Take Your Lead Generation to the Next Level

The biggest problem most people have when cold-calling potential leads is a distinct lack of influence. What do I mean by influence? It's the main goal of prospecting: the ability to have an effect on the person you're speaking to, such that they are moved to take action or indicate interest in your subject. Influence comes from your tonality, your use of pauses, and understanding the personality style of the person you're speaking to.

How do you get control of those things? For starters, it's important to know that since you don't have a lot of time when you're on the phone, it's crucial to slow down and listen to the speed of the individual you're speaking to. Let them talk. When prospectors ramble on and give their pitch without listening to the person on the other line, they lose the interest of the potential lead. You need to follow your script - when you don't, people will know you're winging it by the sound of your voice. Upswings in your voice cause people to have a lack of confidence in you, and that means you ultimately have a lack of influence.

The best way to combat these bad habits and build confidence is to record your voice and listen to it. I know it's painful, but do it for a week or so, listen to it, and take notes. You should ask yourself 3 questions once you've finished each recording:

1. What did I do right?
2. What did I do wrong?
3. What do I need to improve on?

Answer those questions each time and try again. You'll get better, and your ability to influence potential leads will improve immensely. If you have further questions about what you can do to take your lead generation to the next level, shoot me an email at Bc@TheCrespoGroup.com. I'd love to help you grow your business.

Find Out How Coaching Can Help Double Your Business in 1 Year

Ron Henderson believes in coaching, and he has seen how it's changed his business. In 2013 Ron was advised by a friend at Keller Williams to get involved with coaching. He starting working with MAPS coach Bill Crespo so that he could grow his business the right way. When Ron told Bill he wanted to double his business in a year, Bill's advice regarding Ron's administrative staff was priceless. Find out how coaching can give more clarity and perspective about how to grow and double your business.

Also, it's not too late to register for the July 14th KW MAPS Coaching Power Prospecting Workshop in Virginia Beach. Click here for more details.

On Demand Replay: Little-Known Real Estate Prospecting MISTAKES Holding Your Sales Appointments Back

WATCH THE ON-DEMAND REPLAY OF THE EVENT:

You’re invited to watch my live event on Google Hangout OnAir “Little Known Real Estate Prospecting MISTAKES Holding Your Sales Appointments Back” recorded Thursday, June 19th.

Speaking with 20-30 people a day to find someone to wants to set an appointment to buy or sell a home is the foundation of real estate sales.

You’ll always find a successful (and profitable) real estate agent has mastered the foundation of daily prospecting, enhanced with marketing.

When you attend this event, you'll learn the top mistakes you or your salespeople make on the phone causing qualified buyers or sellers to “think twice” before taking an appointment with you.

What will you learn by attending?

You'll get professional advice on who to call for listings, how to better qualify your leads so you identify the motivated, and learn exactly what to say to set an appointment on the phone.

Plus much, much more.

At the conclusion of this 100% educational event, I’ll share the benefits of deliberate prospecting practice real-time in a small group so you build the skills necessary to become a strong, confident and profitable prospector.

RSVP now to attend this live Google OnAir event and get a “taste” of what you’ll experience when you attend the upcoming KW MAPS Coaching Power Prospecting Workshop in Virginia Beach July 14-15th.

You’ll learn how to:

Use Scripts More Effectively
Increase Your Closing Ratio
Reduce Your Fears
Set 3-5 Appointments Per Day
Generate More Leads and Sales
To get details about the upcoming KW MAPS Coaching Power Prospecting Workshop in Virginia Beach, click here.

Also...

I invited my friend and special guest Frank Klesitz the CEO of Vyral Marketing to share how to get email addresses while prospecting and what to do with them so people who are not interested call you when they are. His content is great.

See you on the live event!

Click here to RSVP now for the OnAir event June 19th.

