New This Month
Print Article Archives
Reprints / Subscriptions
Editorial Calendar
Media Kit
Popular Features
Architecture Guide
Cost vs. Value Report
Good Neighbor Awards
Handouts for Customers
Top 100 Companies
Take a Quiz
30 under 30
Young Professionals
REALTOR® Emeritus
Architecture Guide
Cost vs. Value Report
Good Neighbor Awards
Handouts for Customers
Top 100 Companies
Take a Quiz
30 under 30
Young Professionals
REALTOR® Emeritus | |  | | ||
|  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 | WARM CALLING Part I: Calling Someone You Know Starting October 1, 2003, some calling activities of real estate professionals need to comply with the requirements of the new National Do-Not-Call Registry. 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. Cold-calling—calling someone you don't know or have any established business relationship with—will not be allowed under the new registry. However, warm-calling—calling someone you know—is allowed under certain circumstances unless the person has requested that they be placed on your company's do-not-call list. Any customer or client whom you have an established business relationship with can be contacted by you up to 18 months after the last transaction. To learn more about what sort of calls are regulated in this new registry, click on the link above. ·Start close to home. Call your family and friends. Call your neighbors. Call the members of your church or the parents of your son's little league baseball team. Call your doctor, your stockbroker, your haberdasher. · Past customers are your best prospects. The average homeowner moves every six years. Don't lose touch. · Don't just call once. Make a list, and call each of these contacts quarterly. TIP: You already have personal credibility with those who know you, so focus on your expertise and success in real estate. For the Advanced Salesperson · Rank prospects in your database according to their activity with you in the last year—A, B, and C. · Recent activity can include sales, referrals, leads, listings, or purchase. · Spend 50 percent of your time on the As, 35 percent on the Bs, and 15 percent on your Cs. · Once a year, cull the database and remove those with no activity.--Courtesy of Tammy Fadler, RE/MAX Metro, Festus, Mo. Adding Home Renovations to Your Business, next page > | |