Today’s
blog is designed to aid you in putting some “power” into your prospecting
systems. For most agents prospecting systems are short term energetic at best…but
when exposed to a proper endurance test… they quickly become feeble and sluggish.
We
hope the following info and suggestions will give you the motivation to take a
long look at your prospecting methods and systems, and the consistency of how
you incorporate them into your current business plan.
CREATE THE EXPERIENCE:
As
of May 01 2013 The Triangle Area has 6988 active REALTOR Associates…even with
the Pareto Principle 80/20 rule (http://en.wikipedia.org/wiki/Pareto_principle
) taken into account...it leaves 1400
agents who are highly competitive and consistent when searching for new
business. To be distinguishable in this prestigious crowd… you will have to
create an “experience” with the prospects. Do something a little different….Do
it all a little better…and do it more consistently than your competition and
you will capture more business. You will never capture it all…don’t try… just
go after your share with a purpose!
·
Face to Face
visits are the most effective way to build relationships…try it…you might just
like the world out there beyond your computer screen!
·
Write a Hand
Written Personal Note (HWPN) after each face to face or voice to voice visit.
There is power in the hand written words…and the magical thing is…people read
them!
·
Items of Value
(IOV) – As a giver, discover what is valuable to the prospect and the items you
send will become valuable…and in turn add value to your offer to assist them
buy or sell property.
Two Suggestions to Inject More Power into Your
Prospecting Systems
1. “The Quick
Six Fix”: Should become the action plan of choice when
you meet a new prospect. Start on day one and then perform the next action 5
days later…giving you a full 30 days of contact in the action plan.
·
Mailed IOV
·
Call… asking did
you get the IOV? Ask for referral “who do you know”?
·
HWPN… follow-up to
call and thanking for speaking with you
·
Emailed Market
Data
·
Call… asking did
you get the Market Data and do you have questions? Ask “Who do you know”?
·
HWPN…Follow-up on
call… thanks for speaking with me….
·
Start over or move
to another action plan depending on time frame, qualification, and or status of
motivation/desire.
2. 10-10-20 Just
Listed Marketing: This action plan is designed for building
awareness in a neighborhood where you have just listed a property. The day the
sign goes up start the plan and run the program until the property closes.
Select 10 homes to the left of your listing…10
homes to the right…and 20 homes across the street for this action plan. Save these
in your data base for when you get your next listing in the neighborhood…pretty
soon you will have the entire community aware you are the professional neighborhood expert who can sell
their home!
·
Day one: Just Listed Post Card photo of home listed
asking “Do you know someone you want as your neighbor”?
·
Day Seven: Activity High… We need more inventory! report mailed… Ask for
email address to send real estate data which affects the value of their
property.
·
Day Fourteen: Invite to Open House
·
Day Eighteen
and every week until pending: Mail
Neighborhood info on Active, Pending, Closed. Ask again for email address to
send electronically.
·
When Pending: Same Card as day one stating CONTRACT
PENDING!
·
When Closed: Sold in ___ Days! Meet your new neighbors!
This
system is great to start “geographically farming” a neighborhood… with your
first listing you start with 40 home owners on your list…When you list the next
property add 40 more and so on…. Soon the entire neighborhood will be in your
data base and your name will be remembered as the agent who gets the job done.
For
more info on how to use Power Action Plans for prospecting…go to www.ICU-Coaching.com or call Eddie at 919-785-4201
Eddie
Brown ©2013
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