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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 | BRIGHT IDEAS 1. Ask prospects what their two most important concerns are in selling their house and adapt your presentation accordingly. 2. Post a privacy statement on your Web site telling people you will not sell their e-mail address or other personal information if they supply it to you. 3. Don’t stop at one call to FSBOs; three or four spaced over a month will often do the trick.—Mike Ferry, Irvine, Calif. 4. Contact your best prospects first, in case you run out of time. —Dave Beson, Minneapolis, Minn. 5. Rate your prospects “A,” “B,” and “C” and devote most of your marketing efforts to the top two groups. Re-rate the list once a year. —Tammy Fadler, Festus, Mo. 6. When making calls, don’t forget your “hot list,” prospects you believe are ready to list. If you miss even a day, they may have gone with someone else. —Ralph Roberts, Warren, Mich. 7. Develop a set of scripts with answer to FAQs from prospects. —Dave Beson, Minneapolis, Minn. 8. Analyze the language used in FSBO ads and adapt your marketing presentation to fit the style of each prospect.—Joe Meyer, Lake Grove, N. Y. Make this list grow. Submit your best prospecting ideas here, by clicking on the feedback icon below. Code of Ethics, next page > | |