All the Right Answers Real Estate Sales Mastery

Transcription

1 All the Right Answers Real Estate Sales Mastery Workbook Week #1 Getting More Leads Keeping Your Conveyor Belt Full

2 Week #1 Workbook The Concept 1. CRITICAL POINT: The secret to success in selling real estate is making the connection between your activities and your goals. 2. The business of selling is all about the business of. The more people you connect with the more business you will do. 3. If you are not prepared to who need what you sell then you are not in the selling game. 4. There is very little wrong in the real estate business that won t fix! 5. THE CONVEYOR BELT in our business is typically. It starts with the first contact and ends with a pay check. 2

3 6. The key to making more contacts is to identify the and that appeals most to you. 7. Let s review the most common sources of business first: A. B. C. D. E. F. G. Just listed/just sold H. Sign calls/ad calls/duty calls I. J. Service providers K. Other agent referrals L. M. 3

4 8. On a scale of 1 to 10 (10 being excellent) rate yourself as to how well you do working the above sources. Now circle the ones you know you need to improve on. 9. There are two types of prospecting.... Let s review the various contact methods and put them into two lists: ACTIVE Telephoning (new & old customers) Door Knocking (new & old customers) Lead Follow-Up Farming (phone or in-person) Dropping by (P/COI, FSBOs) Personal Notes Client Parties / Get-Togethers Internet Leads/Inquiries Social Networking / Asking Other Agent Referrals PASSIVE Direct Mail Mail Drops Open Houses / Newsletters Floor Time / Kiosk Personal Notes Newspaper Ads Social Networking / Not Asking Paid for Leads (Zillow, Trulia, Tiger, etc.) 10. Check off above the ones you do consistently (3 5 times a week). Circle the ones you do well. Put an X beside the ones you should do more. Effective Lead Generation 11. The mornings are for the afternoons are for. 4

5 12. Prospect at the. This should never be considered an. 13. Make a minimum of per hour. Prospect a minimum of. 14. A contact is a conversation with a decision-making adult. 15. Memorize and internalize your scripts through before you start your prospecting session. This will dramatically increase your contacts per hour. 16. The better you become at objection handling the you will make and the better will be. 17. CRITICAL POINT: Become a master at keeping the snakes in the box. Interruptions are. 18. The Art of Consistency Secrets of the Superstars: A. They 5

6 B. They have C. They have D. They E. They play to the end How to be a Powerful Prospector 19. The characteristics of a great prospector: A. B. Use the script like a C. Confident, assumptive, great body language D. Lots of avoid yes/no E. in the morning F. Closing times G. H. High energy, standing up, mirror 20. Make sure your environment is. This means no distractions, clutter free, scripts on the wall,. 6

7 21. CRITICAL POINT: Be a vicious guard dog at the door of your mind and your attitude. Let nothing in you winning at a very high level! 22. Never forget that the hardest call is often. A great technique is to always start your prospecting with a Past Client or a Center of Influence to boost your confidence. The Secrets of Great Lead Follow-Up 23. A HOT LEAD is someone who will sign a contract to buy or sell a home in the next. 24. You need two HOT LEADS (30 day) you intend to do that month. If you re going to do then you need. 25. There are two types of leads &. Long-term leads should go in your computer. 30 day leads should go on paper HOT PINK PAPER! 7

8 26. every day. Put it in your schedule Preferably twice (early and late.) 27. Keep. As you flip through your HOT LEADS every AM, you are only looking for the ones with. Remember that bad leads will hide the good leads. Don t be a HOARDER! 8

9 Week #1 Homework 1. Complete the exercise outlined in point #8. 2. Complete the exercise outlined in point # Using your answers to the above two assignments, contact a minimum of 10 people a day (5 days) and ask for business would be even better. 4. Keep track of your results # of contacts, # of leads created (short-term and long-term), # of appointments set. 9

10 Week #1 Answers 2. Connecting with people 3. Go out and find people 4. Two hours a day of prospecting days long 6. Sources of business, contact methods 7. A. Past clients B. Centers of Influence and Referrals C. FSBO s D. Expireds E. Internet leads F. Old leads I. Absentee owners L. Networking sources M. Open houses 9. Active and Passive 11. Lead generation, lead servicing 12. Same time every day, optional activity , 2 hours per day 14. When you ask for business 15. Daily practicing and role-playing 16. The more contacts, your results 10

11 17. 90% self imposed 18. A. Keep score B. Clear goals C. a Coach D. Practice daily 19. A. Stick to the script B. Leash when walking a dog D. Open questions E. No interruptions G. No gaps between calls 20. Prospecting friendly, everything ready the night before 21. That doesn t support 22. The very first call you make days 24. For every deal, 3 deals, 6 leads 25. Long-term leads and 30 day leads 26. Go through your HOT LEADS 27. It simple, today s date for follow-up 11

12 About Bruce Keith short period of time. Bruce Keith helps you become a dramatically more effective salesperson by focusing on three main aspects of the business of sales Time Mastery, Real- Life Sales Skills, and Repeatable Business Systems. The result is you become more efficient, you know what to say and how to say it, and you perform your tasks consistently in a highly efficient fashion. His proven strategies and techniques have helped 1000 s of salespeople take their careers to a whole new level in a surprisingly The books Bruce has written, the products his company has produced, and the highly successful effective Coaching programs provide an amazing combination to support salespeople all over North America. If you want better results in a short period of time then this is for you. As Bruce says, The better you starts here! Contact Bruce and his team today. 12