Welcome to PEP. Disclaimer 4/3/2017. SALES ASSOCIATE SESSION 2: Prospecting Your Sphere of Influence Social Media

Transcription

1 Welcome to PEP SALES ASSOCIATE SESSION 2: Prospecting Your Sphere of Influence Social Media Disclaimer As an independent sales associate affiliated with a CENTURY 21 franchised office, you have a variety of resources, tools, technologies and educational opportunities available to you. Your use of the CENTURY 21 educational materials, programs, or meetings are not mandatory. Nothing in this document is intended to create an employment relationship. Note: This document and the content of educational programs may contain suggestions and best practices with regard to specific issues you may encounter for you to use at your discretion. 1

2 Welcome back! Today s session: Success Celebration Achievements Prospecting Tips for the Week Social Networking Let s talk Wrap-up Since We Last Met Activate your PEP Reporting Site? Post your activities and results on the PEP Reporting Site? Choose a couple of reasons to contact and write a 4-step script based on them? Make your 21 contacts per day for five days? 4 2

3 Since We Last Met (cont d) Meet with your broker/manager as he/she requests? Complete your Time Management plan each day? Start entering all prospects in a database so you can follow up with your prospects? What is Success What is success? Success is measured differently by everyone. For PEP, success may be you prospected and got a great lead It can be that you did a type of prospecting you ve never done before The brave man is not he who does not feel afraid, but he who conquers that fear. NELSON MANDELA, Autobiography 3

4 Success Small or Large Small successes lead to greater successes Every triumph no matter how small is a building block to success Even if the outcome is not what you wanted As long as you tried and did your best it is a triumph! Celebrate every triumph! Let s Celebrate YOUR Achievements Please share via chat things your achievements for this week! 4

5 Let s Look at the Numbers Is There Something Holding You Back? 5

6 Obstacles to Success Fear Lack of knowledge or skill Lack of ambition Lack of perseverance Negativity Procrastination Lack of determination or lethargy No vision or purpose Not willing to take responsibility This Week s Ways to Grow Your Business 6

7 What Is a Sphere of Influence What is a sphere of influence? Who is in our sphere of influence? How do we grow a sphere of influence. Why Prospect Your Sphere of Influence This is known as an easier or more effective type of prospecting WHY? 7

8 So, Why...don t we actively prospect our sphere of influence? I send /mail to them Time/Lack of Organization Embarrassed to ask them for business Don t want to seem like I am using them What others can you think of? Some Reasons For Contacting/Scripts In the neighborhood I was showing property in your area last week and drove by your house. I just had to call to tell you that you and Jim have done a great job with the yard. You guys sure have some curb appeal. If you ever decide to sell, let me know. I d be proud to market your home. Open house nearby Hi, Mary, how s everything going? I am having an open house over in Westwood this Sunday. You and Bob know a lot of people in that area. Would you mind if I send (or drop by) a flyer in case you hear of anyone who might be interested. 8

9 More Reasons Just Listed Just Listed Hey, Sally. I haven t talked with you since Mary s party. How are things going with you? Oh, with me? I have got to say things are doing well. In fact, I just listed a home on the other side of your neighborhood? Would you mind helping me for a minute? What do you think is most appealing about your neighborhood? I d like to use it in my marketing. By the way, would you happen to know anyone interested in buying or selling? Could I send you (or drop off a flyer in case you think of someone? More Reasons Just Sold Just Sold Hey, Sally. I haven t talked with you since Mary s party. How are things going with you? Oh, with me? Things are going well. In fact I just sold the Harper s house over on Cypress Street. That house sold pretty fast and at a good price. It generated quite a few buyers for me. Who else in the neighborhood do you know might be ready to sell? 9

10 More Reasons - Contest Contest/Special Promotion Hi, Cindy. Oh, things are going well, and with you? I am so glad to hear that. Oh, real estate is still doing great for me. In fact, right now our company is having a big contest and I was wondering if I could get you to help me with it? Thanks. All you have to do is let me know if you hear anyone even whisper that they want to buy or sell a house! And if it wouldn t be too much trouble, if you spot any For Sale By Owner signs, would you jot down their address and number for me? More reasons Market Update Market Update Hello, Barb. How s the twins? Oh, I can t believe they are that old already. Oh we re fine just busy with the boys. Oh, yes, I m still doing well in real estate. In fact, I could use your help with that. I was doing research in your neighborhood recently and houses have really held their value there. You wouldn t happen to know someone wanting to sell, would you? 10

11 More reasons - Mail or Follow Up Mail or Follow Up Good to talk with you, Don. I have been trying to keep you up to date on what s going on in the real estate market with my newsletters. I m glad you ve liked the information. That brings me to a questions I d like to ask. If you were thinking about buying or selling right now, what other information would you like to receive? Oh, those are great ideas. By the way, if you can think of someone who might be buying or selling right now, you d let me know, right? There s always a reason (cont d) To invite them to a Home Seller or Home Buyer Seminar When you think of other ideas always remember the 4-Step process for your talk track: Introduction Why You are Contacting Ask for the Business Close 11

12 Everyone You Contact Ask for permission to stay in touch and keep them informed on what is happening in the real estate market. Always ask for address Put them in your contact management system or your CRM (Customer Relationship Manager) 23 Tools for Staying In Touch CENTURY 21 Business Builder ZAP Social Networking Twitter using phrases to pique their interests Blogging with real estate advice Facebook invite them to friend you And more

13 More Tools for Staying in Touch Social Networking Twitter using phrases to pique their interests Blogging with real estate advice Byline Articles Ready for you to use Facebook Invite them to friend you and to Like you Set up Fan Page Need Some Material? You have a gold mine on 21Online Let s take a look 13

14 Blend Active with Passive Remember, passive will be more effective if blended with active Use passive to stay in touch frequently and to keep your name in front of them Passive more meaningful after they know who you are But you still need to contact face-toface and voice-to voice Makes it personal Can find out about current needs Can get an immediate response 27 Active or Passive? Is social networking active or passive? Answer in the chat room Let s talk about which is correct and why 28 14

15 Social Networking Sources Which ones do you use? Answer via the chat room Remember, you are now tracking how many prospects, buyers and sellers you are getting through your Social Networking once you have a voice-to-voice or face-to-face meeting with them 29 Week 2 Wrap Up What successes or triumph do you have planned for this week? Plan to accomplish at least one thing you have been dreading If there is an obstacle in your way talk to your manager What s your prospecting plan? Who and When Are you committed to it? Did you mark off your prospecting time on your calendar? They ll help you find a solution 15

16 This Week s Action Items Make your 21 contacts per day (105 for the week) Complete your Daily Planner each day Make sure you post your activities daily, but not later than Friday, Go to C21 University How-To and View Pricing Your Listings to Sell (Working with Sellers Category) What questions do you have? 16

17 Thank You 17