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How to Manage Your Leads
By, Corey Wells
A lead is someone that wants to buy or sell real estate in the near future. How you define near future is up to you, but taking a [...]

Pick Your Clients Carefully
By, Corey Wells
You spend hours prospecting and spend countless dollars marketing to find a lead or prospect. So why would you ever consider turning down business from a prospective new client? The answer is easy. Because they’re the type of people that will drive you nuts!
Almost every one of us has [...]

Be Patient with Prospecting!
By, Corey Wells
When starting a prospecting or marketing regimen you don’t always see immediate results. It can take on average three months to see results from the prospecting you start today. During this time you may not make much money, but by sticking with your prospecting and being consistent you will [...]

Prospecting is like a day at the beach
By, Corey Wells
Remember the business of selling real estate is not about the rejections you may face. It’s about finding the one person that wants to do something. Have you ever been to a rocky ocean beach. Imagine all the rocks. When you lift up a [...]

Are you in a Slump?
By, Corey Wells
Every Real Estate agent has times in their career where they see their sales drop. It’s a normal part of the sales cycle. What you need to quickly determine is how your slumps are going to affect you. Is a slump a temporary set back, or is [...]

Be Consistent With Your Prospecting
By, Corey Wells

The number of new potential clients you talk to, or prospect, in a single day will roughly equal the number of homes you sell in a year. The idea is to be consistent with the number of people you contact each day. This daily consistency will bring you closer to your goal. Set a firm number of people you need to contact and stick to it!

Nearly all agents know they need to do a better job of prospecting. They realize that long term sales goals are achieved through prospecting for new business. They all know this, but many still don’t do it on a regular consistent basis. It’s true that if you want to succeed in real estate you must offer great service to clients once you’ve found them, but you have to find them first before you can provide any type of service.

Scheduling

You need to schedule your prospecting efforts for the same time every day. This will probably mean early morning when you’re sharp, energetic and ready to focus. For most agents, if prospecting isn’t scheduled, it usually doesn’t get done. Prospecting should be treated as if it were a listing appointment. No agent would ever dream of missing one of those. Realize that prospecting is the activity that actually creates your buyer and listing appointments. So keeping more of your prospecting appointments will lead to many more buyer and listing appointments.

Stay On Course

Don’t quit prospecting just because you get busy. Agents who do this end up with roller coaster incomes. These up and down sales are created by a lack of consistency in their prospecting efforts. Make the decision you are going to keep your prospecting obligations no matter what.

Don’t give up on prospecting when you get too many leads. Instead, start making it harder for a prospect to qualify as a lead. Too many leads mean you have an opportunity to select better motivated prospects. You’ve earned the right by your prospecting efforts to select highly motivated sellers and buyers. This is where daily prospecting really pays off. Motivated prospects will treat you with more respect and do the things necessary to get their home sold.

Focus

Focus on the prospects you are working and determine their level of motivation. Try to connect with the them and see if you can solve their problem. If you find they don’t have the motivation to buy or sell, move on to the next prospect.

So if you want to prospect effectively, you need to make a commitment to do it every day without fail. Start today and stay on course through the ups and downs. Daily prospecting gives you power over your business and over your annual income. If you plan to call or contact 50 people a day and the day is nearly over and you have only contacted 40, it’s time to hop in your car and hand out another 10 business cards. Being consistent not only helps you in the “numbers game” of selling homes, it also brings order to your hectic schedule. Set firm prospecting goals, stick to them, and you will achieve.

Remember, all agents experience some highs and lows in their careers. The highs are easy to deal with; the lows are not. If you follow a consistent prospecting plan, the lows will be become a faint memory.

(c) 2008 Leading Example Enterprises Inc.

Corey Wells, is the founder of Leading Example Coaching which offers Real Estate Agent Coaching, Books, Audio, Scripts, Packages, Software & More.
Visit: Leading Example Coaching
This article was originally posted on LeadingExample.com/Blog

Be Consistent With Your Prospecting
By, Corey Wells

The number of new potential clients you talk to, or prospect, in a single day will roughly equal the number of homes you sell in a year. The idea is to be consistent with the number of people you contact each day. This daily consistency will bring you closer to your goal. Set a firm number of people you need to contact and stick to it!

Nearly all agents know they need to do a better job of prospecting. They realize that long term sales goals are achieved through prospecting for new business. They all know this, but many still don’t do it on a regular consistent basis. It’s true that if you want to succeed in real estate you must offer great service to clients once you’ve found them, but you have to find them first before you can provide any type of service.

