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|  Income-Planning Worksheet Advanced tip: Permission Marketing Warm Calling Advanced tip: ABCs of Prospects Broker tip: Add Rehab to Your Business Prospecting Buyers Call-Ins Advanced tip: Use Personal Assistants for Prospecting Advanced tip: Public Speaking Community Involvement Prospecting in Print Tracking Prospecting Results Advanced tip: Lead Analysis Quiz: Prospecting Bright Ideas: Prospecting Code of Ethics: Prospecting More Resources: Prospecting | < b> | CALL-INS: Someone Calling You · Be positive. Smile when you pick up the phone. Experts say the simple act of smiling subtly alters your voice and manner and makes you more approachable. · Get a name. Otherwise you can’t follow up. Giving a name is the first sign that someone is serious about buying. · Get a source. Find out what promotion got the person to call. Keep records to track marketing programs. · Don’t sell. Your goal with call-ins is to determine if they are serious prospects and then schedule an appointment. TIP: Use the positive-choice method to set up a meeting: “I can show you the house at 1:00 p.m. today. Or would 2:00 be better?" TIP: If a caller is reluctant to give a name, offer a free packet of information. Techniques for Better Telemarketing · Be sure you are talking to the decision-maker; otherwise you’re wasting your time. · Avoid word-for-word scripts. Use bulleted fact sheet so that you will remember key points. · Keep the number of points you want to cover to 10 or less. · Listen to the vocal tone of the prospect as well as the actual words to assess interest. · Adapt your presentation to the caller’s interests. · Listen to see if callers use their first or last names and reply in a similar fashion. · Ask if the prospect is busy; if so, ask for a convenient time to call again.—From Telemarketing that Works, by Raymond Harlan and Walter Woolfson Jr., Probus Publishing Keep it Legal: The cold-calling activities of real estate professionals need to comply with the requirements of the new National Do-Not-Call Registry after Oct. 1, 2003. Click here to learn more about the registry. If you are unsure about how the new rules will impact your telemarketing activities, it is recommended that you consult with your attorney before taking any action. TIP: Telemarketing can yield results: · A telemarketer working 10 hours a week, 50 weeks a year will make 10,000 contacts · 2 percent of those contacts will be leads: 200 leads · 50 percent of those leads will be qualified: 100 leads · 50 percent of those qualified will be interested: 50 · 50 percent of those interested will actually buy or sell: 25 · 80 percent of those willing to buy or sell will actually close: 20 —Courtesy of GRI Instructor Kim Daugherty, Gundaker REALTORS®, Maryland Heights, Mo. TIP: To spend less time responding to queries, contract for a fax-on-demand or e-mail autoresponder so that customers can receive information on listings and your firm while you are out. An autoresponder service through your internet service provider is very inexpensive and gives buyers and sellers 24-hour access to you. Personal Assistants, next page > | |
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