In the Zone | V I i 2 | How To Profit Massively From The Do Not Call List Rules
In the Zone | Focusing on the 4 Profit Pillars of Real Estate
Volume 1 Issue 2
1. What Successful Realtors Are Saying
2. Motivational Quote of the Month
3. Prospecting: How To Profit Massively From The Do Not Call List
Rules: Learn what street smart real estate agents
are doing to legally and ethically generate
hundreds of leads per month, exploit the rules
and make more money than ever…all while their
competition whines and cries “Foul”!
4. Negotiating: The one negotiating strategy almost all experts
agree that will psych-out even the toughest
opponent.
5. Listing: #1 Coldweller Banker Joan Pate’s rejection-free
method to effortlessly listing 2-3 FSBOs a month.
6. Selling: Find the hidden hot button of every prospect that
will take you from presentation to closing.
Hey,
If you’re like most real estate agents, the “Do Not Call”
legislation has you wondering what the heck you’re going to do.
Before their very eyes, agents who’ve made their fortunes
pounding the phone are seeing the tool of their trade outlawed.
Soon virtually everyone will be on the National “Do Not Call”
List. I am. Are you?
According to the Federal Trade Commission,the National “Do Not
Call” list is the fastest growing list in America with over
48.4 million consumer names as of September 2.
The real estate industry is phone dependent and agents are
beginning to wonder how they’re going to survive. And these sort
of questions have been plaguing me since the FTC passed the
stiffest legislation ever concerning prospecting by phone.
So I’ve been aggressively searching for answers on how to help
you...not just survive...but how to blow the doors off this thing
and turn lemons into lemonade.
And you know what? I’ve found THE perfect answer. An answer that
will make your life easier, bring more good quality prospects
flowing through your door and have you pocketing more money than
ever before in your real estate career!
You’ll find the answer in our two part series called:
“How To Profit Massively From The Do Not Call List
Rules...Exploit What Your Competitor Doesn’t Know...And Reach The
Prospect FIRST! All While Your Competition Sits On The Sidelines
Complaining, Crying Foul And Dropping Like Flies!”
In Part One, you’ll discover how to use a powerful, virtually
irresistible blend of technology and hidden psychological
triggers that will have your phone literally ring off the hook
with interested new prospects ready to buy or sell real estate.
Part Two will load your arsenal with specific details about the
laws and the penalties so you can protect yourself and then
uncover the one virtually unknown real estate marketing strategy
and technology that’s consistently providing agents with an
amazingly profitable solution to the Do-Not-Call-List problem.
Enjoy and here’s to your success,
Gary Elwood
Proquest Technologies
1-800-959-3959
Send prospecting, negotiating, listing or selling ideas,
strategies and tips to inthezone@proquest-tech.com.
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1.What Successful Realtors Are Saying
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"Your service is great! I am generating over 150 calls per month
by running 3 line classified ads in the newspaper. Most of my
business comes from my Proquest Technologies 800 number.”
Matt Marguilin
Old Mission Properties
Encinitas, CA
If you want to learn the secret behind Matt Marguilin’s success,
then read our 24-page online report “How to Close More
Transactions in a Month Than You Now Close All Year”:
http://www.yourcompetitiveadvantage.com/how_to_grow.htm
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2.Motivational Quote of the Month
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“Some people are disturbed by those tough days because all they
have is the days. They haven't designed or described or defined
the future.
“We all need lots of powerful long-range goals to help us past
those short-term obstacles.”
Jim Rohn
The Treasury of Quotes
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3.PROSPECTING: How To Profit Massively From The Do Not Call List
Rules Part 1
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“You don’t wait for the phone to ring; you have to make them
ring.”
Lord Lew Grade’s Theorem
Let me put this month’s prospecting tip into perspective:
October 1, 2003. You innocently called someone on the national Do
Not Call list. They reported you. You’re fined $11,000. To make
matters worse you’re in danger of losing your real estate
license...all because of one phone call.
A harsh kick in the teeth, isn’t it? Unfortunately it’s YOUR
reality.
But there’s good news. There are powerful, clear-cut, proven
strategies that completely eliminate all of these issues. And
they actually enable you to profit massively while your
competition trembles in fear of these “limiting” rules.
See, when people ***CALL YOU*** it doesn’t matter if they’re on
the “Do Not Call” list. If they pick up the phone and call you or
your MPT hotline...you’re free to call them as many times as you
like within 90 days.
Why?
It’s because an inquiry falls under the “prior business
relationship” aspect of the FCC and FTC rulings. The only
exception is this: during a call, if they ask you not to call
anymore you are required to take them off your list.
What’s the moral of the story? Get people to pick up the phone
and call you. How do you do that? Use the "New Rules" Real Estate
Marketing System.
Here’s one example of how an agent of ours uses the "New Rules"
to smash through the “Do Not Call” rules and beat his competition
to the prospect 90-95% of the time.
