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Power Hour Prospecting June 3, 2008

Posted by Darin Persinger in Coaching, Contacting Your Sphere, Sales, Scripts.
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I have 8-10 of my agent partners showing up every morning doing rock and role play, (scripts and dialogues), we are then watching a POWER UP video from KWConnect. After practicing our scripts, watching a video that gets our mindset right to get on the phone, we go and make a hour of focused prospecting calls.

Some agents are calling FSBO’s, expireds or Just Listed/Just Solds. Some agents are sticking with their sphere of influence or past customers/clients.

What would an hour of focused prospecting do for your business? Do you need some ideas for scripts? Do you need help getting over fear and call reluctance?

Contact me today: MoreListingsMoreSales@gmail.com  425-446-2429

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Sit At Floor Duty…Sit At Open Houses…Sit. Sit. Sit. September 20, 2007

Posted by Darin Persinger in Business Planning, Coaching, Contacting Your Sphere, Education, Info, Marketing, Real Estate, Sales, WTF?!?.
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In real estate sales, sitting any where is death sentence.

I read somewhere on Active Rain that an agent was suggesting to new agents to give people a break.

  • Don’t Direct Mail
  • Don’t Phone Call
  • Don’t Door Knock
  • Don’t anything

Their suggestion was to work your sphere of influence, sit at open houses, sit on floor duty and lots of other sits. I agree with working your sphere, but if you don’t take action on developing new contacts, you will fail. Let me repeat that.

You. Will. Fail.

I don’t have a link to this article, it made me sick. I’m sure the agent believed what they are saying. But see, I want you to succeed. Not to fail. I don’t know what the motivation was for this agent to write that blog full of sits.

Do you have a plan to develop new contacts?

Do you have a plan to be a Master of real estate contracts?

Do you have a plan to know your housing inventory?

Do you have a plan to provide value to your sphere?

Do you have a plan to earn referrals?

Develop plans and systems, but don’t sit. Don’t wait for business to find you. This is not retail. This is real estate sales. If you want to sit around and wait, go work at GAP.

Related Posts:

11 Things New Agents Do Wrong

Sense of Urgency

Making People Feel Important

Referral and Repeat Marketing

What can systems do for you?

Communication vs. Connection September 10, 2007

Posted by Darin Persinger in Coaching, Contacting Your Sphere, Creative, idea, Real Estate, Sales, Scripts.
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Are you just communicating?     
                                                                                                                                                                                                                                                     

Or are you really connecting?

       

Before we go too far into this blog let me give you two options.

1. Go out and buy Jeffrey Gitomer’s book “Little Black Book of Connections” then you don’t have to read this blog. OR
2. Read this blog and go out and buy Jeffery Gitomer’s book “Little Black Book of Connections”

Have you ever seen this? Two people in a car together and both are on a cell phone. How about two people walking in a mall together and both are having a conversation just not with each other? Both are on cell phones.
Technology is making it easier and easier to communicate but harder and harder to connect.

Our business is about connecting. Sellers will list with the agent they connect with. Buyers will write an offer with an agent they connect with. If you are truly connected to your clients they will refer people they are connected to.

We spend a lot of time and money communicating at our customers and clients. Emails, phone calls, voice mails, letters, postcards, newspaper ads, web-sites, magazines, brochures, fliers, etc. etc.

How much time and money do we spend connecting with them?When was the last time you connected with someone in your sphere? Maybe it’s time to REconnect!

When was the last time you connected with someone at an open house? At a networking event? Maybe it’s time to start connecting!

“You can close more business in two months by becoming interested in other people than you can in two years by trying to get people interested in you” -Dale Carnegie

So how well are you connecting? How can you tell? Easy! Ask yourself these 4 (plus 1) quick, simple and easy questions to yourself.

1. When was the last time I got a referral?
2. How many referrals have I received in the last 6 months?
3. How many referrals have I received in the last 12 months?
4. How many new names do I add to my database each week?  AND  (plus 1)
5. When was the last time I did something of value, gave something of value or helped the people in my database?

I have asked you a bunch of questions and you probably want to ask me,
“Yeah but Darin, how do I connect?

Great question!
There are a few methods that Jeffrey Gitomer offers up in his book listed above and there are a few methods we will touch on right now.

“The questions that you ask, the ideas you bring to the table, and your communication skills, combined with your passion, belief, and attitude, are the fundamentals of what it takes to connect.” – Jeffrey Gitomer

First, ask questions. Lots of questions. Questions about them. Questions about their ideas and opinions. People want to talk about themselves. People want to share. Asking questions gives them permission and the opportunity to do that. Ask away.

