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The Keys to Prospecting Success

Published
by
Gates Ward
on November 29, 2009
in self improvement
. 0 Comments

You know how hard it is to start that daily commitment to exercise. Well, proactive prospecting seems to be as difficult. We know it is something we must do to gain positive results yet most sales people will try to avoid prospecting like the plague.

We need to have a starting point. Begin by blocking out one or two hours per day to prospect. Yes, we have put it off long enough. Start by using your sphere of influence to prospect. Prospecting, like anything will require commitment and discipline. This time is yours and you are important. Once you start you will feel more important and this will be a positive projection of your attitude when you talk with your sphere of influence.

Write down what you are going to say and practice saying it to yourself in the mirror. You will come across more confident to the person on the other side of the phone. Consider talking about something of value to the customer. It might be something related to the economy or the real estate housing market. People love knowledge and education. Provide them with information that will draw their interest.

Make as many contacts as possible. Before prospecting, you should always take the time to properly define your target market, and try to reach as many of those people as possible.

Be prepared with a list of names from your personal Sphere of Influence before you call. Not being prepared with a list of names will force you to devote much, if not all of your prospecting hour, to finding the names you need. Have at least a one month supply of names on hand at all times.

Work without interruption. Do not take calls or schedule meetings during your scheduled prospecting time. Take full advantage of the prospecting learning curveas with any repetitive task, the more often you repeat it during a contiguous block of time, the better you become. Prospecting is no exception to the rule. Your second call will be better than your first, your third better than the second, and so on.

Experience and surveys have shown that the best times to contact customers is 8 AM to 9 AM, between Noon and 1 PM and 5 PM to 6:30 PM. If you are missing a customer between certain hours, then it’s best to make note of that and call them at a different time. Chances are if you continue to call at the same time and the customer is not available, they will continue to be unavailable during that time block.

Be persistent. Be motivated. Be disciplined. These will be some of your best merits. Most quality contacts are made after the fifth call. Don’t stop or give up. Keep pursuing your dreams. Hard work and dedication will always lead to success.

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Goal Setting is Essential for Small and Large Businesses Alike

Published
by
Fitzpatrick Copeland
on November 21, 2009
in self improvement
. 0 Comments

Any new business entity must have an established business plan as well as a concrete set of goals. Along with The Company Mission Statement, goal setting and planning are essential to the core of any business. Management and employees alike must be on the same page to insure continuity.

No matter how long you have been in business, you are always vulnerable to the changing economy. Always plan and set goals ahead to help overcome obstacles along the way. Be prepared and be ahead of the curve. This is a must if you want continued growth. Confronting “road blocks” will be much easier to overcome and lead you to the path of success.

With the housing market we have seen numerous agents fail and get out of the business. Their lack to plan ahead and set goals for the future caused them to spiral downward quickly. The old saying ‘to fail to plan is to plan to fail” could not be truer. Every real estate agent I’ve taught to set goals or plan their success has failed that has not taken these practices to heart. It does not matter how smart or intelligent or business-minded we are, if we don’t have goals we will fail. Here are some of the most common analogies I heard over the years from employees and business owners.

IT’S NOT REALLY THAT IMPORTANT! Just thinking you know what needs to be done isn’t enough. What worked last year isn’t a given this year. If you and your team are not working on next year’s plan today, it may be too late for next year. Working towards next year’s goals should always begin today.

There are written goals and there are written goals. In other words, goals do not exist in thoughts only. They must be in writing. Talking to your employees about the plan for the company’s success will have no value to the employee. Providing your employees with visual goals will spark their interest even more for their future and the company’s.

GOALS ARE ALL YOU NEED TO BE SUCCESSFUL! If this were true, we never would have heard of Bill gates or Warren Buffet. Success in any business or profession is dependent on the implementation, supervision, and coordination of the written goals.

THERE’S NO NEED TO REVIEW MORE THAN ONCE A YEAR! This belief might have been true with some businesses in the past, but with the economic downturn and turmoil over the past several years, a revisiting of our written plan and goals makes sense more than once yearly. Adaptation and redirection could save the life of a company if properly sequenced.

Timing is so very important. There are still some tough times ahead. Making the changes necessary when the time is right will keep our company strong. This can only be accomplished through the awareness of our goals and planning. This will determine our future along the bumpy road ahead.

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