSeptember 22, 2010

Video

The Prospecting Profeaturing

Anna “Banana” Kruchtenof

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

• Start one!– Church or other

Religious Center– Athletes– Social-Meet for Happy

Hour once a month!

• Join one!– Young Professionals

Network– Chamber of Commerce

Meetings– MREN-Metro Real

Estate Network– Buy the Big O! Show

• Oct 13

Fun Ideas!From Other Realtors!

Walking BillboardsI 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 MoneyOne 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 Cards

I 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