Maximizing Your Potential!

More and more people are getting connected through sites like Twitter, Facebook, MySpace, etc. And while these are a great way to find old friends and make new ones, they have to be approached with some caution.

I recently saw an article on the National Association of Realtors website saying that very little if any actual real estate business or lead generation, for that matter is done on the web.

Ultimately, the business of buying and selling comes down to who do you know, who do you trust?

This is not to say that you can not start to establish relationships through these many social media sites. Not that long ago I met a new person via a friend. He recommended that I check out this gentleman’s Blog.

I did so and it turns out that he knows two really good friends. I suggested that we go out for coffee. We did so and had a wonderful time. He is not a candidate for my services but a great person to know and who knows, I might get a referral as a result, down the road.

That is social marketing, at it’s best. Please note, I was willing to ask for an appointment. If you don’t do that, what’s the point??? All to often, I will run into clients who are afraid to ask for the appointment for fear of rejection.

So, the person says, ‘No!’ Next!

Ask for the appointment and start building you pipeline.

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Let’s face it – not many people like making phone calls. I love it but I realize I am a very rare bird.

The more you understand the rules of any subject, the better you will be at that subject. So here are some tips that should make this sometimes difficult and onerous thing a little less stressful.

1. If your goal is to make an appointment, avoid selling your product – focus on the goal, set the appointment.

2. Be enthusiastic on the phone. The phone is a very direct line of communication and you certainty or lack thereof can great effect your results – always have a smile on your face when making those calls. Make sure it is genuine.

3. NEVER argue with the prospect over the phone – there is no faster way to cut a communication line than starting an argument, especially over the phone.

4. You must be different! Your prospect probably receives tons of phone solicitations. Make sure that your approach is unique – I saw one where the sales person had a staff member make the call, saying that Mr. Smith was going to be in the area on Weds. and would love to meet with them at 10 AM. She made lots of appointments.

5. Keep your communications short and effective – don’t waste time.

6. Have high Affinity for your prospect, share some reality with him, such as, “Most business owners are looking to increase sales, increase efficiency or increase productivity. I have a system to help you achieve all three. I’d like to meet you at 2:30 Weds. for a 1/2 hour appointment.’” You must have a high level of determinism in pushing through to get that appointment.

7. Handle any objection for setting an appointment with the 5 steps of ACCORD.

8. Control the conversation! Remember, Control = Income!

9. Decide what you want BEFORE you make the phone call!

10. Do not promise anything that you are not absolutely sure you are able to deliver on that promise, just to get the appointment.

11. Do not be afraid of letting a prospect go. Too many times I have seen someone nurture this one prospect along when it was obvious that NOTHING was ever going to happen with that person, while ignoring 5 other prospects who were ready to do something and were qualified.

12. If your morale is down, Do NOT pick up the phone! Do something to pick your spirits up and then get back on the phone!

Happy Prospecting!

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