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.

Sales Through Trust Approach

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.

Visually Persuasive Materials

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.