Craig Plantz, a client in Fort Collins, CO, uses it to generate
over two hundred leads a month. The cool thing is he converts
more than one third of them into warm inbound lead calls asking
him questions and wanting his help...all while remaining
completely within the law.
He advertises his listings using a specially designed sign rider
that incorporates his "New Rules" response hotline. When an
interested prospect calls his hotline, they hear a 40-45 second
audio tour of the home.
At the end of the recording, Craig leaves a short message like
this:
“Because conditions are changing so rapidly in our market, it’s
not possible for me to keep current prices on this home updated
daily, so if you would like pricing information, simply press 0
and I will be happy to get you current pricing information.”
This super-simple tactic compels over one third of his "New Rules"
leads to transfer and speak to him directly. With over 200 leads
a month, he’s connecting with 70 or more warm, interested
prospects every single month...and completely eliminating any fear
or concern of crossing the Fed’s laws.
How about that for making the phone ring?
Next Month: How To Profit Massively From The Do Not Call List
Rules Part 2
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4.NEGOTIATING: The one negotiating strategy almost all experts
agree that will psych-out even the toughest opponent.
~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~
Opinions about the best negotiating strategies are as varied as
the noses on our faces...
Everyone has one.
However, while there is little agreement about what is the best
negotiating strategy, practically everyone endorses this one:
out-and-out silence.
Let’s say you present your position during negotiation, but it
doesn’t set well with the other side. Imagine he gets a little
excited and colorful with his language, then says something like,
“We need to refine your expectations.” In his favor, of course.
My advice to you: resist the temptation to respond in kind.
Instead, the best thing to do is nothing at all. Herb Cohen,
author of “You Can Negotiate Anything”, says “You often force the
other person to talk, if only out of discomfort.”
And when that person begins to talk, he is likely to revise his
position, talk his way back to your position or reveal useful
information you can use against him.
Next Month: How to treat your adversary with respect...and win.
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5. LISTING: #1 Coldweller Banker Joan Pate’s rejection-free
method to effortlessly listing 2-3 FSBOs a month.
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Someone once said, “There’s no such thing as a free lunch.” Which
is, in most circumstances, true. This month’s listing tip happens
to be a free lunch.
It’s so easy, so common sense, I think you’ll kick yourself in
the pants once you learn about it.
And with this one tip, Joan Pate effortlessly lists 2-3 homes a
month (routinely), eliminates rejection on the spot and creates a
sense of goodwill and credibility that she often creates
life-long customers out of her small efforts.
What does she do? Simple...
She calls FSBOs. More importantly, when she gets an answering
machine...she leaves a message. That’s all.
She said, “FSBOs are desperate for help...but they don’t want to
admit it. And when you call and leave a message, that
communicates you want to help. And it’s so below the radar, they
save face. Not all FSBOs call me back right away. Some try
selling themselves for a week, a month, half a year. But what
they do is write down my contact information, just in case they
can’t sell it themselves.”
And Joan went on to say that she often thinks about just calling
every FSBO number early in the morning before anyone is awake,
hanging up when someone answers and leaving a message when she
gets a message.
For you early birds, I smell a lucrative strategy hanging out
there...
Next Month: The pure magic of direct-response ads...and how to
use them to effortlessly build your listing inventory.
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6. SELLING: The hidden hot button of every prospect
that will take you from presentation to closing.
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“The hot button is a bridge that can take you from the
presentation to the sale.”
Jeffery H. Gitomer
“The Sales Bible”
There are 4 steps to discovering and using a prospect’s hot
button. First:
1. Ask questions about status and situation.
2. Ask questions about issues of pride: successes.
3. Ask questions about personal interests.
4. Ask what he would do if he had to move sooner.
5. Ask goal related questions.
6. Look carefully around the home.
The second step is to listen. This is where you uncover your
prospect’s hot button:
1. Pay special attention to the first things out of their mouths.
2. Listen for immediate, knee-jerk, emotional responses.
3. Listen for a long-winded explanation or story.
4. Listen for repeated statements.
Third step is to write down these clues. And while you capture
all first words and thoughts, writing will encourage the prospect
to elaborate.
Fourth step: once you’ve found that hot button, push it.
1. Probe deeper by asking questions like “How important is that
to you?”
2. Bring up the hot button during the conversation to confirm it
and watch their reaction.
3. And finally, offer a solution that will satisfy them. Say,
“If I (offer a solution)...would you (commit or buy)....”
The bottom line is that the hot button is a treasure that you can
find when you dig, listen and understand. But it only works if
you push it.
Next month: The 3 deadly problems questions can create when used
improperly...and how to avoid them.
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Proquest Technologies, Inc.
gary@yourcompetitiveadvantage.com
1-800-959-3959
In the Zone: Focusing on the 4 Profit Pillars of Real Estate
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“In the Zone” is a Proquest Technologies publication.
(C) Copyright 2005. Proquest Technologies.
