Bored here in Chicago today - no Chicago Bears Football! Bye Week!
But never a shortage of things to post!
You work in sales? Many reading here are in the Real Estate Business. Perhaps, over the last year, a bit longer, maybe, there's been a bit of frustration among many of us.
I see it in our Real Estate Office. I see it on our Team.
If Real Estate, and other Selling Professions, are indeed a Contact Sport, as I have read on several posts on Active Rain and elsewhere over the weekend, the question remains, "How to Find More Prospects?"
Unlike many other fields requiring a license and specialized training - the Medical Field, the Law, Insurance, or Accountancy, for example - many sales people simply sell, continuously. They prospect leads. But they pay little attention to building the long-term value of their base of business, or their database.
Lawyers? Doctors? Insurance Agents?
When these professionals eventually retire, they usually have an extensive customer base they can sell to a newer member who wants to jump start their profession.
But many sales people - including those in real estate - have little to offer except the knowledge on how to handle the psychology of the selling process. Few have kept their database up, and fed it consistently.
One solution, that has worked for us, and, most recently, our Buyer's Specialist, Kathleen Weaver-Zech?
EACH WEEK, MAKE IT A POINT TO REACH OUT TO TEN PEOPLE. TEN NEW PEOPLE, WHO DON'T KNOW WHAT YOU DO!
Check off the ten each week, with something as simple as hash marks on a legal pad.
If only two of these ten each week seem attracted to you, add them to your database of prospective clients.
If one of these two eventually buy something from you - that's 50 new clients a year you wouldn't have had if you wouldn't have completed this fairly simple, common sense activity.
How to do it? Simple!
Keep your 30-second elevator speech always at hand. And, don't be afraid to tell people what you do!
Mine?
"Hi, I'm Dean, and I'm in the Real Estate Business here in Chicago. Every day, I help people find or sell their homes. And this changes their lives. Everyday!"
You got something like this in your "Dialogue Arsenal?" If not - develop one!
And use it on ten - and only ten - completely NEW people each week! You'll see positive results right away - I guarantee it!
No cheating, now! Scout's honor! No family or close friends! True, new, strangers - those you have never encountered before.
Will you try it - and let me know how it goes for you?
Thanks for listening - and, in advance, for sharing the results!
DEAN & DEAN'S TEAM CHICAGO
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