Below is a simple, easy to remember acronym on things that you can ask about:

FORD
Family
Occupation
Recreation
Dreams

So does asking questions get you connected? NOPE! It gets you answers though.
What you do with those answers is how you connect.Think of it like this:

You are an airplane trying to land (connect)
The person you are talking with is air traffic control in the tower

You are circling around the runway, asking questions, trying to connect

You keep circling the runway, you keep asking, you do FORD, as soon as you find something in common-
what ever it might be (you both have daughters, you both have dogs, you both vacation in the same place, you both are fans of the same football team, you both like the same kind of food, you both golf, anything.) Once you find that thing in common the questions stop and you share with them about yourself this thing you have in common. This starts to lead to a safe happy landing connection.

Airplane and tower are together. Connection. Success!!!

So what are you waiting for? Go CONNECT!

Referral and Repeat Marketing July 14, 2007

Posted by Darin Persinger in Books, Coaching, Contacting Your Sphere, Education, Info, Marketing, Real Estate, Sales.
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This week I attended a training course by Phil Hollander of Morris Real Estate Marketing Group. Phil wrote a book called Referral & Repeat Marketing.

Phil had sent me a this book a few months ago and it blew my mind. Many of the systems that I have implemented at EDYN Real Estate are based from this book. Even though the book covers many topics and sources of business, Phil’s talk was focused on just your A List people. Here some of my notes from the class

Phil Hollander defined A List people into 3 groups:

  1. Past clients
  2. Referral Sources a)Business Circle ex.lenders, lawyers, inspectors          b)Personal Circle ex. friends, relatives, past co-workers
  3. Hot prospect-buying or selling in 3-6 months

Who goes into your A-list Database? Ask yourself this question,

Does this person have the ability and desire to A) refer me business and/or B) repeat business with me

Past Clients are your number one source of business

Two reasons why people will use you or refer you,

  1. They like you.
  2. They think you have knowledge and expertise.

In my blog post Contacting Your Sphere Part 4, I wrote about how agents market and present themselves,

Have you ever received a postcard from a chef in the mail on how to sell a home?
I’m not a  betting man, but I bet not.

Have you ever received a postcard from Peyton Manning on when the next neighborhood open house will be?
Probably not. That’s just silly.

But I have received recipe postcards from real estate agents. What do real estate agents know about a Salsa Chicken Black Bean Casserole? Why would you want the consumer to even think you do?

I have received football schedules from real estate agents also. Why do we do this?

Do sending football schedules and recipes make us look like a real estate expert and knowledgeable professional to our A-list people?

Related Posts:

Contacting Your Sphere Of Influence Part 1

Contacting Your Sphere Part 2

Contacting Your Sphere Part 3

Contacting Your Sphere Part 4

Contacting Your Sphere Part 5

What Can Efficiency and Systems Do For You?

11 Things New Real Estate Agents Do Wrong

Contacting Your Sphere Part 5 June 16, 2007

Posted by Darin Persinger in Coaching, Contacting Your Sphere, Marketing, Real Estate, Sales.
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        BE A PRO
So, we have been on a journey for the week, taking a look at what I call the 
            Lead Generation Model for Contacting Your Sphere

We have looked at how to Think Like A Pro to make sure we had the right mindset. We then looked at how to Act Like A Pro to insure that our actions are in alignment with what we want for our outcome. Then the next step is to Show You Are a Pro by demonstrating that to your sphere.The final step is to now look at how to “BE A PRO”. This idea stemmed from a blog I read at my friend, Anthony Clark’s

www.TulsaMetroBlog.com where he posts about the NAR stat that every American, on average, knows 5 people that will buy/sell real estate this year.How do you capitalize on this?Step 1. Send a letter to your Sphere letting them know about this NAR stat. Make them aware that they know 5 people that will have a real estate need this year and you would appreciate if they kept their eyes and ears open.

Step 2. Send the same thing in an email. Over communicate.

Step 3. Send a letter to your Sphere letting them know about your goals and let them know you NEED their help and ASK for their help.
For Ex.

Dear Friend,I hope to help 50 families this year enhance their life through real estate, either the sale or purchase. etc. etc. I need your help with this ambitious goal. Please know that when you refer a person you know to me that they will receive the highest level of service provided in the industry. Thanks for partnering with me on enhancement of your friends, family, neighbors and co-workers.

Then remind them again of the NAR stat, that they know 5 people that will have a real estate need this year. 
Step 4. Send the same thing in an email. Over communicate.Step 5. Make a phone call and ask for the names. Do not skip this step.

