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Power Prospecting

Power Prospecting. The Road That Changes Your Life. Bill Crespo. Bill Crespo. Virginia Beach, VA KW MAPS Coach Creator of “ Power Prospecting” Workshop. Please complete an evaluation form found in the back of your program guide . The Road to Confusion. Craigslist Facebook Buy Leads.

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Power Prospecting

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  1. Power Prospecting The Road That Changes Your Life Bill Crespo

  2. Bill Crespo Virginia Beach, VA KW MAPS Coach Creator of “Power Prospecting” Workshop Power Prospecting

  3. Please complete an evaluation formfound in the back of your program guide. Power Prospecting

  4. The Road to Confusion Craigslist Facebook Buy Leads Caution Distractions Power Prospecting

  5. What is the ONE Thing that can increase sales within any sales organization? • Spending more money on advertising and marketing • Designing a new brochure with your dog on it • Paying a company $5,000 to find leads for you • None of the above Power Prospecting

  6. 2. What typically stops someone from achieving higher production? • Self-doubt • Fear • Not understanding their own worth • All of the above Power Prospecting

  7. 3. Who is the single most important person on your team to promote positive change? • Your Team Leader • Your Executive Administrator • Your termite inspector • You Power Prospecting

  8. Change Your Personal Rule For Success The things that worked for you in the past very likely could, sooner or later, lose their serviceability. Even if your customary approach still holds a promise for maintaining your present level of performance and growth curve, it may not help much if you want to hit far higher achievement levels. Power Prospecting

  9. Change Your Personal Rule For Success And if you continue to rely on those old routines, maybe even leaning on them most when your performance flattens out or sags, you create a trap for yourself. There is a certain irony here. Your historically most dependable behaviors can become the major obstacles to future growth. It’s possible for them to cripple your progress. They may stand as personal boundary lines that limit what you can accomplish with your life. Power Prospecting

  10. Three Basic Tools of Power Prospecting T M B Power Prospecting

  11. Three Pillars of Power Prospecting Telephone Door Knocking Asking For Referrals Building Database 60/40 Power Prospecting

  12. Creating A PRO Prospecting Team Schedule • You and your team prospect at the same time Mon.–Fri., 9a.m.–12p.m. Role-play practice Forecast Performance Track Performance • Minimum of 3 role-play partners for 30 minutes • Know conversion rates for team and individuals • Based on tracking numbers, what does it take to reach your goals? Power Prospecting

  13. Sample PRO Schedule • 8 a.m. Arrive at the office • 8 a.m. – 9 a.m. Prepare, affirmations, role-play • 9 a.m. – noon Power Prospecting (50 min. on …10 min. break) • Noon – 1 p.m. Lunch • 1 p.m. – 2 p.m.Lead follow • 2 p.m. – 3 p.m. Prepare for appointments • 3 p.m. – 6 p.m. Appointments/Prospect Power Prospecting

  14. Know Your Numbers Power Prospecting

  15. PRO Prospecting The power to affect, control,or manipulate something or someone; the ability to change the development of fluctuating things, such as conduct, thoughts, or decisions. An action exerted by a person or thing with such power on another to cause change. A person or thing exerting such power or action. Power Prospecting

  16. PRO Influence The title of the person Clothing Car In the mind of the prospect Power Prospecting

  17. PRO Influence Is this person an expert? How truthful? How honest? In the mind of the prospect Power Prospecting

  18. How to Use Scripts • Be conversational not salesy. • Use bridge words between questions. • “Out of curiosity … ” or “Ideally … ” • Use a pause to emphasize a statement or ask an important question. • Deflect an objection at the script beginning. • Use: “That’s an option” or “I can understand that.” • Repeat and affirm their answer. • Never argue or tell the prospect why they are wrong. Power Prospecting

  19. Asking Powerful Questions Why are questions more powerful than statements? What is your question to statement ratio? Power Prospecting

  20. Strategic Questioning • Avoids too many “yes” and “no” answers • Empowers the other person and gives them the feeling that they are in control • Allows the other person to take what is already on their mind and develop it further to uncover information • Can assist in asking the unaskable questions: • What would make more sense for you and your family? • How do you and your wife make decisions? • What would be the ideal situation for your family? • 5. Is a simple sentence; it should not be complex Power Prospecting

  21. Strategic Listening • Actively listen/focused • Raises your influence quotient (IQ) • You allow the answers to be much deeper • You listen for how they think • You listen for obstacles • What personality style they are • You listen for any resistance • You listen for options • You listen for the support they need to make their decision Power Prospecting

  22. How well do you listen? Power Prospecting

  23. Sources to Power Prospect • “A” (fan club) – once per month • “B” (mets) – once per quarter COI/PC JL/JS Expireds • New and old (past 3 years), farms • 85% will list in 90 days with someone • Face to face previews FSBOs • Especially in farms … brands, expands target markets (does not have to be your listing)) Power Prospecting

  24. Power Tools Numbers • Landvoice, REDX, Vulcan7, Arch • Landvoice, Cole JL/JS • Mojo, Phone Burner, Vulcan7, others Auto Dialer Lead Follow-up • “BASE” (just for pipeline leads), 3x5 Card System Power Prospecting

  25. The Road To Success PRO Amateur Power Prospecting Workshop Turn Right Power Prospecting

  26. Path2PRO What does it takes in today’s market to play like a PRO? Role-play with at least three people per week. Lead generate three hours per day – stay on schedule. Read your goals weekly – get excited! Read at least one book per month. Study the competition and MLS statistics. Practice your listing presentation weekly. Stay healthy and exercise. Do the opposite of what the majority is doing. Avoid distractions. Have fun and give back to others. Power Prospecting

  27. Path2PRO Do you have the following qualities of a PRO? Shows up every day Committed over the long haul Patient Seeks order Acts in the face of fear Accepts no excuses Prepared Does not show off Dedicated to mastery techniques Endures adversity Power Prospecting

  28. Power Prospecting Workshop March 17–18, 2014 (Mon.–Tues.) KWRI - Austin, Texas Power Prospecting

  29. There is a MAPS Coach available for questions in the back of the room.

  30. QUESTIONS? Power Prospecting

  31. Thank You! Please complete an evaluation form found in the back of your program guide. To download a free copy of this presentation, GO TO: www.familyreunion.kw.com/downloads

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