115 Days Left Until 2013... Are You Ready?
250 days of the calendar year 2012
has passed, and unless you believe the Mayans and Nostradamus are correct
about 12/21/12… we need to stay focused on our goals.
The first step is to write down
what you want to accomplish by January 1st 2013…
Self-accountability is imperative for reaching short term
year end goals…data base management systems and activities have been covered in
other blogs http://icu-coaching.blogspot.com,
but you must learn to hold yourself accountable to do the things which will help you to
reach your goals.
Adopt a referral based mindset and “data mine” your Book of
Business to discover who are the individuals most likely to help you reach your
new goals…then start a system of contact and care to “train” them to begin to
notice those around them who could use your professional services. Remember, your objective is to become their
resource for everything real estate related.
Consider the following flow for your initial contact:
First: Get personal / build rapport Second: Discuss their real estate needs (Discover a need … “find a problem…fix a problem”)
Third: Ask for referrals (Who do you know who is currently thinking of buying of selling real estate?); it is critical you ask for business.http://icu-coaching.blogspot.com/2012/06/are-you-asking-for-referrals-or-just.html
Step 3: Get a System…
this is a very important step. So many agents we coach never had a system to
manage their prospecting activities…not having a system to tell you when to contact,
who to contact, the type of contact (written, electronic, voice to voice, or
face to face) , and a system to track what your last activity with them
consisted of…is an open invitation for your prospects to slip between the
cracks…and slip away!
Step 5: Use hand written
notes as the foundation to your prospecting system.
-In this high technology world of e-mails and form letters, it is important to
still maintain a personal touch . A simple way to do this is to send out
a handful of handwritten notes each day. Almost every hand written note you
send will be read...there is no bigger bang for the buck than a hand written
note. Use them and watch your response rate soar!
Step 6: Develop an
attitude of gratitude with your Book of Business…when you receive a referral go
over-board thanking them… keep them updated on the disposition of the referral
and when it closes thank them again!
When contacted regularly and enthusiastically your past
clients and center of influence people will be some of your strongest sources
of business. You will be able to consistently obtain quality referrals from
these people in any type of market. Focus on providing great service to them,
and the leads you receive in return will be the foundation of your business.
Eddie Brown ©2012
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