That's right Johnnie were back to a passage from {Heat Up Your Cold Calls} by George Walther, with a little bit of added stuff from yours truly. We are only going to cover a portion of it in this blog and save a little for another one.
When you're going in the office in the morning to get ready to call the expired or the FSBO'S or however you get ready to start your business day think about this. Are you gearing yourself up for a busyness day or a business day? Buy busyness day I mean you can just pull from let's say the expired list from your local MLS and without looking just start calling each and every number you can find. You can stay busy but look at the potential trouble you can be in.
•1. You may be calling someone on the DO NOT CALL LIST
•2. Did you run comps? You may not want that listing under any circumstances.
•3. The listing may belong to another agent within your agency and they may have rules against that
•4. Could be a difficult client that another agent within your agency was glad to let go but you did not get the message or check your email
•5. The list goes on to whatever you want to fill in the blank spaces
That's the busyness part of the equation and of course the list is almost endless on the other hand there is the business end of which the list is just the reverse.
•1. You check to be sure the person is not on the DO NOT CALL LIST
•2. You run comps and check to see how long the home has been on the market
•3. Check and see what agent and agency has had the listing in the past and for how long, price, agent, etc.
•4. Check your email, postings mail box every day.
You'll be just as busy but this time you will have done all the homework and will have pre-screened your client base before you picked up the phone or knocked on the door, or put the stamp on the letter. You base might not be as big but the results will be remember, "It's a great day to buy or sell a home."
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