Lead Generation 36:12:3 Power Session 2: Prospecting.

Lead Generation 36:12:3

Power Session 2: Prospecting

Lead Generation 36:12:3 Slide 2Page

In this Power Session …1) Introduction

2) The Lead Generation Puzzle

3) Prospecting: The Critical Puzzle Piece

4) Three Steps to Prospecting

5) Three Ways to Connect

6) Overcoming a Limiting Mindset

7) Daily Routine

8) Tracking and Accountability

9) Putting It All Together

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Ground Rules1) Arrive on time.2) Form groups quickly.3) Limit side conversations.4) Turn off cell phones and pagers.5) Be comfortable.6) Respect time.7) Respect each other.8) Help each other.9) Respect confidentiality.10)Have fun!

IntroductionPower Session 2

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Introduction

How You Will Learn

Learning Methods1) Manual• Models/Systems• Exercises/Discussion• Stories

2) Classroom• PowerPoint slides• KWConnect videos• Classmates/Instructor

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Introduction

How You Will Learn

Accountability Methods1) Lead Generation Action Plan

2) Accountability Partner/Program

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1. Set Goals

2. Do Key Activities

3. Measure Results

4. Evaluate Process

5. Make Adjustments Accountability

Feedback Loop


EXERCISEWhere You Are Today

1) Lead Generation Activities

2) My aha’s from these activities

3) The most difficult part of these activities

4) What I will do differently in the next 24 hours

Time: 10 minutes


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Introduction

6

You are here!

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Why You Are Here

One agent’s perfect day of prospecting

(refer to story on Page 7)

Read, underline, and share …


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Introduction

What Will Make This a

Great Training Experience• • •

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The Lead Generation Puzzle

MarketingP M

Lead generation requires both: Prospecting plus Marketing

Truth

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Prospecting

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Stop and Watch

• www.kwu.com

• KWConnect

• Lead Generation 36:12:3

• Session 4 (4:26 minutes long)

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Prospecting

Seeking leads

Attracting leads

Marketing

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Haven’t MetsHaven’t Mets MetsMets

AppointmentsAppointments

Prospecting + MarketingProspecting + Marketing

The Lead Generation PuzzlePower Session 2

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Prospecting Based, Marketing Enhanced


Prospecting

Marketing

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The Emphasis is on Prospecting!

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Prospecting Reinforces Marketing

Marketing Supports Prospecting


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Cost Versus Time/Effort

Prospecting Marketing

Cost MinimalCould be unaffordable

Time/Effort Maximum Minimal

The Lead Generation PuzzlePower Session 2

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EXERCISEAssess Yourself: Where are you now?

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Prospecting Versus MarketingDaily Weekly Monthly Annually

Amount of time devoted to Prospecting

__mins___hrs

___mins____hrs

___mins____hrs

____mins_____hrs

Amount of money spent on Marketing

$ $ $ $

Is your lead generation program prospecting based?

Yes No16


Prospecting: The Critical Puzzle PiecePower Session 2

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P

Myths and Truths


Prospecting: The Critical Puzzle Piece

Myth 1

Prospecting = Cold Calling = Rejection

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Truth

Prospecting = Meeting People and Building Purposeful Business Relationships =

A Strong Real Estate Business



Myth 2

Prospecting means contacting people you don’t know.

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Truth

Prospecting means contacting people you know as well as those you don’t

know.


Stop and Watch

• www.kwu.com

• KWConnect

• Lead Generation 36:12:3

• Session 1 (5:35 minutes long)

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Myth 3

Prospecting is what you do to launch your business. Only new agents have to prospect.

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Truth

Prospecting is what you do to keep your real estate business running and growing. You

should never stop prospecting.


Prospecting Statistics*

Who already has an agent?

30% of sellers

13% of buyers


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* “The 2006 National Association of Realtors Profile of Home Buyers and Sellers”

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How People Choose an Agent

Buyers Sellers

1.Use the agent who contacted them

3% 5%

2.Use the agent referred to them by friend, relative, or neighbor

40% 44%

3.Use the same agent they used before

13% 30%

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How People Choose YOU Based on Your Prospecting

Prospecting To: Buyers Sellers1.Haven’t Mets

You contact people you don’t know

3% 5%

2.Mets You contact people you know and ask them to refer you

40% 44%

3.Past Customers You contact them and ask them for repeat business

13% 30%

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Five Benefits of Prospecting

1. Is inexpensive and yields immediate results 2. Puts you in control of filling your pipeline of leads

3. Increases your confidence and skill

4. Yields quantity leads which yield quality leads

5. Keeps you in direct contact with the market and protects against market shifts

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EXERCISEFive Benefits of Prospecting

1) Recap the benefits

2) Prioritize the benefits

3) Complete the form on page 27.

