THE NATIONAL INTERNET BASED REAL ESTATE BROKERAGE
ISSUE 48 | JUNE 2013
3 Wa y Busi s to Get ness Y Read our y Sum mer for
Let the WOLF SHOW you how!
What’s so ‘’plus’’ about Google+?
SMS 202 and What You Need to Know About Post X-Gen’ers
Letter from the CEO Ready... Set... Go!
Let the WOLF SHOW you how!
Agent Spotlight: Vivienne Adibi Technology Topics: What’s so “plus” about Google+?
ABOUT US ALLISON JAMES ESTATES & HOMES® Address: 309 Tamiami Trail Punta Gorda, FL 33950 Phone: 866-463-5780 Website: www.allisonjamesinc.com
Communication Corner: Team Communications: SMS 202 and What You Need to Know About Post X-Gen’ers
3 Ways to Get Your Business Ready for Summer
Making It Easier for Our Customers to Buy
Six Powerful Prospecting Tips to Build Your Business
Meet Our Agents
Readyâ€Ś Set â€Ś Go!
llison James Estates & Homes Corporate office is kicking off our 1st 5k Run, Starting August of 2013 we will be putting on a 5k run every few months to join together with your co-workers and challenge yourself. While this event is all about fun and positive energy, the 5k also focuses on promoting healthy living. Our first run will hold place at Lake Miramar, a 5 mile loop trail with great views of the lake located near San Diego, California. We want to encourage all of our agents to gather together and meet each other alike with the members from the corporate office. We are excited to meet each of our agents along with encouraging a healthy state of mind. We look forward to seeing you out there! National Growth and Development Team Allison James Estates & Homes
Matthew R. Crumbaugh CEO, Allison James Estates & Homes
Allison James Estates and Homes continues to grow
e are proud to announce that Allison James Estates and Homes is officially open in the great state of Nevada. We are also very excited to announce that Renald Leduc has joined the AJI family as the Broker for Nevada. Renald brings a lot of talent and experience to Allison James Estates and Homes and we are proud to have him on our team.
I have wanted to open Nevada for a long time and now I have finally found the right person for the job. We will be covering most of the major markets in Nevada. A big part of our growth at Allison James Estates and Homes is agents referring agents so please spread the word and let your fellow colleagues know that we are open in Nevada.
Let the WOLF SHOW you how!
OLFconnect’s powerful SHOWINGS module will not only allow you to keep track of all your showings, it will do all your notifications automatically. Start WOLF managing your showings today.
Create A Showing (F5) To create a showing in Connect, select the Create a Showing sub menu under the Showings module or simply click the F5 hotkey on your keyboard. A new window will appear and you will be presented with 3 easy steps to create a showing:
If you hover over a listing, the information above the list will change to reveal various data about that listing.
Step 1:CHOOSING A LISTING
When choosing a listing you can filter by Office or Agent. You can also choose various check boxes for the statuses of the listings you wish to display. Choosing the Check All status will display all listings with ALL statuses. The Last drop down menu shows listings entered into connect with various days back (ie. 30 days back).
Listings can also be filtered by any of the criteria available in the two drop downs. Once data is entered in the search area, the list below will begin to narrow down to match your criteria.
Under Showings > Set-up > General Settings there are various settings for showings including to initially showing all listings when searching, or listing search filter default set to Address:
• Hovering over and highlighting an address displays the information above the list of listings. • Listing Price, MLS#, who the property is currently Occupied By and who the receptionist should Call for the showing are all located in the dark grey bar at the beginning of the information. • Any Upcoming Showings for that property are located in the top left hand corner which can also be verified and located under Listings>Showing Activity • Seller Contact Info is located under upcoming showings and sync with the People and Showing Set-up tab in Listings • Conditions to be met, located in the upper right hand corner of create a showing, sync with your RMS system as well as with the Showing Set-up tab in Listings. • Showing Instructions are for office use only and can be edited upon selecting a listing to show. • Instructions for Showing Agent are as they suggest and can also be edited up selecting a listing to show. These instructions will be emailed to the showing agent. • Lockbox/Keycode are located in the middle of step one of the create a showing screen and sync with the showing setup tab in Listings. Step 2: CHOOSE AN AGENT In this step, you can choose to filter agents by Agent Name, Outside Agent Name, Outside Office Name, Outside Phone Num-
5 ber, Outside Agent MLSID, or Inside Agent Name. Type the search criteria in the search field and the agents information will begin to appear below:
Once you have found the agent you are trying to locate for the showing, simply use the up down arrows to highlight the agent and then select enter on your keyboard or left click on the agent with your mouse. (In-house agents are managed in the Admin menu) You can add a new Outside Agent by selecting the ’r;Outside Agent’ button and filling in the appropriate fields. Select save and they will be added to your list of outside agents located under Showings > Set-up > Outside Agents/Brokers to be viewed and edited as permission allows. Once you select an agent you can proceed to step 3, if you decide that you would like to change the showing agent, simply choose the Change Agent button.
