5-5-5-5, Day 5

DAY 5

Friday’s Objective:  Putting it All Together

Too many salespeople make prospecting too complicated.  That is the difference.  They schedule time to do it.  They have a system that they execute. It works.  It sets them apart.

Each day this week you were given one specific task to complete, now we are pulling all these individual daily tasks together for each day of the week.

Attached you will find your Daily Prospecting Schedule.  EVERY day of the work week you will:

  • Make 5 Phone Calls
  • Send 5 Emails
  • Send 5 Text Messages
  • Send 5 Note-cards

Create your specific topic schedule.  Take a calendar, and each day of the week select a topic.  This way, you will always have content and won’t be endlessly searching for something to write or talk about.

By the end of each week and every week you will have communicated with 100 different members of your Sphere, prospects, or clients on relevant topics of interest.

Think how much this will excel your business!

Action Items:

  1. Make 5 Phone Calls
  2. Send 5 Emails
  3. Send 5 Text Messages
  4. Send 5 Note-cards

 

Our Suggestion:

Every Sunday Print five (5) each Daily Prospecting Schedule documents, one for each day of the week.  On each document, input the name of the person you are going to contact, and the specific topic you will discuss with them.  Now, you are prepared, in advance, for the upcoming week.  You know exactly who you will be talking to, and won’t be endlessly searching for content to write or talk about.

Remember:

Some of the fear surrounding real estate prospecting is the discomfort of rejection.  “Amateurs practice until they get it right. Professionals practice until they can’t get it wrong.”

Do the right activities in the morning, and the afternoon and evening will should be ideal.

 

The 4 Mindsets of Our Prospects

  1. Your prospects are busy – Most people are these days. When you are able to connect with your prospect on the phone, you need to recognize that they have many things on their mind.
  2. You are interrupting them – One moment, your prospects were working away. Now they are speaking with you. You have changed their direction. Because they are busy and you have interrupted them, it is in your best interest to honor their time and get right to the point.
  3. They are wondering who the heck you are – Sometimes you are prospecting to someone you know. Often times, you are not. Given that you don’t know who you are calling, I promise the first question they have about you is who you are and what company you are with. You have to answer this unspoken question immediately.
  4. They want to know what’s in it for them – As they are busy, have just been interrupted, and you’ve just shared with them who you are, you must quickly tell them what they will benefit by having a conversation with you. Many agents make the mistake of vomiting their services all over their prospects. Do not. They do not care about what you can do. They only care about how your services can benefit them. Always speak in benefits statements with short deal stories to substantiate your claims.

Resources:

 

 

Get Creative:  Below is a summary of your topic ideas from the week:

Monday Topic Suggestions:  Past weekend activities

  1. Events from the weekend
  2. Home previews, open house that may meet the client’s criteria
  3. Decorating tips or project viewed from a home preview or open house
  4. How was your weekend discussion
  5. Comment on one of their social media posts in a written note

Tuesday Topic Suggestions:  Past weekend market stats

  1. Book or news article you recently read
  2. Recent business transaction appreciation note
  3. New find in the valley – store, start-up business, etc.
  4. Comment on a recent accomplishment, either personal or professional

Wednesday Topic Suggestions:  Business Associate Recommendations

  1. Vendor/business spotlight in the community
  2. Personal hobby tips, tricks,
  3. Home renovation idea
  4. Upcoming Weekend Concert, Activity, New Restaurant, Best__________ in Town

Thursday Topic Suggestions:  Upcoming Weekend

  1. Upcoming weekend sport events
  2. Weekend activity suggestions
  3. Saturday Market favorite vendor
  4. House improvement tip
  5. Thank you for…

Friday Topic Suggestions:  Upcoming Weekend

  1. What are your plans for the weekend
  2. Weekend open houses
  3. Day trip
  4. Historical sites to see around town
  5. Weekend yard sales/garage sales

Ideas for monthly topics: http://programminglibrarian.org/node/338