Friday, March 13, 2009

No Excuses

Todd Koch reminded us today during the Scripts & Dialogues session that we should make no excuses. Here are his suggestions to help you succeed in that effort:
  • Remember to hand out 10 business cards each week. Turn your casual conversations into the topic of real estate.
  • Use daily and weekly accountability sheets to stay on track. Need an example? E-mail me at lbohlen@previewproperties.com.
  • Every night Todd writes down what he needs to accomplish the following day.
  • When he is setting his weekly schedule up, he blocks off personal time first, then prospecting time (which he prefers to do first thing each morning).
  • If you think a deal will take weeks, it will. If you think it will happen today, it will!
  • Keep your big rewards in mind at all times (we call these our "50s" and "100s" - EX: a big vacation, a new home, etc.).
  • Todd suggested trying a different strategy when contacting your sphere of influence: admit that the market stinks, that you really need some work and ask if they know someone who needs to buy or sell real estate. If they do, ask if they could make the first contact - a third party endorsement often improves the conversion rate.
  • Go knock on the doors of homeowners whose listings expired eight months ago. They were once motivated to list their property - are they now?
  • When you are sitting in a public place and pick up on conversation around you that is real estate based, say "I didn't mean to overhear your conversation, bla bla bla....could you give me your phone number so I could contact you later?" If they don't want to give you their number, say that's OK, give them your card and ask them to call you when they are ready.
  • He suggested playing games with prospecting to keep interested in it. For example, Todd shoots for 10 people hanging up on him while he is on the phone prospecting each week. Of course he never hits that!

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