Step 3: ENTER SHOWING DETAILS Depending on what has been set for the “Popup Showing Time” setting, a Date/Time selector may pop up automatically after you choose the showing agent (see below).
The available date and times for this listing will appear. Check the boxes to select the date and time for the showing you are booking.
• Checking the appropriate boxes in the “Select Showing time” screen (below) and click Continue. * Refer to the legend for available/occupied time slots:
• If you have the pop-up turned off, you can manually enter the date/time you would like to book the showing for. • Choosing the Set Showing Time button allows you to manually pull up the Showing Availability scheduler pop-up. • The type of showing you are booking can be selected in the Showing Type drop down. This list can be edited under Showings > Set-up > Showing Types. • Showings are marked as either Unconfirmed or Confirmed: • Unconfirmed- Checking the status as Unconfirmed indicates that you still have further action to be taken on this showing. The showing will then be placed in the unconfirmed showings que in the appropriate order. • Confirmed- Marking the showing as confirmed indicates that there is no further action on this showing and the appropriate people will be notified via showing emails. • Showing Agent Types is a list to choose which type of showing agent is showing the property. This list can be edited in Showings > Set-up > Showing Agent Types. • When a Showing/Listing Agent or Seller is called for a showing, the receptionists booking the showings can add any Call Notes or Call Statuses they have made to be logged in the Showing Activity. • A setting under Showings > Set-up > General Settings allows the user to Force Call Notes when creating a Showing. This indicates that you can choose whether or not to force the user to enter in a Call Status and Call Note before saving a new showing on a listing.
To enter another showing for the same showing agent enter the MLS # or Address and another showing window will appear for that showing agent bringing you directly to Step 3 of the create a showing screen. Click Save.
There are two ways to input Date & Time: • Using the options in the Enter Showing Details screen (above)
Jill Lemons, Agent Relations Coordinator at Allison James Estates & Homes
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FIT TOGETHER • WORK TOGETHER • GROW TOGETHER
Vivienne Adibi Realtor, San Diego
ivienne’s real estate career started in 2001 over 12 years ago serving the dynamic San Diego, California real estate market. Originally from South Africa and now a full-fledged U.S. citizen, Vivienne came to the United States in 1993 to follow her family and her passion of working for the betterment of children. As the owner of a Montessori School for 8 years Vivienne was further able to feed this passion. As a mother of twins and wanting more flexibility in her schedule to be available for field trips and other important events in her children’s lives, Vivienne decided to obtain her Real Estate license and pursue a career in Real Estate. Vivienne spent 12 years with Prudential Dunn realtors in the Pacific Beach area of San Diego where she was recognized in her first year in the business as the office’s Rookie of the Year. Vivienne went on to be recognized as the #1 Agent in her office for many years consecutively. Vivienne says the key to her success is “to do business relationally and not transactionally.” During the down-turn in the Real Estate Market, Vivienne joined forces with Rady Children’s HospitalSan Diego as a Development Officer. Her position includes fundraising, event planning, and stewarding high end donors. Vivienne has become extremely passionate about the hospital’s mission and helping medically fragile and at-risk children through philanthropy. So what does all this have to do with Vivienne’s very successful real estate career you ask? Well, Vivienne has now been able to combine her two passions into one with the emergence of her new business venture, Vivienne’s Homes for Hope and Healing, where a portion of the proceeds from every closed real estate transaction goes back to Rady Children’s Hospital. Initially the proceeds are funding chemotherapy treatments for the children but Vivienne expects the benefits to overflow into other areas of need within the hospital as this venture grows and evolves over the course of time. Vivienne feels that this is not only a blessed opportunity to give back in her own small way, but one that will truly make a difference in the life of a child. Vivienne is excited to have joined the Allison James team as part of this new venture. Vivienne has been an active agent in the Brian Buffini Real Estate Coaching program for many years and has developed her real estate clientele very successfully using the working by referral approach as taught by the Buffini program. And as Brian teaches, even with all of the demands on her time, Vivienne is truly never to too busy for your referrals.
