An excerpt from Lee Woodward’s renowned book on scripts and dialogues. What to say, What to send.
I make it a point to ask agents on a regular basis what prospecting they are currently doing or are planning to do in the future and it astounds me how often I am faced with a vacant look in response.
I believe there are two key reasons for this - there is the fear of rejection and there is the fact that many have never monitored what works and what doesn’t. If they knew what worked for them, it would be on their prospecting menu. Imagine going to a restaurant and there was no menu.
When the waitress asks you for your order it would be diffi cult to make a selection, wouldn’t it? Prospecting is no different. You need a menu of proven methods that work from which you can make a selection.
Let’s take a look at a sample prospecting menu.
Past Clients
Letterbox Drops
Telemarketing
Audio CD
Direct
People Marketing
Whatever you decide, be sure to have a number of choices as one month something returns and other months it doesn’t. Be fl exible at all times and ready to modify your plan if need be.
Order Lee Woodward’s book “What to say, what to send” at www.realestateacademy.com.au