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I don’t have enough prospects to talk to
Have you ever said this or heard associates of yours verbalize these words? Well, let me ask you a question—Do you have any property owners at your community? Unless it is a brand new start up (and I don’t know of any start ups in this economy!), you have property owners. Get on the phone and give them a call.
First give them something of value. Give them an update on what’s going on. Share what good news you have and talk about activities at the club. When they ask about property values be honest with them but don’t communicate that the world is coming to an end! This is a great transition into, “Bill, it is a great time to buy! Not a good time to sell, but an incredible time to buy. I have never seen values like we have today and that’s one of the reasons I’m calling. Who do you know who might have an interest in property in this area?”
You may have to share some memory joggers to get them going. For example, “Who at work has mentioned that they are thinking about a second home or retirement spot? Or maybe a neighbor or friend at church?” Usually after several memory joggers they will come up with someone. When they do, don’t ask for address or phone number, say, “Great! Who else?” In other words get all the names you can comfortably get and then go back and get contact info. You will receive far more referrals this way.
In my training I do a whole session on the art of asking for referrals, including coaching your referral source on what to do to help you make your initial contact and how to follow up with them. Not room to go into that detail here, but rest assured YOU HAVE PEOPLE TO TALK TO! Give your owners a call and good things will happen!
Posted on 02/01 at 07:06 PM
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