What's so ''plus'' about Google+?
ou’ve probably have a Facebook. I haveone, and almost everyone you know has one. It’s kind of taken over the world. But un-according to popular belief, there is a whole world of social networks out there beyond Facebook, and it’s a world worth exploring. One such example is a so-called “direct competitor” to Facebook (And why can’t you have both? I certainly do.) is Google+ from... yes, you guessed it... Google! When you think of Google you definitely think of search, and many of you probably think of email / Gmail as well. Google+ is a social network, much like Facebook, where you manage contacts, events, media, etc. There are a few differences, of course, like how your contacts are organized in “circles” instead of one big, hard to manage friends list. Google+ has outstanding features for photos, documents, sharing, and communication. Things like Google Hangouts (more on that later!) bring popular forms of communication like instant message, voice, and video chat all under one roof with a seamless interface. It’s important to remember that anyone you want to talk to needs to have a Google+ account as well. The best news is, of course, that the whole service is 100% free and definitely worth checking out. Visit http://plus.google.com to sign up! John Joyce, CEO of Republic Technologies Corporation, leading the IT Support efforts for Allison James Estates & Homes
Team Communications: SMS 202 and What You Need to Know About Post X-Gen’ers
he world of texting, how to make it work for your business, why use it, who uses it. Includes both SMS (short messaging service, or “texting”) and MMS (for multimedia messaging service or “texting a photo.”) First, let’s define generations of clients, from the G.I. Generation to the Z Gen Silent Generation: 1900-1924 - G.I. Generation 1925-1945 - Silent Generation or the “Depression Babies” 1946-1964 - Baby Boomers, the so-called “Privileged Generation” 1965-1979 - Generation X 1980-2000 - Millennials or Generation Y 1995-Present - Generation Z, a.k.a. the “New Silent Generation” (note some overlap) It is important for a real estate agent to assimilate the culture of the generation you are working with in order to be truly competent in serving your client, and we may have that discussion at another time. Suffice it to say, though, that Generations X through Z are much more technically savvy than any other generation, and tools and gadgets have changed the way they communicate. Ask the average Z Gen’er how he most often communicates and he is likely to say, “Text.” So what is this allergy to a phone call or in-person meeting? Z Gen’ers, handicapped by a difficult econ-
omy, lack of jobs, evaporating credit and out-of-reach home ownership, have a need to communicate very quickly, and even with multiple simultaneous conversations. Couple that with childhood years immersed in immediate sensory gratification of everything virtual, finger typing at an early age and the rapid disappearance of (ugh!) land lines and you have a generation of future home buyers who are expecting to find you at a moment’s notice with their chosen gadgets. There is a trickle up effect with this phenomenon. The kids have convinced moms, dads, instructors, coaches, nearly all the adults in their circle, to buy smartphones and iPhones for the most swift connection to the Z-Gen’er, and I-C-O (in case of emergency) needs drive a lot of these purchases in spite of the fact that Z-Gen’ers for the most part do not recall 9-11 or the Iraqi war. ICO was enough of a “straw that broke the camel’s back” for the parent X and Y Gen’ers to cave. In fact, we are so immersed in this culture that the person texting you or MMS’ing you a photo from the beach is as likely to be a Baby Boomer as a Z Gen’er. As an Allison James Estates & Homes virtual brokerage agent, can you afford NOT to be a part of this? So…here’s the million dollar question. Do YOU get their business??? Well, that depends. Do you encourage texting? Here are a few
ways to use it productively in your business and stand out from the crowd. Put “Text Me” or “Text the Property Address To” on Everything: Put it on all of your signs, riders, directionals AND your voicemail. Also create one of those quick text replies that you can program into your phone to hit when you cannot pick up the phone, and say, “If this is a property inquiry, please text the property address and I will return your call asap.” This is a great deterrent to telemarketers. In a small experiment last fall, a select number of my agents added one of those phrases to directionals AND to their phone greeting. In a voicemail greeting, it can take the form of, “For faster service, kindly text the property address and someone on my team will get back to you immediately.” The result? About six text inquiries PER week PER sign. We have some of these folks under contract now! And just to put it in perspective, there are under two million people across the 8 counties of the Triangle covering two large cities, whereas the population of JUST Los Angeles is 4 million. That says we are only half as likely, or less, to get a drive-by inquiry as an agent in LA. Over the entire three months, only 3 people called to say they did NOT have texting or did not understand what to do when they called. Serve the many or serve the one? Use Text Forward to Reach Out to Your Team: Too busy to look up the information to answer the question? Just forward the text to a team member. On most smartphones, you would press on the text and a new screen pops up allowing you to forward the message, or