Power Prospecting Workshop January

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Welcome back! Are you ready to change your entire performance? We have a two day workshop in January that will help you bring your business to the next level.

Can you imagine making six appointments in two days? Now what if half of those appointments turned into sales?

I can help you get there. In the workshop we'll go over the changes in behavior you need to reach your goals. We'll learn the proper techniques to improve your phone prospecting and we'll go over scripts to make you comfortable when talking to prospects.

Don't freak out, but I'll be listening in on some of your calls. This is all just to help you! So don't wait. Sign up now!

How is your Lead Conversion System?

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Welcome back to the Power Prospecting Two Minute Drill. Now if you recall, we’ve been talking about different systems within your business: lead generation system, elite follow up system, and today we are going to talk about lead conversion.

What is a lead conversion system?

This is the closing – where we make the money! How are you at closing the deal? There are three main components of a good lead conversion system.

1. Highly skilled - Are you practicing on a regular basis? You can’t wing it. Listen more than talk.
2. Track your conversion rate - What is your team’s conversion? How is each individual doing? You can’t move up a level if you don’t know where you are now.
3. Accountability - Your team needs to count on you as a leader. You need to be there for them and you need to be accountable to yourself.

Thanks for watching. If you have any questions, email me at bc@thecrespogroup.com

Lead Follow Up

Welcome back to Power Prospecting Two Minute Drill! Today I wanted to talk about lead follow up. The follow up is one of the most important aspects of calling; don’t lose potential clients because they didn’t hear back from you.

How is your lead follow up? Are you scheduling a time to call every day? Just like lead generation, to have effective lead follow up, you need to call every day at the same time. Don’t skip it!

Set up a system to remind you. It can be an automated or manual system that sends you a reminder of who to call that day. Remember, this is not a calendar! If you need help setting up a system, give me a call! Together, we can figure out a system that works for you!

Not convinced a follow up will help you? Seventy percent of your appointments will be from effective lead follow up.

Have any questions? Give me a call! We can go over scripts and systems – anything to help you improve your lead follow up.

Thanks for watching!

Power Prospecting Two Minute Drill: Lead Generation

Welcome back to the power prospecting two-minute drill. There are three major components of a successful sales system.

1. Lead generation
2. Lead follow up
3. Lead conversion

Throughout the next few videos we will talk about each element, but today I wanted to focus on lead generation. Without lead generation, your business goes nowhere. Most of the time when an agent is having trouble with their business, it’s because they do not schedule prospecting for the same time everyday.

It’s important to treat prospecting as a client meeting. Would you just reschedule a meeting? No! Make time for it every day and don’t make excuses.

Track your results. Just as you track your improvements with working out, track how many calls your making, how many appointments you are setting up, etc.

Finally, practice! Role play at least 3-5 times a week. Work with someone who will give you an honest critique.

If you have any questions, please give me a call. In the next videos we will go over lead follow up and lead conversion.

Power Prospecting Workshop October 28 – 29

Register now for the next 2 Day
Power Prospecting Workshop >

Welcome back to my video blog!

Do you have problems with prospecting? Do you not call on a consistent basis? You’re not alone; I can help you, though.

I have a power prospecting workshop geared to help you develop better prospecting skills. We will go over scripts, dialogue and the right mindset.  It’s from Oct. 28-29 and you can sign up at http://mapscoaching.kw.com/.

Don’t miss out on this opportunity! Did you know that the average agent makes six appointments in two days? Or did you that the average trainee is making 19 appointments? That can be you! Sign up today! Looking forward to working with you!

Real Estate Training: 10 Tips for Powerful Real Estate Prospecting Part II

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Power Prospecting Workshop >

Hello, everyone. We’ve been talking a lot about prospecting and I need you to assess yourself on 10 skills. Rate yourself on a scale of 1-10 and then come to the workshop where we can help you improve on your difficulties.

1. Preparation: Are you preparing the night before and doing your research? Or are you scrambling in the morning?
2. Active listening: When you’re on the phone, are you listening to the prospective client, or are you just thinking about what you are going to say next?
3. Pacing: Sometimes we don’t realize how fast we are talking. Slow down the conversation; don’t race through it.
4. Script: I hope you aren’t winging it. You need a script! How close are you following it?
5. Tonality: What’s your voice like on the phone? Is your voice monotone? You can’t expect someone to get excited if you don’t get excited yourself.
6. Using questions: You need to ask more questions on the call, fewer statements.
7. Personality styles: It’s important to recognize the personality on the other end of the line. Are they using precise language? Are they more laid back?
8. Objection handling: Remember when you are on a call, your main goal is to set up an appointment, not to banter and respond to all their objections.
9. Closing: How many appointments are you setting up?
10. What are you conveying: Are you conveying doubt, curiosity and urgency?

Rate yourself on these 10 skills. Then come into the workshop so we can find what areas you need to improve on and how you can do that!

If you have any questions, please give me a call!

Real Estate Training: 10 Tips for Powerful Real Estate Prospecting – Part 1

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Power Prospecting Workshop >

Hello everyone! I’m here to talk to you about one of my favorite topics – power prospecting! We are going to talk about 10 tips that you will need to practice to get your prospecting skills up to mastery level. We are also going to talk about the challenges with prospecting and why it doesn’t always go the way we would like it to.

What I have found in prospecting that is a real challenge for some of us is avoidance. You want to do it, but you have all these different excuses why you ‘can’t’ prospect. Some of you are suffering from this ailment “R.D.D.” This is reality deficit order. You need to understand the market we are in now and how hard you need to work!

So lets look at the areas we need to concentrate on.

1.    Your job: Know that prospecting is what will take your job to the next level.

2.    Same time: are you doing prospecting at the same time of day and the right amount of time every day? Or are you just getting around to it?

3.    Appointment: You have to make prospecting an appointment everyday. Don’t switch it. Treat prospecting as a client appointment.

4.    Role-Play: Get a role-playing partner and practice for 30 minutes at least 3 times a week.

5.    Mindset: what are you thinking about right before you make that call? Have a positive mindset!

6.    Numbers: You need to track how many contacts you are making. You also need to have extra numbers; don’t stop the momentum!

7.    Stand: You need to stand while you’re on the phone, no sitting; you sound more enthusiastic and you have more energy.

8.    Headset: When you sign up with us, we give you a headset to help you with this! It’s voice cancelling, so that you can really concentrate!

9.    Energy: Have a positive energy; be excited!

10.    Enthusiastic: We want you to lead your clients to pleasure!

In the next video we will go over 10 skills to track and improve how you are in these areas!