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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

Become Unstoppable February 1, 2008

Posted by Darin Persinger in Business Models, idea, Marketing, Real Estate, Scripts.
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My business partner and I made a mistake. I made the mistake of the idea, she made the mistake of agreeing to it.

Based on conversations with home-sellers and doing some focus groups with people who had sold their home we created a business model that was pay less, get less or pay more, get more.

The mistake to this was home-sellers after the fact are rethinking a lot of things, rethinking about the commission they paid, was it worth it, what did our agent do. Before selling there home, they are not thinking these things. The home-seller is thinking about results. “Get my home SOLD!”

Seth Godin offers a great solution for Realtors right now. Do more than anyone in your marketplace and charge the same or maybe even a little bit less.

If you’re a real estate broker, you work in an industry where everyone used to charge the same fee: 6%. Now, though, discount brokers are turning up the heat on fees. Lots of brokers are unhappy with this.

The challenge is… what if you had to charge 7%. What if you had to charge more when everyone else was charging less?

What would you do? How could you make it worth it?

Now, just imagine what would happen if you did that at 6% or even 5%? You’d be unstoppable.

So instead of cutting services or marketing in this market, get creative and expand them. Offer more.

“Who Do You Know..” real estate script September 29, 2007

Posted by Darin Persinger in Coaching, Creative, Marketing, Real Estate, Sales, Scripts.
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 Not the right property for a buyer?

Have you ever shown a property and it doesn’t work for that buyer?

Do you want to have even more buyer’s to work with?

Want to get an easy referral from someone that you are working with?

After showing a property and it’s clear that the property is not going to work for this buyer, ask them this question,

“Who do you know that would like this property?”

Just because it doesn’t fit their taste and style doesn’t mean that they don’t know someone who would like the property. Many times people that are looking at homes, know someone else that is looking at homes also or at least starting to think about it.

Try it. What do you have to lose?

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!

It’s Not A Real Estate Listing Presentation, It’s A Real Estate Listing Conversation September 4, 2007

Posted by Darin Persinger in Coaching, Real Estate, Sales, Scripts.
2 comments

A listing presentation is not about how great you are.

It’s not about how many homes you have sold.

It’s not about how fantastic of a job you do.

You should never say things like, “Mr. and Mrs. Seller, my marketing plan is fantastic. We are going to create a never before seen marketing plan for you. It’s gonna be huge.”

Who cares? You care. You’re the only one. The seller has stopped listening to you.

A home seller has questions, concerns and suggestions for you. Listen.

Shut up and listen.

Have a conversation. Give and take.

You might lose some listings to the blow hard listing agent that brags about himself and sells himself, but provides no real value. It might happen. But he is not going to get repeat and referral business and the people that you are conversing with, instead of presenting to, will be telling all their friends, family and neighbors about the great Realtor they know.

When this starts to happen, keep your ego in check and don’t let it get to your head.

Related Posts:

Making People Feel Important

Building Your Real Estate Sales Business

11 Things New Real Estate Agents Do Wrong

Making People Feel Important August 22, 2007

Posted by Darin Persinger in Coaching, Creative, Education, Event, idea, Marketing, Real Estate, Sales, Scripts.
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We have this thing in Camp 443 called the 10-5-15-5.

This stands for collecting 10 new names and their info a day. Contacting 5 people in your sphere of influence. Writing 15 handwritten notes to those people and the 5 is previewing 5 homes in the neighborhood to get knowledge of the inventory.

The learners in class today had trouble meeting their 10 new people. 10 new people a day is a lot after all.  There were many reasons why meeting 1o new people was so unattainable.

  • Didn’t have time.
  • Got busy with other things.
  • Didn’t run into 10 people a day.
  • Didn’t know what to say.

I tried to change their perception of meeting 10 people to add to their database.

Don’t worry about meeting 10 people. Don’t worry about getting their business card or contact information. Don’t worry about building your database. Focus on making 10 people feel really important and special today. Give a compliment. Say thank you. Show gratitude. Lend a helping hand. Focus on making 10 people feel really good and the other stuff will just fall into place.

Related Posts:

What Do You Do For A Living?

The Secret: Vision Boards

Building Your Real Estate Sales Business

Fear

Visit Me At CAMP 443 August 15, 2007

Posted by Darin Persinger in Education, Event, Info, Real Estate, Sales, Scripts.
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Camp 443

Next week Monday, Wednesday, and Friday I will be instructing a portion of the Camp 443.

Camp 443 is an 18 session course created by Keller Williams University. It takes agents through the begining process of starting their career or getting it jump started again. The main focus is lead generation.

Drop by and attend the sessions I’m training. Classes start at 10:00am and completed by 12:00.