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Developing your prospecting menu, Lee Woodward


Developing your prospecting menu, Lee Woodward

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

  • Anniversary calls
  • Movie nights
  • Just sold SMS

Letterbox Drops

  • Can we help campaign
  • Price drive letter
  • Just sold and just listed
  • Buyers looking to buy letter and photo
  • Comparative Market Analysis (CMA)
  • letters and reports

Telemarketing

  • Street campaign
  • Just sold and just listed
  • Auction and open for inspection
  • invitations
  • Past buyer calls

Audio CD

  • The moving process – ‘How to buy and sell real estate’
  • Buying property with your super fund

Direct

  • Door knock, for sale by owner
  • Buyer conversion
  • Open for inspection callbacks

People Marketing

  • Colouring books and pencils for the kids advertising your logo and phone number sent via mail
  • Year 10, 11 and 12 school talks about a career in real estate
  • Press releases and editorials
  • Printed school canteen menus or lunch bags advertising your logo and phone number.

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


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Developing your prospecting menu, Lee Woodward