you can copy the text right there and then paste it into a new message for your intended recipient. Let the intended recipient be your lead coordinator and this becomes a truly elegant lead capture system. Capture the Text Number Immediately: Does this work better than email capture? Well, you already have their phone number in that text message, so what do YOU think? If you cannot call them until later and you do not have a lead coordinator to work it for you, then save the incoming text number under your contacts with a contact name of First Name: Texts from Signs and Last Name: 2020 Broad Street (or whatever the property address was) so that you can recall it later easily. If You DO Have a Lead Coordinator: After forwarding the text to a lead coordinator, that person could make the prescreening call, get a name, price range, other basics and set this lead up for you in the Allison James Estates and Homes Wolf Connect dashboard, even assign it to someone else on your team all within minutes of receiving that first text. My lead coordinator makes the call, at which point she gets the client’s FULL NAME, then she sets up the contact in Wolf Connect, sends a welcome email follow-up, sets up a search for the client closely approximating the type of property they inquired about, sets the client up on my Home Buyer drip campaign, and then waits for me to tell her which agent will get the assignment, and assigns it from the dashboard. Thank you, AJI, for Wolf Connect! The Allison James Estates and Homes Wolf Connect Dashboard Will TEXT you! Here is what I like most about the dashboard. It will text you for a myriad of things including when a lead is set up or when a client makes an inquiry. Here’s how: Go to your dashboard, top menu Admin then go to My Profile. You will see a second selection of buttons under the menu, List, Info,
Team, Message, Social Media, etc. Click on the word “Message.” At that point you are presented with a screen that shows your primary email with toggle buttons that you can click to either green or red to indicate which actions you want to be notified of. It’s best to toggle these all to green for your primary email unless you have several emails, one for administrative use, one for clients, one for colleagues, as I covered in an earlier article. But here’s what you can do to receive a text. To the right of your email column is a blank column that says ADD. Click that and enter your text number as an email address. Every smartphone number can be turned into a routable text messaging destination by adding an “@” suffix supplied by your phone carrier. For me it is email@example.com. I believe Sprint is firstname.lastname@example.org for plain text and email@example.com for MMS (photos). 1234567890 is to be replaced by your phone number of course. Create the email-to-text address in the dashboard and toggle it on for any customer inquiries or lead assignments. Go here to find yours: http://en.wikipedia.org/wiki/List_of_SMS_gateways Once your lead coordinator has set up the lead, you will receive a text from Wolf Connect. This is now the first text that will give you a client name. This Wolf Connect system text now contains all the contact info you need to forward the lead to a team member. I will usually supplement that with a note from me as to what property generated the inquiry. This works wonderfully. Text forwarding is golden! Text While in the Field: Text from a closing, while in a client meeting, on a showing. Text your co-broker agent for the contract status, then “forward” the text reply to your closing coordinator. Besides being a real time saver, you will find that people in your meeting, or at a showing, do not seem to mind that you pause for a text, though it is seen as extremely rude to pause for a phone call of anything longer than 20 seconds. Text from a seminar or webinar or any place where silence is required. Text Your Broker: Use texting to alert your Supervising Broker that a contract is in the portal and ready for review. I personally LOVE this one and insist on it. I have no intention of poring through scores of emails to find out who has the earliest closing. Text or MMS Photos: There is truly a whole article to be written as to photo sharing techniques, sharing them to Facebook, Pinterest, Instagram, so I won’t cover it here except to say, “Please DO it.” Put some interesting home appointments on your Facebook page, or share favorite model homes on Pinterest and Instagram. Learn how to use the share-to button on your phone. With some phones, you will take a few shots, then exit your camera app and go into the Photo Gallery to find them, select several and use the “more” button to find the “share to Facebook.” In a word, it’s not always obvious and depends on your phone. Send shots of property inspections to your Team Leader. Our new phones all seem to have 8 megapixel resolution and above. Though MMS’ing the photos changes the size and resolution in transit, I found my AM’s accepting them easily. This is great for field inspections! Remember, as we become more and more mobile, it is ever so important to incorporate tools that will allow us to perform daily operational functions from the field. Our emerging Post X-Gen clientele can no longer wait until we are in front of a computer, so LEARN THAT PHONE! Meg Russell, Regional Managing Broker for the Triangle, North Carolina and Certified EPRO
3 Ways to Get Your Business Ready for Summer
