Career Coaching
Prospecting River
In the post NAR Settlement era, podcasters and CEOs are saying, “Be a listing agent, be a listing agent, be a listing agent.” But where are agents supposed to go to get 2-3 listings per month?
Agents must go to rivers flowing with leads that provide the opportunity to interact with the homeowner or investor. The best river to fish from is from a guaranteed lead source such as a “3rd Party Relocation Firm” representing large corporations. It is like fishing from a pond and you can see the large salmon. They are buyers on 3 day buy trips with a sense of urgency. But those avenues are not available to the majority of agents.
HEALTHY PROSPEROUS RIVERS : The Big 3
The For Sale By Owner. The Expired listing. The Open House. These lead systems are called “The Big 3” in which almost every broker suggests their agents compete in. Why? Because the lead is presently “in the market or just departed the market” and it is verifiable. If you could see 10-15 people per month and generate two listings, would you fish from that river?
A DEAD RIVER
A dead river is a term used to describe a river that has ceased to perform its ecological functions and has become incapable of sustaining any form of life. Agents often fish from dead rivers. A lot of money and time is invested in low yielding rivers. The goal is to fish from sources with a high probability outcome.
PREPARING
We did not invent the prospecting idea, we invented the process to convert the lead. When a person is catching all of the fish, everyone wants to know what is being used to attract and catch the fish. In other words, “What is the shortest answer for me to duplicate what the other guy is doing?” In sales, the agent just wants a quick answer on how to convert leads. Many agents want to skip the learning process, earn a million, and not pay a penny for the training that equips them to succeed.
At Prospect USA, we do one thing, we are Performance Coaches that work equally with you on your mindset and your skillset to perform in the competitive arena. We help agents to stop losing. Most agents unknowingly eliminate themselves by what they say, what they present, how they misread the client’s readiness to make a decision, and the inability to build trust. You become the winner that you believe is possible.
We connect your goals to the future you have dreamed of.
Exclusive Mechanism to Select Leads
In order to convert more leads, it will be important to pre-determine what is a high probability lead. No other like-kind sales training program has this method to determine “what is hot and what is not.” Thereby, decreasing or eliminating time pursuing unmotivated leads.
You will make sales faster based on investing time with the highly motivated.
Your Sales Approach
THE TRUST TEST
The team at the Prospecting River create the approach for the first contact with the seller. Nothing happens unless the first contact passes the “trust test.” Each interaction must address the reluctance, the anxiety, the doubt of the seller. Here are the methods we have for agents to get the appointment.
We have you covered if you:
- Want to call the FSBO for an instant appointment
- We have several call approaches to try consecutive days
- Texting if that is your preferred method
- Mailing our custom FSBO letter
- How to do a FSBO pop by appointment
PEOPLE TO SET APPPOINTMENTS FOR YOU
The NAR Settlement has affected everyone. Loan Officers want to see you succeed. We have a program for Loan Officers too participate. They need to see you succeed. Our processes include getting your favorite LO to help you build your listing inventory. Remember, listings attract buyers. And LOs want buyers.
If you have an ISA (inside sales associate) we have a system for them to participate to book you appointments.
What to Expect
Evaluate
Goal Set
Grow
Visually Persuasive Materials
People process their decisions in part by what they hear, however supporting visuals often shorten the sales cycle so you obtain the listing faster. Materials help the seller see and understand your proposal so that you have a platform to build trust.
WHAT TO SAY AT THE APPOINTMENT?
Asking is the way to yes. Asking in the right order will create a faster sale. This program will equip you with what to say and ask in the first 60 seconds so that you lead the conversation.
There are several important things to cover in your visit with the FSBO.
* Their destination
* Their motivation
* Their asking price
* Their receptivity to greater exposure in the MLS
* Their understanding of the new NAR Settlement and procedures
WHAT TO SAY IF THERE IS A FOLLOW UP PRICING PRESENTATION
Ideally, the seller has asked you, “What do you think of our price?”
That question will often lead to a full listing and pricing interview. In this process thus far we equip you with the first contact, the walkthrough, and the interview. Your confidence will go up with each listing victory you get.
One of the most important things we will equip you with is how to have the discussion with the seller regarding “raising the commission or lowering the price” in order to attract more buyers or more buyer agents.
You are not alone.
HOTLINE
A free 1-800 conference call line to quickly answer your question about lead conversion.
You may have a question or may just want to listen in to learn new and effective approaches. Monday through Friday jump on the call and get your questions answered. We have listed over 1,000 properties and understand “seller reluctance.”
Hitting Your Income Goals
INCOME PROJECTION
Why does one agent earn $180,000 and another earn $50,000? There are several factors at play however at the core of the highest income earners are “Goal Setters.” One of my goals was to be #1 agent in a company of 2800 agents. I did that. Then #1 in the state. At one point I was #2. FSBOs (and expireds) were always a major component of my business.
When you begin this program you will be provided a GOAL SETTING program. It is called Brave Goals. These goals will stretch you, help you define your future, will give you the fuel for hope and perseverance. This program is a $1200 value on it’s own and is included in your FSBO the BEAR system.
Getting Started
FSBO THE BEAR : GOLD PROGRAM
$995 for those attempting the $3,000,000 volume in sales.
FSBO THE BEAR : COACHING PROGRAM
$995 + $350 per month
4 15-minute sessions to review your portfolio and
assist getting some of the FSBOs over the line
For the agent seeking $10,000,000 in sales volume
6-month minimum agreement
COMPLETE COACHING
* Team building
* Team lead generations strategies for all members
* Build an investor pipeline
* Master FSBO and Expireds
$1,500 per month
6 month minimum / 4 sessions 1 hour per
For those seeking $25,000,000 per year.
Coaches Bryan Kelsey
Coach Dr. Joe Mancini