Time: 5 minutes

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Three Steps to Prospecting


Step 1. Approach

Have the right mindset to approach• Be proactive—don’t wait for people to come to you• Be willing to break the ice• Be friendly, caring, and most importantly, be real• Be curious about them and their concerns• Be ready to give positive feedback• Be confident in your pace and posture• Be ready to connect

Three Steps to ProspectingPower Session 2

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Step 2. Connect

Be a giver: Always come from contribution

Takers vs. GiversHow to connect

Ways to be curious

F O R D

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EXERCISEApproach and Connect

1. Follow directions on page 342. Sample questions

What do you like about the neighborhood you live in?What was the last book you read and what did you get

out of it?What is one of your goals for this year?Describe a really fun vacation you had.What do you enjoy doing when you’re not working?

Time: 10 minutes

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Three Steps to ProspectingPower Session 2


Step 3. Ask

How to ask1. Ask for appointment or referral

2. Give thanks

3. Get permission to follow up

4. Get their contact information

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Three Ways to Connect


1. Calling

Know who to call1) Expired Listings

2) FSBOs

3) Referrals

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4) IVR Inquiries

5) Website Inquiries• Email

6) Mets


1. Calling

Know when to call• Cold vs. Warm vs. Hot• Do Not Call?

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1. Calling

Know what to say

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1. Calling

Be ready to call

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2. Visiting

Know Your Options for Visiting• Door knocking • Pop-bys • Random encounters (casual meetings)

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2. VisitingKnow who to visit1) FSBOs2) Expired listings3) Residents of a geographic farm4) Apartment dwellers5) Homeowners around an open house you plan to host6) Corporations7) Banks8) Builders9) Mets (including past customers)10) Anyone you run into—anywhere, anytime

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2. Visiting

Know when to visit

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EXERCISEAssess Yourself: Current and planned

prospecting activities1) Fill out the table on page 52 and discuss with a

class partner.

Time: 5 minutes

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Three Ways to ConnectPower Session 2


3. Attending/Hosting Events

Joining organizations and groups

Hosting events• Open Houses• Customer Appreciation Parties• Seminars and Classes• Community Events

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EXERCISEAssess Yourself: Current and planned

prospecting activities1) Fill out the table on page 59 and discuss your

plan with a partner.

Time: 8 minutes

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Three Ways to ConnectPower Session 2


Getting Comfortable with Making Contact

Mindset

Affirmations

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Overcoming a Limiting Mindset

61-62


EXERCISEAffirmations

1) Write down three to five affirmations for yourself.

Time: 5 minutes

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Overcoming a Limiting MindsetPower Session 2


Daily Routine

Habit of 3 Hours Daily Lead Generation

Time Blocking

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EXERCISEHow Will You Time Block Your 3 Hours?

1. Write down three lead generation activities.

Time: 5 minutes

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Daily RoutinePower Session 2


Allow for GrowthImprove your skills

Just do it!

Power Session 2Daily Routine

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Tracking and Accountability

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Measure Your SuccessMo

nTu

eWe

dTh

uFr

iSa

t

Number of prospecting calls per hour

Goal

Actual

Number of contacts made per hour

Goal

Actual

Number of Mets added to database

Goal

Actual


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Tracking and Accountability

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AccountabilityI Currently

DoI Plan to

DoI have a coach, consultant, or peer partner

I meet regularly with my coach, consultant or peer partner to review my activities and outcomes

I have set goals that I believe I can achieve


• Power Session Aha’s

• Your Lead Generation Action Plan

Power Session 2Putting It All Together

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Power Session 2Putting It All Together

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The 3-Hour Habit

1) Time block 3 hours every workday before noon.

2) No skipping. If you must erase, then you must replace.

3) Allow no interruptions (unless they truly are emergencies).


Thank Youfor Being Here!

Don’t forget your evaluations!

Lead Generation 36:12:3 Power Session 2: Prospecting.

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Transcript of Lead Generation 36:12:3 Power Session 2: Prospecting.