How MAPS Power Prospecting Client Mark Peek Now Lists 8 Homes a Month for $72,000 a Month In GCI in 3 Hours a Day

 

“This Power Prospecting – everyone should be doing it. In only 2 days I learned what phone skills I needed to improve on with Bill’s help to overcome my call reluctance to take more listings at a lower cost.”

 

Roseville, CA real estate agent Mark Peek did 89 deals last year in the greater Sacramento market. Most of his deals came from heavy marketing and internet lead generation, which was “inconsistent” and “expensive”, spending up to $8-10k a month to get business. His goal in 2014 is to double his sold listings, up from 48 listings last year to 96 sold listings in 2014 (just from his own prospecting). With just 3 hours a day of prospecting, speaking to 15-30 people a day, he is taking about 2 “sellable” listings a week. At an average sales price of $300,000 – and a 3% one side commission - that’s about $72,000 a month in potential commissions Mark is now generating at a much lower cost than with previous marketing. Mark is now only spending $2000 a month on marketing expenses, he’s making more money, he’s the “employer” in the market since his business is primarily taking listings (while other agents bring him buyers), his business is more consistent, and much more profitable.

Learn My Proven Prospecting Techniques That Will Make You More Money

Register now for the next 2 Day Power Prospecting Workshop >

If you're considering coming to the Power Prospecting Workshop, then you're heading in the right direction because this is the only workshop where you get one-on-one coaching. 

We plan for you to set 6 appointments in 2 days!

• Do you have people that you've fallen out of touch with? Are you afraid of being rejected?

Well, we've all been rejected, and we all got into the sales business to earn more money. I promise we're going to help you do this.

Here is what will happen at the workshop:

• Half the class will be studying how to ask powerful questions,  and we'll also go over changing your behaviors that will help generate leads and strengthen your attack on the marketplace.
• We will also work on techniques to improve your phone prospects.
• I have 12 proven techniques to help you in this aspect, but this is an art that you have to practice.
• We will also go over scripts, and if you don't have them we'll make some for you to help you understand how to close over the phone.
• We will track your numbers for you and count how many contacts and appointments you're making in order to track your success.
• I assure you that you will outperform yourself and perform better than you've ever performed.

I want you to come to my 2 day intensive course. Half the time will be spent studying my proven techniques, and the other half will be spent on the phone with me listening in on your calls to coach you one-on-one.

You will learn to present at the highest level and how to succeed in selling and closing over the phone.

If you'd like to know more about this exciting workshop opportunity please contact me at (757) 472-8080 or you can reach my office at  (757) 321-7595 

3 Types of Prospecting Questions You Need to Ask

Welcome back to the Two Minute Power Prospecting Drill! Last time we spoke, we talked about listening better and asking questions.

Today, let's talk about what questions you need to ask. There are three important types.

1. Feeling - This allows the prospect to express how they feel about the situation.

• How do you feel about the situation?
• How have you been affected by the situation?
• What do you think about the situation?

2. Observation - What is in the prospect's point of view. 

•    What do you see in the situation?
•    What have you heard about the current state of the market?
•    What do you ultimately want?

3. Visionary - What do they want to see?

•    How could the situation be changed?
•    What is important to you regarding the outcome?

These are all great questions that give you more than just a yes or no answer. Try these!

If you have any questions, please give me a call today at 888.688.9414 or email me bc@thecrespogroup.com

3 Tips To Asking Powerful Questions

Register now for the next 2 Day Power Prospecting Workshop >

Welcome back! One of the most important parts of a prospecting call is asking powerful questions. How do you do that? I have three tips to help you!

1. Reduce the why - Stop asking why questions. You don't want your client to go on the defense mode. Ask questions that can further progress the situation. 
2. Ask and wait - Sometimes we ask a series of questions and the client gets confused and isn't sure what to answer. Ask simple questions and wait for them to respond.
3. Strategic listening - Listening is one of the most important! Listen for key elements such as their personality type, obstacles they may have, etc.

During the next few videos we will be going through the questions you should be asking. If you have any questions of your own, email or give me a call!