Step 6. When you do get a name or a referral, celebrate that person to the rest of your sphere. Send out a letter and email letting your whole sphere know that someone is helping you enhance another’s life through real estate.
Celebrate them. Recognize them. Make them Rockstars. Everyone loves to be recognized and will want to be recognized when they see you doing it for others.

Step 7. Keep calling. Keep asking.

Step 8. Repeat steps 1-8 but let your sphere know how close you and they are to reaching your goal. Partner with them and share your success with them. Make them feel apart of it.

This is my game plan for maximizing your sphere of influence. I hope you do enhance many peoples life through real estate with this Lead Generation Model. If you have ideas on how to improve this idea or you have others please share. If you have questions feel free to email me if you don’t want to leave it in a comment.

Contacting Your Sphere Part 4 June 14, 2007

Posted by Darin Persinger in Coaching, Contacting Your Sphere, Marketing, Real Estate, Sales.
1 comment so far

Have you ever received a postcard from a chef in the mail on how to sell a home?
I’m not a  betting man, but I bet not.

Have you ever received a postcard from Peyton Manning on when the next neighborhood open house will be?
Probably not. That’s just silly.

But I have received recipe postcards from real estate agents. What do real estate agents know about a Salsa Chicken Black Bean Casserole? Why would you want the consumer to even think you do?

I have received football schedules from real estate agents also. Why do we do this?

I know. We are trying to get our image, our brand in front of the consumer. We are trying to get a certain number of impressions with the consumer, to make sure we become top of mind and stay top of mind.

Why is that how we do it though? Recipes and sports schedules?

I think know we can do better and show our professionalism at a higher level.

So how do we show that we are a professional?

I see nothing wrong with postcards but what’s wrong with industry related material? What if we sent an updated list of just listed and just solds? What if we sent info on the best return of investment on a home improvement project? What if we sent info the average price, median price of homes in the neighborhood? What if we sent info that relates to their property taxes? What about info on decorating trends? How about the newest appliance trend? What if you promoted your website or blog? What if you sent info about how you can help with relocation, across town, state, or across the nation?

What if we sent info showing, demonstrating that we ARE a professional? People might look at us as professionals, and to us for professional advice, instead of looking to us for who the Packers play this Sunday.

Have ever noticed someone from across a room that was truly happy? They radiated. They glowed.
Have you ever had someone tell you that they are happy and you knew better?

See, I believe if you show that you are a professional, you don’t have to tell people you are a professional. Showing is a more powerful statement.

How do you show the consumer that you are a professional?

Contacting Your Sphere Part 3 June 12, 2007

Posted by Darin Persinger in Coaching, Contacting Your Sphere, Marketing, Real Estate, Sales.
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Imagine a truck driver that ran into a detour or hit a traffic jam and decided that they would not finish their delivery. It was to difficult and to much effort to make the delivery today.Imagine a mail carrier that felt it would just be easier to drop off all the mail at one house on the block and let that family sort it out and make sure it got to the right places.Imagine a sanitation engineer that decided that they would skip a few houses and not collect the trash and garbage. They decide that they will skip pick-up today and just do it next week.Imagine a 12 year old paper boy on his bicycle delivering some papers but decided to stop at the park and play baseball with his friends and skip the rest of his route.
Are those people acting like professionals?

“A professional is a person who can do his best when he particularly does not feel like it.” 
                  -Alistair Cooke

How do act like a professional? That is easy. Look at the people around you for inspiration. Does not matter the occupation, only their dedication, commitment and follow through to their occupation and profession. Acting like a profession goes far beyond the service and commitment to the consumer though. It’s about your commitment and service to yourself.

Professionals practice. Amateurs don’t.

If you are like me when you play a round of golf you might partake in an adult beverage or two. I show up at the first tee, stretch, take some practice swings and tee off. After I finish the 18th hole, I load up my clubs and I head home. Is this what a professional does? Do you think Tiger Woods routine looks anything like this? I seriously doubt it.
I have a feeling Tiger shows up early to the range to practice his swing, hit balls, try different shots and use different clubs. Even after his 18 holes of golf he heads back to the range to work on anything that did not work during his round or perfect something he was working on. He practices. I don’t. I just play. He is a professional. I am an amateur.

“You can’t get much done in life if you only work on the days when you feel good.”
                  –
NBA Hall of Famer/Jerry West

Acting like a professional means knowing what you know and knowing what you don’t and knowing the difference between those. I’m constantly amazed at the type of real estate agent I see at regional, national or even local training. I see TOP PRODUCERS. Always. Why are they there? They are already successful. Top Producers are acting like professionals and are being learning based. They are constantly improving on what they know and learning about what they don’t know. They are practicing. Acting like a professional is doing things you don’t want to do, on days you don’t want to do them. Acting like a professional is being learning based. Acting like a professional is knowing what you know and knowing what you don’t.

