Your Million Dollar Year Day 16 Moving without the ball Larry Bird used to say when explaining why he was always where he was supposed to be. He said he worked as hard without the ball as I did with the ball. In real estate the same path to success applies. An agents moving without the ball is when they sit down at the phone and begin to speak to people about real estate. The usual prospecting is calling on your friends and family to your neighbors and people you do business with. Ultimately you get to the general public. Talking to the general public about an emotional, legal and financial transaction is not easy, nor should it be.
It helps me to think of people I have already helped as the phone is ringing, That image evaporates when a new voice comes on the other line. Without an understanding of what that person wants or needs you should really just ask as many qualifying questions as you can, you are never going to close anything on that first phone call unless your goal is to meet them in person at the house. If you do that with that first call you are already a winner.
Understanding your market takes daily effort if that is the way you think. Knowing what is going on in your neighborhoods is something different. With some people this is a transaction, with most people it is far more. Knowing the difference when you speak to people is important. Answer only the questions you are asked and you begin to understand and define their needs and wants. The process is much simpler if that is the goal. Once you understand those needs and wants you can go into your skills and techniques for delivering on that request. Your Million Dollar Year Day 16 Moving without the ball