Guide to Learning How To Prospect Effectively, Efficiently & Profitably
Effectively = Be able to set an appointment every time you prospect.
Efficiently = You actually follow an organized plan.
Profitably = You set appointments with Motivated, Qualified people.
1. Decide which sources of business, or ‘spokes’, you will concentrate on. We recommend for most agents the following combination, [...]
By Julie Harris
“It says proper previous planning prevents pitifully poor performance.”
Write this down. Based on the saying, proper previous planning prevents pitifully poor performance, how you are going to do this plan? What I love about this is that a graduate student implemented this and said she was going to do this every [...]
By Julie Harris
One of the most basic things to do right now and perhaps the most critical thing is building your listing inventory for 2008. You need listing inventory.
In a buyer’s market you need buyers. Where do they come from? Sign calls, listings, activity surrounding listings. Where do listings come from? Marketing, prospecting, lead [...]
By Julie Harris
The secret top producers know that the first of the month is expired palooza day. The most expired’s and opportunity happens on the first of every month.
The most exciting days of the year for expired hunting. It sounds like a great time to be calling expired’s. all day long nothing but expired [...]
By Julie Harris
Yesterday, the discussion was about how to go into a listing presentation fully prepared to discuss price in such a way that you’ll price it correctly in the first place.
One of the most common questions that you’re sending all the coaches, you’re doing a great job in thinking about how you’re going [...]
By Julie Harris
Today, I’m going to take liberties with you all. I’m going to be very direct. I want you to take this to heart 100%. Realized when you do this, do it consistently and hold yourself accountable, especially if you’re accountable to someone else. It could be anyone.
When I say these things to [...]
By Julie Harris
So far you know where your business came from and where you’d like it to come from. The first thing you should do is an honest assessment. Some of you actually have a high level of skill and know how you would go about getting more business from lead follow-ups. You know what [...]
By Julie Harris
Yesterday you were figuring out where your strongest spokes were. Where does that income come from? What is the source? You should have the answer to that most people have three strong sources of business and now you know what your strengths are. Remember, we have an agreement we’re never going to drop [...]
By Tim Harris
Today I’m announcing two new programs we’re offering in February.
The first is Prospecting for Dollars. The program is $97 a month and as many of you know we typically open the program to 100 to 200 agent who sign up and we limit the class size to make sure we all have [...]
By Tim Harris
The system tells us how many people are listening to us and I’m thrilled to see how many of you are working today that’s great.
I know many of you who know to call expireds are hitting those expireds being it’s the turn of the year and yesterday was the first of the [...]