he mercury is climbing and the days are getting longer. With Memorial Day weekend already behind us, there’s no better time to make sure your business is ready for summer. You may feel like the hot weather, the kids being home from school, and vacation travel are stacking the deck against you for business productivity, but a little advance planning can go a long way. Plan for Fun: Take time to recharge and recreate a little this summer. Business owners need time off, just like everyone else, and many studies point to the protective benefits of taking a vacation. Prevent burn out by squeezing in a trip with loved ones or a staycation that lets you enjoy your hometown, or just sleeping in for a change. Vacation fun is also great fodder for creativity and innovation. If you haven’t had a fresh idea for your business in a while, you may be surprised what occurs to you while you’re careening down a zip line or gazing out of a scuba mask. If the work-guilt demons come calling, remember that an infusion of fresh perspective could lead to your next great concept. This is especially important for those times when owning your own business starts to feel like a grind. Maybe your “day off” isn’t a day away from your business at all, but rather a busman’s holiday where you are walled off from your least favorite tasks (workers’ comp audit, anyone?) and devoted to the activity you love to do best in your business. Few things are as motivating as reconnecting with the energy you had when first launching your business and that elusive state of work when time disappears. Schedule Training Time: And speaking of fresh perspective, if your industry is traditionally slow during the summer months, make a habit of summer learning. If you need continuing educa-
tion credits to keep a certification up to date, summer may be the perfect time to knock out those professional development classes. As an added bonus, if you have kids, seeing Mom or Dad brushing up their skills sets a good example for preventing the “summer slide.” But what if summer is your high season? For those business owners looking at their busiest time of year, prepare for the onslaught with new initiatives and offers. For example, if you find yourself answering the same customer questions again and again, head them off at the pass with a new FAQ link on your website or, even better, a quick video tutorial. If summer is when you make the lion’s share of your revenue, challenge yourself to come up with ways to close more business than ever before. Perhaps that means some just-in-time sales training for you or your people, or maybe it’s a creative up-sell campaign. Whatever that idea is that you’ve been wanting to try, summer has a lightness that invites experimentation. Solve Your Staffing Crunch: If you employ full or part-time staff, now is a good time to start talking about vacation schedules. In my own business, where employee retention is highly prioritized, we encourage people to think through the rest of the year and decide when they want their PTO, just to make sure that they get the R&R they need to stay happy and productive. And if you have more than a handful of employees, you may need to have a process for resolving conflicts if everyone wants to take off the Fourth of July. And be cautious in your use of unpaid interns. Unpaid interns cannot do any work that contributes to a company’s operations, according to the SBA. This includes any tasks that help you run your business, from documenting inventory to answering emails. Jennie Wong, RISMedia
Making It Easier for Our Customers to Buy
t’s a statement I’ve heard many times woven into the presentations of sales trainers. “In any given year,” they say, “there’s only so much market share available—if you want a greater share of the business, you’ve got to take it from someone else!” Their message is, of course, that you’ve got to be better, faster, stronger, etc. than the competition to increase your sales success. It’s a valid message, and few of us would argue its inherent truth. From another perspective, however, this message can be seen as founded on a “scarcity mentality.” Unfortunately, those who base their thinking on the idea that there’s only so much business to go around may be missing another powerful viewpoint. In contrast, an “abundance mentality” would suggest that there’s a lot more business out there if we only knew what to do to capture it. I once heard the story of an office manager who decided it was time to have a little “come to Jesus” conversation with an agent who had been “working” for two years, but had not yet sold a square inch of real estate. “Shirley,” she asked, smiling calmly across the desk from her, “Don’t you like real estate?” “Are you kidding? I love real estate!” she gushed. “I’ve made the most wonderful friends here. I really enjoy the seminars we attend and the office meetings are fun too. I look forward to caravan day every week and the best part of all are the wonderful parties we have during the holidays. Getting involved in real estate has changed my life!” “If you love this business so much,” the office manager responded with a puzzled look, “wouldn’t you like to actually sell some real estate?” Shirley looked around for other ears and leaned forward. “The truth is,” she softly answered, “when you sell a house, it’s really a hassle. There’s so much paperwork to fill out and so many things that can go wrong. I hear the stories all the time—it really scares me. I like real estate a whole lot better if I don’t have to sell anything.” At this point it was clear that our manager had gotten to the bottom of Shirley’s little problem with sales success. As I thought about it, however, I realized that this story carried more significance. Here’s someone who is professionally trained and presumably “in the business,” and yet she finds the real estate transaction terrifying. And she’s not alone. The reality is that many potential homebuyers find the process even more terrifying than Shirley does. In the case of buying a new home, we face the normal home-buying fears and then throw in the additional fears
