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Advice from a Real Estate Pro: One-A-Day
This post was written by Bruce Keith, a leading motivational speaker and trainer, specializing in real estate sales.
I’m always after you to… “Add one new name every day to your database.” I’m talking about people you can follow up with in the future for referrals (or even direct business in the months to come). Two questions come from this recommendation… Where do I find them? & What do I say?
WHERE? In your day-to-day prospecting there are bound to be one or two individuals with whom you “hit it off”. It doesn’t mean that they are moving, it just means that you have a nice pleasant conversation. Add them to your IXACT Database right away – you never know where your next referral will come from.
WHAT TO SAY? Here’s the closing line that I used hundreds of times. Very effective and very conversational…
“It’s been great speaking with you Mr./Mrs. Prospect… it’s obvious to me that you certainly know the area well/are not moving in the next little while/really enjoy living there. Just so you know, periodically I send out information on the area to keep people up-to-date on how their investment is doing… meaning your home. I don’t mind adding you to the group ... more

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