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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

  USE PERSONAL ASSISTANTS FOR PROSPECTING

Personal assistants can be your secret prospecting weapon, say two top performers, Mike Brodie of Keller Williams in Dallas and Lon Walters of the Lon Walters Team at Coldwell Banker First Affiliate, Sedona, Ariz.

From Brodie:
  • Use only licensed assistants; they can give prospects more information.
  • Hire assistants that complement your personality and skills; use behavioral assessment testing to help you make a selection.
  • Hire experienced people; then they know when to set up the appointment and when to bring you in.
  • Train assistants to patch callers through to your cell phone so that you can make the appointment without the need for a call back.

From Walters:
  • Let your assistant do more; our team has a “concierge,” who not only handles administrative tasks but acts as a resource for buyers and sellers on everything from reputable repair people to updates on the best local schools or top restaurants.
  • Create distinct job functions for every team member; not everyone has to sell to contribute.
  • Keep a rolling log of contacts, advertising, and open houses to track results.
  • Hire for values; you can always teach skills.




  • Write a letter to 25 homeowners announcing that you will stop by to meet them on a specific day or days. Always hand-address your letters. It increases the likelihood that they will be opened, suggests advertising guru Robert Bly.
  • Try to avoid the dinner hour. Some salespeople feel that Saturday is best because people will be home and more relaxed.
  • Dress neatly; no jeans or t-shirts.
  • Keep your presentation short.
  • Let them do most of the talking. Ask general questions about the neighborhood: Is it improving? What are the advantages of living in the area? What are the issues residents are concerned about?
  • Ask their permission to contact them periodically with information about the real estate market.
  • Wrap up the survey by asking if they know anyone who may be thinking of selling.
  • Keep careful notes and add pertinent information to your database.
  • Contact everyone who agreed to speak with you on a quarterly basis.
  • Conduct a survey on a topic of interest.
  • Take careful notes, and add information about each contact to your database.
  • Contact everyone you spoke with on a quarterly basis.

TIP: Many salespeople think leaving some kind of gift , such as a calendar, pen, or magnet with your name, company, phone, and Web site, is a good way to help prospects remember you.

Public Speaking, next page >		    
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
Keep It Ethical
Do not solicit individuals who have exclusive contracts with other real estate professionals. Standard of Practice 16-2, 16-3
 
 
 
Keep It Ethical
Never discuss or circulate information about the racial, religious, or ethnic composition of any neighborhood. Standard of Practice 10-1
 
 
 
Keep it Legal
Some towns prohibit canvassing; others restrict it to certain hours.







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