Scheduling

You need to schedule your prospecting efforts for the same time every day. This will probably mean early morning when you’re sharp, energetic and ready to focus. For most agents, if prospecting isn’t scheduled, it usually doesn’t get done. Prospecting should be treated as if it were a listing appointment. No agent would ever dream of missing one of those. Realize that prospecting is the activity that actually creates your buyer and listing appointments. So keeping more of your prospecting appointments will lead to many more buyer and listing appointments.

Stay On Course

Don’t quit prospecting just because you get busy. Agents who do this end up with roller coaster incomes. These up and down sales are created by a lack of consistency in their prospecting efforts. Make the decision you are going to keep your prospecting obligations no matter what.

Don’t give up on prospecting when you get too many leads. Instead, start making it harder for a prospect to qualify as a lead. Too many leads mean you have an opportunity to select better motivated prospects. You’ve earned the right by your prospecting efforts to select highly motivated sellers and buyers. This is where daily prospecting really pays off. Motivated prospects will treat you with more respect and do the things necessary to get their home sold.

Focus

Focus on the prospects you are working and determine their level of motivation. Try to connect with the them and see if you can solve their problem. If you find they don’t have the motivation to buy or sell, move on to the next prospect.

So if you want to prospect effectively, you need to make a commitment to do it every day without fail. Start today and stay on course through the ups and downs. Daily prospecting gives you power over your business and over your annual income. If you plan to call or contact 50 people a day and the day is nearly over and you have only contacted 40, it’s time to hop in your car and hand out another 10 business cards. Being consistent not only helps you in the “numbers game” of selling homes, it also brings order to your hectic schedule. Set firm prospecting goals, stick to them, and you will achieve.

Remember, all agents experience some highs and lows in their careers. The highs are easy to deal with; the lows are not. If you follow a consistent prospecting plan, the lows will be become a faint memory.

(c) 2008 Leading Example Enterprises Inc.

Corey Wells, is the founder of Leading Example Coaching which offers Real Estate Agent Coaching, Books, Audio, Scripts, Packages, Software & More.
Visit: Leading Example Coaching
This article was originally posted on LeadingExample.com/Blog

Using Scripts for Success!
by Corey Wells

One of the most difficult aspects of being a Real Estate agent is knowing what to say and when to say it. We all have that one or two questions we’re silently begging our client or prospect not to ask. Maybe it’s, We want to pay a lower commission or, We want to think it over or, We’re going to be interviewing two more agents before we decide to list. How many times have you been in a listing presentation and when it came time to sign the client asked a question that you didn’t have an immediate answer?

This is the reason scripts can be so valuable. Scripts help you maintain and build confidence by knowing what you’re going to do and say next.

So, why do most agents dislike scripts? The truth is an agent that dislikes scripts is probably using them everyday without even knowing it. We’re all creatures of habit and once we try something and it works, we tend to try it again. If you were to study any successful Real Estate agent you’d find them saying similar things on each and every interaction with clients and prospects, whether they knew it or not.

The challenge is some of the scripts you may be, unconsciously, using are not leading you to the results you desire. It’s important that you start to monitor what you say and when you say it. If you find yourself answering questions with a response that is not working, change it. Try to write down the different scenarios you encounter when prospecting, or during customer interactions, and a comfortable response to them.

Writing the scripts yourself is an important activity that will allow you to add your own personality and style. Make scripts that you feel comfortable saying and commitments you are happy with. It’s also important to not be attached to any script, feel free to continually tweak your scripts until they are working and you’re 100% comfortable with them.

Here’s some Good scripts to learn:

1. Prospecting
   1. Expired Listings
   2. FSBO’s
   3. Around Listings & Sales
   4. Farm Scripts
2. Selling
   1. Listing Presentation Scripts
   2. Closing Scripts
   3. Negotiating Scripts
   4. Offer Presentation Scripts
3. Objection Handling Scripts
   1. We want to think it over.
   2. We want you to lower your commission.
   3. We want to re-model before we put it on the market.
   4. We want to interview other agents.
   5. Expired: We’re going to take it off the market for now.
   6. FSBO: We want to save the commission.

Make sure your practice and memorize your scripts. The more your scripts become internalized and part of your natural conversation the easier it will be to truly listen to your clients and prospects. It is important to focus on the needs of your prospects and not be thinking about what you are going to say next. By doing this you’ll be in complete control of all your Real Estate conversations. Remember good sales people listen three times as much as they talk.

By Following scripts you can confidently approach your prospects and clients without the fear of what to say. In any given situation you’ll have an arsenal of answers at your disposal that are proven to be effective. Make sure you don’t miss this important step in the sales process.

Corey Wells
Leading Example Coaching