Prospecting Strategies
Name one program from the book where you could volunteer for community involvement
Do you know that successful people take ________ steps while the average person is taking only four?
Five
Notice the phraseology. Every ______ is important.
word
A reputation for _________ is important, Isn't it?
professionalism
This may also be called a lead group or lead club in your area (p.122)
Swap Meet
What does Tom Hopkins suggest you do after opening the door?
take a few steps back
Drill yourself on using these softer phrases that make you sound more ________ and less pushy.
likable
You have noticed our ______ and activity in the are, haven't you?
signs
How could you scratch and itch for someone who now has elders living with them?
Consider they might need a single story home instead of their current two-story
What does Tom Hopkins suggest you learn how to do if you are a man?
whistle
Please note that the home owner doesn't get your ______ until the end of your performance unless she asks for it sooner.
card
It would be convenient to move as a ______, wouldn't it?
family
On average, how many contacts with someone does it take before they remember your name and face?
Six
Being able to put a ______ on when you need one is a valuable prospecting skill.
Smile
If your broker wants you to use the entire name, do so. Your broker is always _______.
right
Double moves are _______, aren't they?
Expensive
Even though your clients may not have lived in their homes long enough to itch, they may interested in moving up. Had these homes been available when they were seeking the home they live in now, they would have likely preferred them.
Trading Up
On average how many seconds to you have after a potential client first speaks to bring their defense barriers down?
30 seconds
I hope you realize that you must _______ speaking these lines slowly, confidently, and with emphasis.
rehearse
She's done a lovely job of ______, hasn't she?
decorating