RISMEDIA, May 19, 2008-Navigating your way through today’s market doesn’t have to be as intimidating as it may seem. With strategic prospecting, both your clients and your business will and can succeed. The only problem many agents are facing, however, is getting started. This week, Dr. Maya sheds light on top ways to reach out and fearlessly prospect, while leaving the fear of “bothering people” at home.
Q: Dear Dr. Maya: I know I should be prospecting more, but how can I get over this fear of “bothering people?”
A: Your fear of bothering people is based on the self limiting belief: ” People don’t want to hear from me.”
When I coach my clients in mastering the Art of Prospecting, I teach them several things:
1. Change your mindset: You need to realize that you have something valuable to offer.
You have an expertise in real estate that most people don’t have. When you call someone you are usually asking a question to see if people can use what you have to offer. In other words, you are gathering information, you are not selling.
In the Law of Attraction, we get what we expect. So why not expect the positive? Why not expect that people are happy to hear from you?
2. Have a reason to call and have a script:
For example, if you have listings in a certain neighborhood, you can call that neighborhood:
- You can call to get buyers, by asking “Who would you like to move into your neighborhood?”
- You can call to get sellers by asking, “Who in your neighborhood has been talking about, or even whispering about moving?”
If you’re calling your sphere of influence, and after chatting with them and making a connection, you can say,” I have been meeting some very good independent contractors lately, such as plumbers, electricians and so forth. If you’re looking for someone, please consider me your referral source. I’ll be happy to help.”
Now that you’ve given this resource to them it will be easy to say to them as you are completing the conversation, “When you hear of anyone who’s thinking of buying or selling, please call me with their name and number. I will be happy to follow up and make sure that their real estate needs are taken care of.”
Do you see how being the “giver” first makes it very natural for you to ask for the business?
3. Put a positive spin on the market:
For example, if you are calling a client or someone in your sphere of influence, you can ask them if they’re interested in knowing what is happening currently in the market.
Most people are willing to take a minute or two to hear about the latest news in the market.
This is where you get to shine by telling them that this is a great opportunity to buy.
Be sure to give them several reasons, such as prices are extremely low, there’s a lot of inventory to select from, rates are low and this is a rare opportunity for a once-in-a-lifetime investment.
(All of the above is true).
You might even add,” Donald Trump is buying up as much real estate as possible.”
And you could complete with the statement, “So let’s get you a great deal.”
4. Excitement sells: you need to be convinced that this really is a good time to get a great deal.
When you convey excitement with the tone of your voice, you automatically catch the interest of the other person.
5. Write out different scripts for different people you are calling:
Rehearse the script several times and have them in front of you until you have memorized them entirely.
6. Use affirmations to pump yourself up:
Before you get on the phone and make prospecting calls, it’s important that you are in the right mindset.
Here’s an example of a few affirmations that will work for you:
- “I have something valuable to offer”
- “People are always happy to hear from me”
- “Every time I call, I’m intending to help someone”
- “I am the giver”
- “Through my consistent calling,” I make great connections that result in transactions
- “The more I call, the more my income increases”
- “I actually enjoy the process of gathering leads”
The bottom line on answering your question is this-get excited about an idea of how you can help people in today’s market. There are plenty of options.
Remember how excited you are when you have a gift to give someone and you’re holding that gift in your hand? This time, as you prospect, you are the gift and when you put the phone in your hand you are preparing to give the gift.
The person on the other end of the phone will sense your excitement and sincerity and very likely could become your next client.
About the author: For more information on powerful marketing tips and tools, please visit Dr. Maya’s website: http://www.90daystomoreclients.com while you are there, get your Free Audio mentoring session and Free Report, “7 simple strategies to more clients in 90 days” or call Dr. Maya at 707 799-5412.
E-mail your questions about the Law of Attraction, reprogramming of self-limiting beliefs, confidence-building and marketing communication to, Dr. Maya at firstname.lastname@example.org and we may include them in this weekly column.
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