You need to make sure you have the pipeline you think you have, or your listings and sales will suffer. The first key is to have a lead magnet bringing customers to you so you have plenty of listings in the market every month. One of your best lead magnets is your social proof, and […]
Tag Archives: prospecting
Prospecting That Works
Prospecting is not just about gathering names to fill up your database – it’s about building and maintaining relationships with people you meet and people you already know. And your call sessions need to accomplish more than listing and selling properties; you need to be checking in with those people to see where they are […]
Past Clients
Your past clients are some of your best referrals and potential future prospects. So why are you ignoring them? Past clients should be included in your daily call sessions, and today I’m going to tell you why you need to stay in touch with them. Most agents are focused on prospecting for new customers and […]
RFM Analysis
Getting face to face with your clients is the way you get listings, but to book those appointments your prospecting calls must produce results. The best way to encourage people to meet with you is to make that meeting relevant to them by knowing your client and their situation. Some of your best prospects are […]
Getting Efficiency On Your Saturdays
Saturday is a big day for your business, but if you’re not making the most of it then you’re losing the game. In this Coaching Tip I’m going to tell you how to get the efficiency you need to do more open homes, gather more data, and target your prospecting for better results. The key […]
Getting Back On Track
If you’re not getting the listings you need to reach your goals, then you’re off track. I’m going to share a simple system with you today to kick you back into place and get your momentum going again. You have to set a goal, and that is based on knowing your numbers. You need a […]
That One Key Number
Knowing your numbers is vital to measuring your success, but there is one key number you need to focus on to maintain consistency in sales and income. That number is different for each agent. Depending on your level of business, you will want to focus on one of these: • Open for inspections • Appointments […]
Why your marketing isn’t working
Seth Godin is the author of a series of sharp, relevant marketing books. One of his philosophies is, “What are you shipping?” His point is that you may know the mechanics of marketing inside out. But what are you effectively doing with your resources and capabilities? Specifically, what are you sending out to all of […]
Momentum with Open for Inspections
You might be thinking that January and February can be slower months for your business because of the holidays and business will pick up after that, but this is actually the best time to set the pace for the rest of the year. If you look at what is actually happening in the marketplace, January, […]
Momentum Through Call Sessions
There’s no question that call sessions are the most significant technique for building momentum and driving your business to success. So why do so many agents avoid prospecting by phone? The truth is, whether you make those calls enthusiastically or hardly make them at all begins with how you think about the process, and that […]