Every sales person wants to be on top of their service and sales, but what happens when those inevitable unplanned catastrophes throw you off your normal routine, or worse, when periodic swings in business wipe out even a well-planned schedule? If you’re like most people, the first thing that suffers are your follow-up activities that you had scheduled to remain connected with your past clients, SOI, and prospects.
This high priority block of time is also critical to stay in touch with leads that have reached out for help and still haven’t heard from you. If you’re telling yourself that you’ve been so “busy” you need to read on for strategies to help you re-connect.
Your internal conversation will start to make excuses to not follow-up. You may try to convince yourself that too much time has passed, and the prospect has moved on, doesn’t need you anymore, doesn’t want to hear from you, or they are certain you are a loser for not contacting them in a timely manner. Of course, it’s possible that those leads have indeed moved on to another resource, but you’ll never know if you don’t pick up the phone to call. And whether it is true or not, you are potentially leaving massive amounts of income and integrity on the table.
What about those leads you’ve contacted through multiple communication channels: You’ve called, sent text messages, emailed and maybe even sent snail mail…and well…nothing but the sound of crickets is all you get. So now what?
To connect with even the most non-communicative prospects, and to get back in the good graces of your SOI, here are a few strategies to help you re-connect.
Bridge the Gap with VIDEO
We just can’t help it! Video is a magical platform that creates an experience that even the most creative letters and emails just can’t produce. Consider uploading a short video sent through email or a social media platform to connect with even the most reticent prospects. It is a time saver, and a guarantee that you are a REAL PERSON, and are even better live than in writing! Using video provides a huge impact as if you were there in person when you can’t be. Choose to make a memorable impression in less than a minute using video.
Just say you are sorry…
When said in the right context, the words, “I’m sorry” can be an effective way to reconnect with a lead or referral when a time lapse has occurred. An apology script* is an authentic and helpful way to bridge the gap to a lead that had reached out to you and received no response. “I’m sorry, but I may have dropped the ball” can acknowledge your lack of communication and open the door to advance the relationship.
Stay Connected with Past Clients
There is power in simple consistency, if only you could just stick to that schedule! When you write a plan and schedule the day and time every day or week, staying in touch with this powerful group of influencers can produce additional income without having to make even one cold call through warm referrals. Boost the relationship connection by planning a monthly or quarterly informal gathering to be face-to-face. Set up a wine and cheese reception at your favorite restaurant for 10-15 people monthly or quarterly to help you rotate through this vastly rich potential of referrals. Consider planning a movie night, an ice cream social, or inviting a group to a music or sports event to keep you connected with this resource.
Use creativity and persistence to connect and convert more prospects to profits!
For a copy of an effective APOLOGY SCRIPT go to: http://bit.ly/2M5XdlO
Remember your business goals you set at the beginning of 2019? You know, the ones that loudly proclaimed how this year would be your best year ever; the one where you finally were focused, productive, and raking in the commissions? Your plan probably included commitments for doing a better job of connecting with more people, and converting more prospects into profits.
It’s that time of the year again. You know, the approaching holidays with the non-stop schedule of buying gifts, prepping food, baking cookies, keeping the house sparkling clean, going to parties, relatives to visit, and on and on and on. You race from one event to the next, and fall in bed exhausted every night. There’s never enough time to pack it all in, and by the time New Year’s rolls around, you’re irritable, worn-out, and maybe even sick from the latest bug going around.
Real estate is a fantastic career, but there are many misconceptions about it that need to be debunked. Let’s take a look at the top six misconceptions, and focus on the reality of this profession.
Did you get into real estate so you could be your own boss, control your schedule, work fewer hours… and make a lot of money?
So, how’s that working out for you?
Are your sales numbers mediocre again this month? Do you feel like you’re never going to hit your sales goals? Maybe you’re even thinking it is time to get out of real estate and find a job that pays. If you’re in that boat, you need to know that there are many possibilities that can make an impact on your bottom line. And, in sales, sometimes it just takes a minor tweak to your approach to make a major difference.
Are you struggling with low inventory in your area? Don’t despair! The lack of inventory can be minimized when smart agents help prospects understand that now is a great time to MOVE!
Making goals and achieving them can be really challenging! Chances are, you’ve been taught to make a business plan each year, and focus on the goals you want to achieve over the next year and up to five years in the future. But when you take stock of your life, chances are, where you’re at is not at all where you imagined you’d be! For many of us, our plans may have taken a detour, or completely derailed due to something unexpected.
NEW YORK (Sept. 23, 2019)-Women in PropTech, the leading global industry group for women in real estate technology, announced that nominations for the Inaugural Women in PropTech Global Awards are now open, and will close on October 4.
Do you ever catch yourself thinking (or saying) things like:
• It’s not my fault….
• The market is so slow right now…
• There’s too much inventory right now, no one is buying…
• People don’t buy during the holidays….
• The economy is shaky—people don’t want to buy….
More...
Communication skills are critical for success in any endeavor, but especially in a sales profession like real estate. As a real estate professional, you have to be able to listen and respond appropriately to what your client is REALLY saying—and sometimes those messages are hard to decipher! There are many barriers to effective communication that can distort the intention of a message. The result? A breakdown of communications and misunderstandings.
I once interviewed a high-powered executive, and asked “How would you rate your personal and professional influence factor?”
His response was, “I’m the CEO of a very successful business, so my influence factor is terrific.”
Have you ever found yourself feeling defeated when you try to change a habit? You desperately want to change your habits, but in the course of daily life, well, things haven’t changed. Don’t despair! There are solid reasons for that.
Although each situation may differ, the basics for propelling you into life by design and not by default relies on the systems and/or habits we live by in every minute of our day. When you consider how many activities are repeatable, replacing reaction with a systematic procedure will lower stress, save time, and reduce the friction at home and at work.
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