Real Estate Prospecting

Archive for the ‘Prospecting Ideas’ category

Productive Attraction Marketing Sales Prospecting Methods

December 17th, 2011

Prospecting for Real Estate Clients is Not a Short-term Activity If you want to make more sales and recruit more distributors and reps into your network marketing organization you must learn to master the art of MLM network marketing sales prospecting. Doing this will result in making more money and having more fun in your network marketing business.Some of the biggest misconceptions in the industry are the ones that network marketing distributors have about prospecting. They confuse prospecting with sales, marketing, presentation and all types of components of the network marketing sales ; recruiting process.Prospecting is simply the act of considering potential clients and business partners for your business and eliminating the ones that are least likely to get involved.Successful Attraction Marketing sales begins with good prospecting strategies.Do You Prospect For Your Business?Many network marketing distributors and reps do not prospect for their MLM business at all. “I talk to people about my business all the time” they say.Talking to people about your business is not the same as prospecting for business partners for your network marketing business. Amateurs convince.”Instead of trying to convince people, successful network marketers sort for the right people.How to Prospect Effectively For Your Network Marketing BusinessThere are a number of different ways you can find people to talk to about your network marketing business.Some people will argue that you should only use traditional network marketing strategies. Don’t waste your time. Move on to another prospect.The time you are wasting with a prospect that is not a right fit for your business is the time you could be spending with someone who would be a great fit for your network marketing business.Prospecting is simply identifying the right prospects to spend your time with and spending your time with those prospects to take them through the education process about your MLM company.That is the secret behind successful network marketing sales and prospecting stragtegies.

Comments Off »

Posted in Prospecting Ideas

Tags: network marketing sales traditional network marketing

Sales Management Training — Managing Lead Generation / Sales Prospecting

December 17th, 2011

Easy Business Prospecting Using Business Cards Business cards are affordable, portable and readily accepted worldwide.

Today, a business card can be an ad … a mini-brochure … a coupon … a discount card … even a phone card or CD-rom presentation. Very often, your business card will determine what your prospect remembers about you after your initial meeting … or if your prospect remembers you at all!

Your business card should be legible, informative, attractive, and memorable, and reflect your unique business identity and purpose. Is your card poorly designed, hard to read, or just plain boring?

Maximizing the functionality of your business card begins at the design stage, and any reputable printer you contact should be able to guide you about the “basics” (card stock, style, type size, color, and fonts). The truly essential information is your name, company name, and your phone number (which should be in bold text, if there are other numbers on the card.)

Designing a completely new and improved business card, however, is not always possible. Many network marketers are restricted to the use of company-designed cards, or simply cannot afford to replace their existing card supply. Fortunately, the way you present your business card has far more to do with the sales you generate than the card design itself.

o Consider exchanging cards with like-minded entrepreneurs through business networking groups.

o Introduce yourself with your card.

o Include your card with all correspondence. Odds are, they’ll ask for your card in return.

Easy Business Prospecting Using Business Cards

Part I, Active Networking

For existing accounts do your sales people have 100% of their existing accounts’ business?; Do your sales people what it will take to steal accounts from your competitors?

The powerful — C-Level, Profit Center Leaders and their immediate staffs.
The influential, the functional and the impacted.
The administrators — purchasing agents spec writers, engineers, and controllers.

Where does your sales person rank on the credibility pyramid for each of these people — 1-low to 6-a resource/consultant?

My rule is 50% of sales people’s prospecting time should be spent on existing accounts, 30% on lost and competitors’ accounts where they have contacts, and 20% in those accounts where they have no contacts.

Comments Off »

Posted in Prospecting Ideas

Tags: business networking groups sales management training

Prospecting – Why Do I Push Face-to-face Prospecting?

December 17th, 2011

Commercial Real Estate Prospecting for High Conversion - 7 Qualities You Need

New business prospecting in commercial real estate has to be part of your daily activity.

Sales by owners
Property that has been held for a long time
Things that have not sold and then taken off the market
Open listings
Other agents signboards
Time on market
Leases expiring
Properties purchased over 3 years ago (they are the most likely to come on the market in the next 2 years)

Prospecting every day – This means setting aside 3 hours a day to make new and fresh prospecting calls. Your prospecting should be creative and consistent.
Keeping great records – Technology allows us to keep great records. Get computer savvy and use the computer to your advantage.

Commercial Real Estate Prospecting for High Conversion – 7 Qualities You Need

What is the success rate of your telemarketing calls compared to face-to-face prospecting? And how do you do face-to-face prospecting these days anyway? Is the property well maintained? Do sales people need an appointment?

We call this a Blitz Call. Here are some exciting numbers – 2 Blitz Calls/day = 10/week which = 400 prospecting calls per work year – allowing for 40 work weeks, with conferences, training and vacations figured in. Let your competition leave the prospecting voice mail.