Ask any successful Broker the secret of success in the business and the instant answer will be Names — the regular flow of names.
A broker is a self-employed professional spending most of the time on a laptop and a smartphone tracking clients. The day would begin only if there are new names to call, else the broker feels dejected and calls the same old numbers who had said No earlier.
The art of prospecting is a habit that develops only when there is regular and effective search for names(prospects) using few systems as detailed below :
- Rule of 10: Each day tries to collect at least 10 new names from all the sources. If you work 5 days a week then each week you must have 50 new names, that’s simple maths. Usually, these names are suspects who have not passed through your filters. Your licensing school, mentors, and coaches would help you in developing your filters which can qualify a suspect into a prospect.
- Social Pool: Identify a few well-wishers who are interested in your success. They can be your relatives, friends, ex-colleagues, church staff, Gym owners this is your social pool. Develop relations with them, share your professional aspirations and dreams, talk them into sharing relevant information and names. Keep updating them with progress and also reward them in case of any successful deal. Slowly, you will have few COI ( Centre of Influence ) who will be working as business partners.
- Contact your customer base, take their feedback, and ask for names if the feedback is positive. Look for opportunities to remain in touch with your customer base as they are the best sources to refer you to new names.
- Use social media platforms like Facebook, Linkedin, Instagram, and share Real Estate news. You will receive new inquiries if the right positioning is done using Digital Marketing tools. Your school can help you in building your social media presence.
- Call three friends every day and share news of your professional field . Give them updates on changing prices and attractive bargains. Ask for names who may be interested in Real Estate.
- Join social groups like the local church, gym, hobby centers. Your visibility is critical and never forget to carry your visiting card. Share your card at every opportunity.
3. Trigger Questions: Art of prospecting needs the regular practice of trigger questions which helps you in generating new names. Some examples are given below :
- My name is David and I am a Real Estate Broker licensed in the state of Chicago. For the last three years, I have helped over 50 clients move into Illinois. I specialize in the mid-income category and to expand my business, I am looking for names who may be looking for new bargains in Real Estate.
- Did you attend any marriage function in the last one year? Can you share the name?
- Was any of your friends blessed with a newborn, can you share the name?
- Who was your best friend in High School and how is he doing now? Can you share a name?
If the day is begun with 10 new names then it leads to guaranteed success. Before joining a Licensing School, you should prepare a P 30 i.e Prospect list of 30 known persons who may become your potential customers. While preparing for licensing, you must send an email to 30 prospects that you are under training and would be licensed very soon.
An early success motivates you for a great start in your career with the best Real Estate School.
Best wishes from Inland School.
Source — https://bit.ly/2YPoL7M