Check Your Tackle Box for These Proven Secrets to Baiting Your Hook
By Todd Robertson, National Speaker & Regional Director, ProspectsPLUS!
Our shifting market has spurred an active breeding ground for blame. I continually hear agents blaming the economy, their environment and even their company for their lack of success.
Forecasting and countering that "grass is greener" mentality during your recruiting efforts-and providing umbrellas for your current school of agents-can earn you top-manager kudos and help you land the big ones.
As every fisherman can tell you, success lies in selecting the right bait for the right fish in the right season. This season spells tough times for agents, so create an inviting path to your door by giving them the right tools backed with training and support.
What lures new agents in a tough market? Prospects and support by the boatload will have them swarming to find out more. Consider using these four key dialogues and systems when you cast out to prospective candidates this spring:
1. Have you ever considered building your business to the point where you can sell it when you're ready? We have a plan to help you do that. Some agents succeed no matter the market, no matter the economy. As a broker, it is my business to help you be one of those agents. We have a plan to help you earn six additional closings in the next 12 months and build your book of business to make it a viable asset. When would be a good time to sit down for a confidential interview?
Brokers, download the FREE BusinessBASETM system from http://www.prospectsplus.com/. Keep a copy in your corporate binder to have available during recruiting interviews.
2. Would you like to have FSBOs and Expireds calling you each month for help, advice and-better still-listings? Our company can help you create a system that will make you the "go-to" agent for area FSBOs and Expireds. I would love to walk you through the how-tos of the process and even get you set up for the next month's calls. How soon are you available to meet for a confidential interview?
Brokers, do a little bit of investigative work via the internet or local phone companies that offer conference calling. Advertise a weekly or monthly pressure-free call where FSBOs and Expireds can call in and get real market sense, ask questions, learn from local specialists and share with others who are in their situation. The majority of FSBOs do eventually list; providing a safe, friendly conduit for viable information makes your office a natural place to start!
3. Could you benefit from a tool that makes it so you never have another expired listing? We give our agents a Merchandising Review that returns the proverbial monkey firmly to the seller's back. The checklist format includes categories such as pricing, curb appeal, financing options, repairs and more. I would be happy to share it with you in a one-on-one interview. How does next week sound?
Brokers using the ProspectsPLUS! or RecruitingPLUS! system have this tool in their software, with tips and techniques for how to use it. Others can use experience and current market trends to create a checklist that spells out each component of an effective and timely sales process. Include the categories above, as well as creative marketing strategies.
Have your agents walk through the list with their sellers, asking them to agree to at least 90% of the items if they truly want to sell their homes quickly and for the best price and terms. It is a great way to guide sellers to price their homes effectively and give agents the best possible opportunity to get the job done right the first time.
4. What would it mean to you to have a tool that allows you to win 9 out of 10 listing appointments for the remainder of your career? Our company has just the trick! We employ data-mining strategies that allow you to manipulate national databases and pinpoint future buyers for your prospect's property with about 70% accuracy. How powerful do you think it would be to have that information available at your next listing appointment?
Data mining sounds like difficult business, but we take the mystery out of it for both you and your agents. Visit http://www.prospectsplus.com/ and click on MarketShare Online to find out more about how this tremendous tool can help your agents use national statistics to find the candidates in your market area most likely to purchase their listings.
Savvy brokers and managers are using creative, forward-thinking solutions to outfit their tackle boxes with just the right lures. Providing agents with a steady hand, advanced tools and technology and the ability to realize their greater goals in a tough market will give you the upper hand when casting out for new recruits.
We'd love to help you tackle some of the training and motivating your agents are asking for in the coming year. If you have at least 10 agents and 30 minutes to spare at your next sales meeting, Call us to schedule a FREE Master Marketing MeetingTM! This fast-paced presentation provides agents with data-mining strategies, corporate marketing ideas, objection-handling techniques, FSBO tools and more. In just 30 short minutes, your agents will discover easy-to-implement tools and techniques designed to quickly boost their productivity-and their sales!
Call Julie Escobar at 866.405.3641 or visit http://www.mastermarketingmeeting.comand to schedule your FREE Master Marketing MeetingTM today!
Todd Robertson, National Real Estate Speaker and Regional Director for ProspectsPLUS!, has educated, entertained and motivated thousands of audiences across the United States and Canada. He has a gift for helping agents realize their full potential by utilizing the tools and techniques he provides in his unique workshops and seminars.
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