Feeding Speed So the question is how do you add speed to your follow up? Here are some options: 1. First make speed and specifically the 15-minute rule, a priority starting with yourself and then with your assistants. Talk about it at meetings, put up signs near the phone, on computers and in the
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09/29/2010
Fifteen minutes can be the difference between a deal and no deal If 15 minutes pass before you follow up with a lead, that lead’s vital signs will begin a slow and steady decline. The peaks and valleys of the heart monitor will become less and less pronounced. The silence between the beeps will g
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09/27/2010
The written word still has a place in our electronic world. Sending a short handwritten note thanking a prospect for a meeting shows your manners and conveys a sense of personal commitment to the prospect. You can also use the mail to show you are thinking of the prospect by sending materials in
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09/23/2010
A great way to keep up contact with your prospects is to make sure your message has value for that prospect. Why should they keep up contact if they feel there is nothing in it for them? A contact, by phone, letter or visit that conveys "have you decided yet" is often intrusive to the prospect
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09/22/2010
It is rare that a sale is made after just initial contact with a prospect, especially for any large ticket item or service such as real estate. Customers buy on their schedule and it is the job of the agent to stay in touch with the prospect during the sales cycle. Here are some ways to maintain
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09/21/2010
“I wasted time, and now doth time waste me.” –Shakespeare So how do you stay focused on your four dollar productive activities (list, prospect, sell, and negotiate) to maximize your time? Here is the last of three easy ways: 3. Have a Plan If you don’t have a plan, you’re begging to be swept away
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09/20/2010
“I wasted time, and now doth time waste me.” –Shakespeare So how do you stay focused on your four dollar productive activities (list, prospect, sell, and negotiate) to maximize your time? Here is the second of three easy ways: 2. Build a Team Once you have inventoried your time and hired assistan
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09/17/2010
“I wasted time, and now doth time waste me.” –Shakespeare So how do you stay focused on your four dollar productive activities (list, prospect, sell, and negotiate) to maximize your time? Here is one of three easy ways: 1. Inventory Your Time First, you have to know where the problem is before yo
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09/16/2010
“I wasted time, and now doth time waste me.” –Shakespeare Two thousand three-hundred hours. If you’re a typical agent, that’s how many hours you’ll work this year. That’s a lot of time to get sidetracked and end up down an unproductive, frustrating and rocky road. Has it happened to you? It happe
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09/15/2010
“If you don’t watch your money, someone else will.” Anonymous I wished I knew who said that quote – no doubt a smart person. And you know what one of the best ways to watch your money is? Yep, a budget. I know there’s a good chance your eyes just glazed over at the mere mention of the word. But b
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09/14/2010
