Sharpening the Axe: The Four Point Play

A few of you may know what I mean by sharpening the axe. It's a tale about a lumberjack...You can read the abridged version in a past blog.

For the axe-grinding today, and in honor of the NCAA Basketball fight that is currently being waged on courts across America during March Madness, I am going to revisit an old technique taught in many sales training classes by many influential experts called the Four Point Play. 

Not to be confused with the three point play that often sneaks up on unsuspecting opponents to even the score that seemed a lead out of reach...

The Four Point Play is a way to prospect that ensures success. The idea is that prospecting is a numbers game. That if you make enough qualified contacts, you will create the business that sustains you or propels you beyond sustenance to success.

Here's how it works:

Give yourself 1 point for:

• Speaking with a decision maker who you would like to become one of your clients (a suspect, if you will...)
• Getting a referral from a past client (This could be an actual prospect if the referring person knows that referral might be looking to buy or sell a home)

Give yourself 2 points for:

• Scheduling a meeting with a mutually beneficial agreement (I could do an entire blog post on what this is. The short version..."If we get together and you like me and I like you and we agree to do (these things), you will hire me to sell your house/find your new place.") The MBA does not have to be high pressure. It can be as simple as, "Let's talk about what you are looking for. We'll get to know each other and decide if we are a good fit to work together."

Give yourself 3 points for:

• Actually holding that meeting.

Give yourself 4 points for:

• Moving forward (accepting the listing, signing the buyers rep agreement....)

Now...TALLYING THE POINTS...

IT'S SIMPLE. YOUR GOAL IS 4 POINTS PER DAY, 5 DAYS A WEEK. 20 POINTS PER WEEK.

Try this out. You will have more business than you know what to do with. And let me know how it goes.