If you think in-person prospecting seems slow or old fashioned, just think of the numbers: If you ask one new person a day if you can help them with their real estate needs, you’re talking to 365 new prospects a year.
Traditionally, the insurability of a property was a topic left to the insurance company. But now real estate practitioners and their clients also must pay close attention to a home’s record of insurance claims to make sure secrets of the property’s past won’t come back to haunt them.
A well-constructed questioning process greatly improves your chances of bringing in a new listing. Prepare good questions, and ask them with real interest. The caller will sense your concern and become eager to meet with you.
Time isn’t the problem—it’s your management of it that is. So you need to start using your time more wisely. Following are some practical ways to do that so that you, too, can start racking up sales and increase your success.
A few customers give referrals without prompting. Unfortunately, most won’t think to do so, even if they loved your service. The fundamental rule of sales is: you have to ask to get, and that’s definitely true for referrals.
You can’t sell ice to an Eskimo, just like you can’t sell homes to people who just want to look and dream. Even experienced practitioners will occasionally chase an unmotivated buyer or seller too long. The simple fix is determining motivation early in the process.