Related: Contacting Your Sphere Part 1

Contacting Your Sphere Part 2

Contacting Your Sphere Part 2 June 11, 2007

Posted by Darin Persinger in Coaching, Contacting Your Sphere, Marketing, Real Estate, Sales.
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THINK LIKE A PROFESSIONAL

What does this mean? Think like a professional. Well first off, do you know what kind of business you are in? If you think you are in the real estate business you are wrong. You are in the lead generation business, specializing in real estate with customer service as your focus. So first, realize and accept that lead generation is the most important thing. If you do not have leads, you do not have a business.

I do not feel that Starbucks makes the best cup of coffee but that does not seem to stop them from having a lack of leads for business does it? Starbucks knows that they are not in the coffee business. They are in the customized product and service business, specializing in the sale of coffee.See, no matter how good you are at this job or any other profession, if you don’t have someone to do business with, you don’t have a business. Gary Keller says,

 

“You can have a doctorate in real estate, outfox a professional litigator in a contract negation, appraise property better than anyone in your market, and have more financing knowledge packed in your head than a mortgage guru, and it won’t do you a lick of good without clients.”

I talk in my blog article FEAR about not letting your fear control your day. Jack Canfield writes in The Success Principles(TM): How to Get from Where You Are to Where You Want to Be that FEAR is:

Fantasized
Experiences
Appearing
Real

Some real estate agents FEAR calling their sphere of influence. These agents think it is easier to email or send a letter. Of course it is! (This is the wrong kind of thinking.) The agent can’t see the rejection when they delete the email or throw away the letter. An agent makes it easy for their sphere to say no, to reject them because an agent took the easy way out. Some of the big objections I get when coaching an agent about contacting their sphere are:

 

“I don’t want to interrupt my friends.”
“It seems weird to call them.”
“They know I’m in the business.”
“If they want help, they will call me.”

Those all are all limiting beliefs and lies you told yourself or more likely a lie you heard from a “more experienced agent” in your office. The truth is your sphere doesn’t know your are in the business. At best they might know, but forgot. Even if they do know, if you don’t tell them often and ask for their business they assume that you don’t want to do business with them. A professional thinks that is their job to ask for the business and to remind people of their services.The other truth is a lot of people think they can make it on their own and asking for help from family, friends, ex-coworkers, and acquaintances might make them look weak or desperate. A professional thinks that people who like and trust them want them to succeed. A professional knows that it is their duty to serve those people to the highest level and communicate with them on a systematic, regular basis.

So as a Professional think about how you can serve, help and offer value to your sphere of influence first. Think about who knows you, trusts you, likes you and wants you to succeed. Think about how to effectively and systematically communicate with your sphere. Think about succeeding with and through others. Think about that you are in the lead generation business, specializing in real estate. Think like a Professional.
Source: The Millionaire Real Estate Agent: It’s Not About the Money…It’s About Being the Best You Can Be!, by Gary Keller
Source: Eleven Things New Agents Do Wrong, by Darin Persinger

 

Contacting Your Sphere Of Influence Part 1 June 10, 2007

Posted by Darin Persinger in Coaching, Contacting Your Sphere, Marketing, Real Estate, Sales.
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I have recieved  a few emails on my blog 11 Things New Agents Do Wrong. Real Estate Agents have agreed that they know they have to contact their sphere and that is going to be the main source for their business as they start but are not sure how to do it. Here are some questions that I have recieved, see if any of these sound like yours:

What is the best way, letter, email, or phone call?
What do I say to them on the phone?
I don’t want to bother them, what is the easiest way?
Do I have to call them?
How often should I be in contact with my sphere?
What and who exactly is my sphere?

Here is what I consider the Lead Generation Model for Contacting Your Sphere.
Over the next week I will break the Model down into each of the four parts.

 

Sphere Real Estate

 

 

First, THINK like a Professional. We will make sure that you have the right mind set going into this. You are not a different person, but you are in a different industry now and you have to get your thoughts right with your actions.

Second, ACT like a Professional. To become a TOP PRODUCER who have to start thinking and acting like a TOP PRODUCER now. You can’t wait until you become a TOP PRODUCER and start acting like one, you will never become one.

Third, SHOW you are a Professional. Now that you are thinking like a professional, acting like a professional, it is now time to demonstrate to your Sphere of Influence that you have the knowledge base and the resources serve them.

And finally, BEING a Professional. That means how to ask for the business. What to say and how to say it. When to ask for business and how often but also how to give value back to your sphere. A professional doesn’t just take. What are you going to do to help your Sphere?