How Word Choice Impacts Your Client Relationships

Today, we're going to talk about the power of words. Your client reacts to the words you choose. I've noticed that our consumers are up-to-date on all of the techniques that agents usually use, and tend to be wary when they encounter these sales techniques.

If you go in too hard with a client, they tend to put up a fence. I like to come in through the back door. You actually tell the truth, the fence starts to come down, and you can begin a good relationship with your client.

I want you to think about the words you're using. For example, I was flying home and there was a woman trying to go to the restroom as the plane descended. A flight attendant was standing next to me, and of course, he had to tell the woman she couldn't use the restroom. When she asked, instead of just saying no, he said, "I'm sorry, ma'am. I just can't say yes to that."

Instead of coming off as harsh or condescending, he was able to state the facts and connect with her at the same time. Saying no just creates a wall. If you're ever in a situation where you have to say no, simply apologize for not being able to say yes!

If you have any questions about today's video, give me a call or send me an email. I look forward to hearing from you!

Boost Your Confidence in Prospecting Calls

Today I'd like to speak about how you can boost your confidence when making prospecting calls. You need to sound energetic and believable when you call your prospects, otherwise your chances of converting them will drop dramatically.

You want your voice to be commanding. One way to ensure that you sound good on the phone is to record your voice. It's not fun, but this is the best way to do this. Speak loudly, clearly, and project your enthusiasm!

Another tip I have is to stand up when you're doing your prospecting. I can't sit down and prospect, I just don't sound right. Get a standing desk, or just stand up and walk around when you speak to people.

Next, be sure to PROJECT your voice. When you're prospecting on the phone, your voice is the picture that they see of you. This is why you need to make it big, strong, and influential.

What Are Three Ways to Make a Powerful Script?

Today we're going to be speaking about how to make an effective script, because a lot of scripts I see are very wordy and try to impress the consumer with how you're speaking, and not by what you're actually telling them. Below are the three keys to making an effective script.

1. Create doubt in the mind of the consumer. You have to make them think that maybe their plans won't work out. How do you do that? Listen to number two.
2. Curiosity. Make them curious about what you do, how you do it, and why it works so well for you. Draw them in and make them believe that you are there only option to sell their home.
3. You must have urgency. If you don't create urgency, things will never change. Let them know that things will happen if they don't make a decision quickly. If they move slowly in the transaction, then you're losing out on money. Push them along a little!

If you don't have these three keys in your scripts, I urge you to fit them in. You will not regret it.

I'd also like to invite you to my Power Prospecting Workshop on August 24 and 25 in Virginia Beach, VA. We'll spend two days improving your scripts. I would love to see you there! 

How Can You Improve Your Lead Conversion?

Hey everyone, welcome back to our power prospecting 2-minute drill. Today, I want to teach you how to convert leads like a pro.

Some of you have a huge pile of leads that you need to contact, but how do you go about it? In our experience, being able to convert those leads comes down to three things: Systems, tools, and techniques.

First off, you have to have a system of calling all of those leads you have once a day, and 5 days a week. They pile up, but if you never call them, you're just letting a big pile of money sit there. The more things pile up, the longer it takes you to get to that pile. 

Tools are also very important. Using a simple card filing box can help you keep those leads organized, or you can use an electronic contact manager.

Another high-tech tool you can use? A trash can! If you have contacted a lead 9 times with no response, that's where they should go. It's simply not worth your time or effort to keep trying at that point. 

If you have any questions for us about how you can convert more of your leads, give us a call or send us an email. We look forward to helping you make money!

Two Key Pieces of Advice When You're Power Prospecting

Today I'll be speaking about two issues that can be ruinous to your ability to prospect leads effectively. These issues are telepressure and procrastination. 

Telepressure is the accumulation of email, texts, and tweets that get in the way of prospecting. Procrastination is essentially laziness, and we've all dealt with that at some point.

On top of these two things, there are five major distractions for prospecting.

1. Mindset: You need to clear your head in order to work effectively. Think about prospecting, and not anything else.
2. Cell phone: Do your best to turn it off or get rid of it.
3. Email: This is just another distraction that's easier to avoid than it is to give time and energy to.
4. Research: I suggest researching your prospects after you call them, because I believe that researching them before calling them is just another form of procrastination.
5. Other people: This may be the biggest distraction of all, and sometimes just putting a sign on the door can prevent others from wandering in and keeping you from your work.

Hopefully now that you know what's distracting you, you can go ahead and avoid these things. It's not tough to get rid of all these distractions, but it does take practice.

If you're having trouble with any of these issues, please don't hesitate to reach out to me.

Let's have a productive day!

Three Prospecting Tools to Help Grow Your Business

In today's 2 minute power prospecting drill I have three ways in which you can improve the prospecting in your business. Let's get right to it.

1. Speak less. We're always talking too much, and in my opinion, you should only speak about 30% of the time. It's also important to remember your tone - you need to have energy. Nobody wants to talk to a monotone speaker, let alone do business with them.
2. You also need to know when to talk. This includes knowing how to talk and when to close as opposed to when not to close. Use your brain and listen to the personality style of the person you're speaking with. Match yours to theirs and drive the conversation in that way.
3. The telephone diminishes your voice. Your voice is distorted over the phone and much of the power of your voice is lost. You have to overcome this deficit to excite the person on the other end of the line and make a sale.

These are all very simple tools you can use to earn thousands of extra dollars. Prospecting is extremely important, and if you need any help with it, please don't hesitate to contact me.