prospecting: 10 Ways to Make Prospecting Emails More Effective - 01/31/12 02:37 AM
The object of an e-mail is NOT to get it opened and read. The object is to get a response. As you probably already know, most decisions we make are based on “EMOTION”. Use specific words, sequences, and phrases in your email copy to dramatically improve your response rate.
10 Ways to Make Prospecting Emails More Effective: Start your e-mails with the words: “As you are reading this, you will discover ___________ (then fill in the blank with your message). That sets the emotional lure for what is to follow. Start by giving the recipient no choice but to read it … (2 comments)

prospecting: Does Prospecting Equal Profits? - 07/12/10 07:15 AM
I probably don't have to tell you how exciting it is to cash commission checks every month! If you love that feeling like I do, then you've probably figured out that prospecting almost always equals profits...
You see, most agents and loan officers don't want to prospect. It doesn't come natural to them. You might have noticed that you are reluctant to prospect sometimes and that your co-workers are too.
80% of agents don't won't to overcome their reluctance..."it's just too hard." 20% of you have discovered that the more you prospect, the more commission checks you cash.
I'm talking to … (0 comments)

prospecting: The Science Behind Prospecting - 06/03/10 07:35 AM

The Science Behind Prospecting
If you've never thought about this before, then you will be amazed to find out that there are 12 scientific personality types when it comes to prospecting.
As you'll discover, and probably agree, knowing which prospecting personality type you are makes a huge difference in how many referrals you get, how large your database is, and how much cash you make every month.
The more you have a strategy geared to your unique personality, the more you'll want to prospect. The more you want to prospect, the more referrals you'll get. The more referrals you get, … (0 comments)

prospecting: If You Really Can Sell, Please Read - 05/20/10 06:51 AM

I need you. It's that simple.
I know a lot of people in the real estate industry are having trouble making money. It's the number one objection we get as to why people can't do high-end coaching like we provide.
If you're not making the type of money you want in real estate, if you're fed up with your company/franchise, or if you are interested in real estate coaching then we want to talk to you.
But you have to be able to sell.
I'm talking about using and practicing scripts, lead generating everyday (not on Facebook), being creative, not … (0 comments)

prospecting: Can You Avoid Lead Gen Over the Phone? - 03/08/10 04:48 AM
YES!
If you're super excited by that answer then I have bad news.
Of course you CAN avoid lead generation on the phone, but you simply won't be a successful as you want to be.
Now, I understand how important having a web presence is. Quite frankly, its indispensable and my company is designing some systems to help agents manage and improve their on-line presence. But at the end of the day, its main function is to support your face-to-face and over-the-phone lead generation and prospecting.
For some reason, people look at the internet as magic bullet. The telephone was … (5 comments)

prospecting: 6 Things Coaches Do To Facilitate Lasting Change and Increase Profitability - 12/10/08 07:09 AM
Part 4 of 6
#4: COACHES KNOW THAT LESS IS MORE. Paradoxically, coaches often help people become more efficient by getting them to do less. In a book called Working Ourselves to Death, Diane Fasel writes that people who put in the most effort “are not the best producers in terms of efficiency and creativity.” Instead, the most successful individuals are the ones who strike a comfortable balance between their work and personal lives. Many clients I work with grapple with trying to do too much, and wind up feeling trapped by their current circumstances. Typical scenarios include trying to meet unrealistic deadlines, … (2 comments)

prospecting: 6 Things Coaches Do To Facilitate Lasting Change and Increase Profitability - 12/02/08 05:18 AM
Part 3 of 6
#3: COACHES LOOK BENEATH THE SURFACE.  Have you ever heard the story of the gentleman who loved classic Ford Thunderbird automobiles? He regularly attended car shows and read all the magazines about classic cars. One day he attended a classic car auction and he saw a beautiful 1956 Ford Thunderbird in just the color he loved. When the auction started, he made a couple of bids and to his surprise, he was the winner of the auction at a price that was $15,000 below what he had estimated it would cost. Later, when his dream car was shipped and … (3 comments)

prospecting: Many REALTORS® Having Their Best Year Ever In 2008 - 10/29/08 08:36 AM
It may be hard to believe, however many REALTORS ® are having their best sales and income year ever in 2008. I know some of you are already thinking “that’s impossible.” Well actually it is very possible. In a year when many REALTORS® have become discouraged, have declining sales or have left the business altogether, some REALTORS® are thriving by using a few simple techniques that anyone can use. We’ll get to those in a moment. Many in the main stream media want you to believe that the housing market is the worst it has been “since the great depression.” Quite honestly, … (3 comments)