In the Zone | V III i 8 | Build a Mailing List--Teeming with Sellers--in 12 Months
In the Zone
Volume III Issue 8
- What Successful REALTORS(R) Are Saying
- Motivational Quote of the Month
- Prospecting: There Are Only Five Reasons Why You Should Ever Leave a Voicemail
- Negotiating: Discover How an English Fox Hunting Expression Could Quietly Bleed You of Important Negotiating Power
- Listing: Build a Mailing List--Teeming with Sellers--in 12 Months
- Selling: The Morning After: A Secret Most Salespeople Don't Use Simply Because They're Too Lazy
Hey,
Have you ever lost a child in a crowded mall?
It freaks you out, doesn't it?
Nothing matters except finding your child.
It's tunnel-vision and focus...to a freakish, unprecedented level.
It's obsession...with one single purpose...that will accept
nothing less than success.
Now, imagine what would happen to your business if you treated it
like a lost child?
Wow, uh?
Picture keying in on, with single-minded obsession, the only
activities that would promise success...the profit-bursting
activities like listing, selling, prospecting and negotiating.
What would happen?
Strap in...right?...White knuckles to the financial heavens, right?
Well, read on and we'll be your co-pilot.
...Four, three, two, one...
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(r) Are Saying
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"As soon as I got my license, I was very green
and did not really know much about the Real Estate
industry. I followed the marketing materials exactly
and to my surprise, had six signed contracts in the
first thirty days!'
Bill Slaughter
Phoenix, AZ
If you want to learn more about how Bill Slaughter shifted his
new career into overdrive rapidly, then read our 23-page online
report "How to Close More Transactions in a Month Than You
Now Close All Year":
http://www.realestategrowth.com/how_to_grow.asp
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2. Motivational Quote of the Month
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"Singleness of purpose is one of the chief essentials
for success in life, no matter what may be one’s aim."
John D. Rockefeller
One of the greatest old school oil magnates
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3. PROSPECTING: There Are Only Five Reasons Why You Should Ever Leave a Voicemail
~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~
Leaving a voice mail message is risky. Here are five sure-fire
techniques--in reverse order of impact--to getting a call back.
One, leave your first and last name only. ("You mean the less
information you give, the more return calls?" Yes. Go figure.)
Two, be funny. Charm and wit are magnetic. People gravitate
toward it.
Three, be indirect. Dittomer in "The Sales Bible," recommends saying,
"I was going to mail you something, and I wanted to confirm
your address."
Four, dangle the carrot. Leave just enough information to entice
or...ask the provocative, thought-provoking question. "I have
something that you might be interested in. Call me."
Five, crash in midcourse. As you are speaking, hang up the phone.
"Hugh, your name came up today in an important conversation with
Dan...." Do this and everyone just might call you back in under
three minutes...everytime.
Next Month: How to Write Text Messages That Get Business (This
tactic has only 3 elements--but miss one, and it will fail.)
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4. NEGOTIATING: Discover How an English Fox Hunting Expression Could Quietly Bleed You of Important Negotiating Power
~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~
Picture this: a rolling English countryside peppered with rock
outcrops. A red fox, its head bobbing up and down, rushes into
a patch of trees. The sound of hounds barking begins to pierce
the air. Suddenly, a young man drags a dead, salted fish--a
red herring--by a string across the path of the fox. The dogs,
the hunters, round the hill in hot pursuit of the fox. But,
the dogs halt and scatter to the right and left. The hunt has
gone helter skelter and the lead hunter yells, "That blighter has
faulted my hounds!"
That red herring distracted and confused the hounds. During
negotiations, someone can do that to you too--and weaken you
considerably.
To prevent this from happening to you, be alert. Recognize a red
herring,which is an issue that someone will try to trade off
later, by keeping your eye on the real negotiating issues...and
don't let her link it to a concession you're uncomfortable making.
Next Month: How to Avoid the Bullheaded Mistake That Every
Deep-Pocketed Utility Company Makes When Negotiating with the Union
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5. LISTING: Build a Mailing List--Teeming with Sellers--
in 12 Months
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Want an uncensored look at the cherished secret agents (who
aren't afraid to send direct mail) use to beef up their listing
inventories. Do you, too, want a mailing list the size of a
small phone book?
It's like turning on a "listing inventory switch."
Visit http://www.realestategrowth.com/rep/right_way.asp
Next Month: 7 Tiny Tips to Kick-Start Your Listing Inventory
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6. SELLING: The Morning After: A Secret Most Salespeople Don't Use Simply Because They're Too Lazy
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Do you know what "rescission" means?
What about "annulment"? "Cancellation" ring a bell?
They all mean the same thing. And they could spell disaster
for anyone who ignores them. Especially since your buyers or
sellers have three days to rescind on any contractual agreement
they've made.
But you can squash any concern over the 3-day rescission law and
cement your future relationship with your clients...
by comforting your client with these "post-sale" deal sealers:
+++ An unannounced gift, something the buyers spoke about during
the transaction, like a fireplace toolkit or BBQ grill
+++ A long, thoughtful letter (canned, of course) thanking and
congratulating and reminding them of the good reasons they
bought or sold
+++ Invitation to breakfast (Some people suffer "buyer's remorse
the moment they wake up. Nip it in the bed. They'll love you
for it.)
Next Month: How to Cleverly Convince Your clients to Buy Anything
Now without Looking Like a Thug
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Proquest Technologies, Inc.
inthezone@proquest-tech.com
1-800-959-3959
In the Zone: Focusing on the 4 Profit Pillars of Real Estate
~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~
"In the Zone" is a Proquest Technologies publication.
(C) Copyright 2005, Proquest Technologies.