of dealing with a builder, construction delays and the myriad of choices and decisions to make. My point is that every day there are millions of people who would love to buy a new home or live in another neighborhood or community, but they’re simply afraid of what they’ll have to go through to get there. There clearly is an abundance of market opportunity. Based on this reality, one of the most important messages I share in my Certified New Home Specialist™ training is that to really succeed in this business, we’ve got to find the ways to make it easier for our customers to buy. Anything we can do to make the real estate transaction less intimidating will work to bring buyers into the market who are held back by fear. As obvious as this may seem, relatively few in real estate fully appreciate the significance of this idea. Our most successful CNHS™ graduates apply this concept wherever they can in their business. Their outstanding sales success attests to power of this approach. Some examples: My Golden Rule of Real Estate: Organization, Organization, Organization— Use organizational systems and forms to help prospects understand steps in the process, organize design information and selections, detail specifications and track their progress. Create a New Home Owner’s Manual— This makes it easier for customers to learn the realities of building a new home and understand their role in the process. The manual also includes the organizational forms, selection information, and contact numbers. Deliver Outstanding Customer Service— Analyze every aspect of the customer experience and identify the many ways to make it more efficient, simpler and more easily understood. Educate Your Customers— The more they understand the realities, both challenges and benefits, of the home buying experience, the less intimidating it becomes. Share this information in brochures, advertising, on your web site and in new home buyer seminars. I’m sure you’ll agree that the day-to-day practice of real estate sales offers many opportunities for us to improve the home buying (and selling) experience. Rather than focusing all of our energies on taking business away from our competition, we should adopt an abundance mentality and take our success to a higher level by making it easier for our customers to buy. Dennis Walsh, RISMedia
Six Powerful Prospecting Tips to Build Your Business
hy is it that some sales reps consistently earn a six-figure annual income while other reps, putting in the same hours, selling the same products, and trained by the same sales manager struggle each month financially to make ends meet? The answer to this question is painfully simple; the six-figure sales reps understand the importance of business development and never forget to ask for referrals. Top producing sales reps set high standards for themselves and spend the majority of their time either actively prospecting for new business or closing sales. Successful sales reps set productivity goals, establish priorities, and don’t waste their precious time hanging out in the break room or taking two-hour lunch breaks. Top producers don’t need to be reminded to ask for referrals on a daily basis or follow-up on hot leads, because they understand that prospecting for new business is a necessity and not just an activity. The good news is that prospecting for new business, like any other learned skill set, can be trained and developed into a habit. Six Powerful Prospecting Tips to Build Your Business Tip One: Don’t Forget to Ask for Referrals When it comes to asking for referrals, timing is everything. Research indicates that the most effective time to ask for referrals is right after you’ve made the sale or provided a valuable service for your customer. Asking for referrals prior to closing the sale is a big mistake and may even jeopardize the sale itself. Once the sale has been completed, your customer will be on an “emotional high” and far more receptive to the idea of providing you referrals. When you ask for referrals, your goal is to get as many names written down as you can. Just keep asking… Who else? Once your advocate has given you all of his or her referrals, then go back over the list of names to get details on each prospect. Tip Two: Train and Reward Your Advocates An advocate is a person who’s willing to go out of his or her way to recommend you to a friend or associate. Most customers are initially reluctant to provide referrals without some basic training and motivation. Once you’re given a prospect, it’s a good idea to take the time to role-play with your advocate to demonstrate how to approach and talk to their referral. A brief role-playing exercise will build your advocate’s confidence and keep them from overeducating their referrals. During your role-play session, be sure to prepare your advocate to expect some initial resistance. This training will pay big dividends by making your advocate more effective and less likely to become discouraged when faced with rejection. Always take the time to thank your advocates and give them feedback on the status of their referrals. I recommend that you call them and then follow up by sending a thank you card and or gift.
