UNIQUE PROSPECTING

SCOTT EINBINDER

First

•There must be Frequency

Prospecting Budget

•Total Available Time

•Select Days in Advance

•Select Hours within the Day

•Select Channels

•Reconcile Once Per Month (or Daily)

Channels

•FSBO

•EXPIRED

•SPHERE

•AREA SURROUNDING YOUR HOME

•LIS PENDENS

•PAST CLIENTS

FSBO•PREVIEW NO CLIENT

•RISK REDUCTION?

•PRICE POSITION

•LP/DU ANALYSIS

•LIABILITY

•SHOW HOMES TO SELLER

EXPIRED

•PRICE POSITION

•MERCHANDISE?

•RISK REDUCTION

•EXPECTATION SET BY OTHER AGENT

•PRE-CMA

•SHOW HOMES TO SELLER

SPHERE

•DATA TO PROVIDE ON MONTHLY BASIS

AREA SURROUNDING

•NICE TO MEET YOU

•I AM A REALTOR

•PRICE DATA

•HOME IMPROVEMENT

•MORTGAGE AND TITLE DATA

LIS PENDENS

•SHORT SALE CONVERSATION

•AVOID BANKRUPCY

•BUY ANOTHER HOME WITHIN ONE YEAR

•2013 TAX ISSUE

PAST CLIENTS

•IF I HAVE TO TELL YOU PLEASE LEAVE THE BUILDING

The Mindset of

NOby

SCOTT EINBINDER

Youth

•Without Asking You Heard No in the Negative

•Do not touch, go, etc...

Adult

•Carry the Interpretation of No into Our Professional Life

•Develop a THINKING PROCESS that NO is NEGATIVE

Economy is Bad

•Why are others thriving?

•Why do others not complain?

•Same Conditions-Different Results

THE BAD MENTALITY

•DOING THE SAME THING EACH DAY

•WAITING FOR MARKET TO SAVE YOU

•RESIST OR FEAR OF CHANGING

•NOT REALLY FOCUSED ON CUSTOMER NEED

COMMON TRAITS FOR THOSE

WINNING TODAY

•BELIEVE IN DIFFERENTIATION

•CREATE A TRUE VALUE ADDED EXPERIENCE

•POWER OF ENTHUSIASM

SALES

•NO IS TO MOST THE WORST THING TO RECEIVE IN SALES

•IT MIRRORS OUR THOUGHT OF NO IN OUR YOUTH AND HOW TRAINED BY AUTHORITY

THE ACT OF NO

•WANT SOMETHING AND WE ASK

•HEAR NO

•CREATES THE (BAD NO)

THE BAD NO

•THE BAD NO CARRIES FEELINGS

•FAILURE

•NOT LIKED

•DID NOT RECEIVE SOMETHING

•POOR SELF REFLECTION

•THIS IS WHY WE AVOID THE BAD NO

IT CAN CHANGE

•THE GOOD NO• WHAT DOES IT REALLY MEAN

• YOU TRIED

• YOU MADE AN ATTEMPT

• YOU BELIEVE IN YOURSELF

• YOU HAVE CONFIDENCE

• FEAR DOES NOT PARALYZE YOU

• YOU WORKED, YOU REALLY WORKED

IF YOU SEE NO AS BAD

•YOU CANNOT REACH YOUR FULL POTENTIAL AS IT IS IMPOSSIBLE

•IF YOU SEE NO AS A BADGE OF HONOR IN YOUR CHARACTER YOU CANNOT HELP BUT REACH YOUR POTENTIAL

THE COUSIN TO NO

•IS CAN’T

•OFTEN REPEATED BY THOSE WHO LIVE IN THE WORLD OF THE

•BAD NO• AVOID THESE PEOPLE AS THEIR CONVINCING YOU NOT TO ACT

VALIDATES THEIR OWN FEAR AND FAILURE