Tip Three: Strike While the Iron is HOT Prospects, like food in your refrigerator, are perishable and therefore need to be contacted quickly. Each day you let slip by without making initial contact with your referral dramatically reduces the probability of you making the sale. Develop the habit of contacting your referrals within two-business days or sooner. Have a system to keep track of your referrals so they don’t end up falling through the cracks. It’s critical to have a computerized client contact management system to record your remarks and track future contacts and appointments. Relying on your memory alone is a very poor business decision that will cost you dearly. Tip Four: Schedule a Minimum of Two-Hours a Day for Phone Calling Make your phone calls in the morning while you and your referrals are both fresh and alert. Treat your prospecting time with the same respect you would give to any other important appointment. This is not the time to check your e-mails, play solitaire on the computer, make personal phone calls or chat with your associates. Avoid the temptation to try and sell your product or service over the phone. Your objective for every phone call is to create interest, gather information and make an appointment. If your prospect asks you a question, get in the habit of going for an appointment rather than giving a quick response. Don’t shoot from the hip use a script. It’s important to use a phone script when you contact your prospect so you don’t leave out any key information. It’s a good idea to role-play your script over the phone with your sales manager until he or she feels you sound confident and professional. Tip Five: Qualify Your Prospect at Maximum Range Unfortunately, not every prospect will be interested or qualified financially to purchase your products or services. Successful sales reps don’t waste time chasing after low-probability prospects and know when it’s time to cut their losses and move on. Tip Six: Don’t Take Rejection Personally Selling, like baseball, is a numbers game pure and simple. Rejection is to be anticipated as a natural aspect of the qualification process, so don’t take it personally. Learn from rejection by using it as a valuable feedback mechanism. Salespeople who take rejection personally lack perseverance and seldom make the sale. For the majority of salespeople, prospecting for new business is without a doubt the most challenging and stressful aspect of the selling process. Selling is a contact sport and daily prospecting for new business is the key to every salesperson’s long-term financial success. By integrating these six powerful prospecting tips into your daily business routine, you’ll be able to keep your appointment calendar packed with qualified prospects! John Boe, RISMedia
Meet Our Agents Regina Fletcher
Referred by Deborah Cummings
Referred by Candace Thrower
Referred by Denise Perry
Referred by Bryan Auer
Referred by Nathan Robinson
Referred by Genaro Pulido
Referred by Mitch Carson
Referred by Michael Yoelin and Mark Miller
Referred by Yadira Arteaga
Lora Lee Dorr
Referred by Luis Ceja
Referred by Marc Carpenter
Referred by Michael Hertel
Referred by Michael Hertel
Referred by Julie Young
Referred by Larry & Barbara Grey
Zhaolin (Eileen) Li
New Hampshire & Massachusetts
Referred by Kathy Powell
Referred by Denise Perry
Catherine Michelle Nelson
THE NATIONAL INTERNET BASED REAL ESTATE BROKERAGE
Corporate Phone List Main Number 866-463-5780 Fax 866-355-9300 Matthew Crumbaugh 866-463-5780, Option 5 President firstname.lastname@example.org Jessica Crumbaugh 866-463-5780, Option 5 email@example.com
Director, National Growth & Development
Alysha Aratari 866-463-5780, Option 1 National Growth & 941-677-2544 (Cell) Development firstname.lastname@example.org
Agent Relations Jill Lemons 866-463-5780, Option 2 Agent Relations Coordinator 941-875-3585 (Cell) email@example.com Accounting Department Berella Hall 866-463-5780, Option 4 firstname.lastname@example.org IT Department 866-463-5780, Option 3 email@example.com
We, at Allison James Estates & Homes速, understand that our own agents are the Best Recruiters! Everyday we add new agents to the company that you, our realtors have referred.
want to personally thank all who have helped grow Allison James Estates and Homes速 to the successful, virtual real estate company it has become! Jessica Crumbaugh Director, National Growth and Development 866-463-5780, Option 5