In the Zone | vIV i1 | 25 Leads. 2 Hours. Laugh Tail Off...

In the Zone

Volume IV Issue 1

  1. What Successful REALTORS(R) Are Saying
  2. Motivational Quote of the Month
  3. Prospecting: Work 25 Leads in 2 Hours...While Laughing Your Tail Off!
  4. Negotiating: How Weak Negotiators Can Easily Manipulate and Walk All Over You (even if you are a strong dealmaker) by Playing This Child's Game with You
  5. Listing: Why Asking This Question Will Politely Crush Any Competitor Who Is Raising the Home Price Just to Get the Listing
  6. Selling: The Four Legged Stool: A Fresh Way to Look at the Fundamentals of Selling

Hey,

You’ve been there.

Butterflies in your stomach. Palms sweaty. Every conceivable reason not to show up running through your head.

But you go anyway.

Because you know how profitable these events can be.

You know there is no other way to work 20…25…even 30 leads in 2 or 3 hours. While having the time of your life. Nine tips in our Prospecting article will help you look and feel like the most important person in the room.

At your next negotiation, avoid falling into this trap...laid, ironically,
by people who aren’t even aware of what they are doing. It’s an easily
avoidable deal killer. This month’s Negotiation article will help you
avoid it.

Anytime a prospect says, “But Agent Y doesn’t think that $230,000 is too
high. He said he could list it at that,” ask this one question...and you
will politely crush that pathetic argument.

And in this Month’s Selling article, learn a fresh way to use the fundamentals of selling. For a rock-solid, highly-persuasive presentation use these four steps religiously. You’ll never lose.

Merry Christmas, Happy New Year 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.

Find past issues of ITZ here.

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1. What Successful REALTORS(r) Are Saying

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"I believe your system has much to offer. But the strongest feature is
caller notification when a call comes in. This allows agents to quickly
return phone calls (within the 1st five to ten minutes) and usually
the first agent any new prospect speaks with the chances are very high
that the prospect will do business with that agent over others."

Atlanta, GA

If you want to learn more about how Steve Millar 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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"I will outlast failure."

Demian Farnworth
American Writer

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3. PROSPECTING: Work 25 Leads in 2 Hours...While Laughing Your Tail Off!

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25 leads is more than most people produce in 2 weeks. Even 2 months. However, there is one situation where you can generate 25 leads in 2 hours...with a martini in one hand, a smile plastered across your face and a stack of cards in your other hand.

The stack I'm talking about is full of business cards.

That's right...I'm talking about networking events. The country club. The Rotary Club. The Chamber of Commerce. All fabulous places to meet many new people. And have a blast to boot.

Here are seven essential tips you must use to make any networking event a smash.

  1. Arrive early. Before people are engaged in conversations. It's easier to start a conversation than it is to break into one.
  2. Zero in on the wallflowers. You never know what kind of potential is lurking around those shy, quiet types. Never discriminate.
  3. Shake hands firmly.
  4. Wear something out of the ordinary...a top hat or bright orange scarf. When you follow up with the leads mention, "I was the one wearing the top hat." That will ring a bell.
  5. Pick something up. Anything. A tray of drinks or hors d'oeuvres. "Hey, would you like one?" is an excellent way to introduce yourself. And, "Got to keep passing" is an excellent reason to move on to the next person. This trick will help you to keep conversations short.
  6. Memorize your elevator speech.
  7. Be happy...regardless of whether or not you had a tough day. People want to work with upbeat, outgoing people.
  8. Don't drink too much. Sober and in control, you'll stand out.
  9. Stay until the end. The later you stay, the more contacts.

Next Month: Stunningly Easy, 15-Minute Routine for Adding at Least
3 Contacts to Your House List a Day

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4. NEGOTIATING: How Weak Negotiators Can Easily Manipulate and Walk All Over You (even if you are a strong dealmaker) by Playing This Child's Game with You

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Most weak negotiators don't even know they're doing it.

In fact, it's instinct. Someone ever throw something hot at you...like a
potato? What'd you do? Threw it back, didn't you?

That's what can happen in negotiations: someone wants to give you his or
her problem and make it your problem.

Like a couple who says, "We only have $10,000 to put down."

They're saying, "Here's our problem...you fix it."

But don't. It's not your problem. Besides, there's something deeper.

How do you know? Test the problem. Like this...

"So say I have a house. It's the perfect house. You're wife will love it.
You'll love it. Your children will love it. But it will take $15,000 to get
in. Is it a waste of time to show it to you?"

Nine times out of ten they'll say, "Well we didn't want to touch the CD,
but if it's really good we might consider looking at it. Or maybe we can
talk to my parents today about loaning us an extra $5,000."

Apparently their problem wasn't the deal killer you originally thought it
was.

Next Month: 4 Crushing Counters You Can Use to Destroy This Wily, “Promise in Heaven” Gambit

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5. LISTING: Why Asking This Question Will Politely Crush Any Competitor Who Is Raising the Home Price Just to Get the Listing

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When competing for a listing, last thing you want to sound like is an
angry spinster. That's why simply pointing out to the seller that "Mike is
just giving you that price because he wants you to give him the listing. He
doesn't care about you. He just wants your commission."

It's ugly.

Say this instead: "Why do you think an agent would tell you your home is
worth more than it really is worth?"

After the seller has seen the comps that don't substantiate the high price,
his wheels start turning.

"Maybe he's trying to get me to give him the listing."

Then nail the coffin shut...

"And what's your opinion of any agent who would tell you your property is
worth more than it is just to try to get the listing?"

...and shovel dirt on his box.

Next Month: Add The World’s Most Natural, Everyday Way of Talking to
Your Listing Prospects and Watch Clients Literally Throw Themselves
at Your Feet

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6. SELLING: The Four Legged Stool: A Fresh Way to Look at the Fundamentals of Selling

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To make sure every sales presentation (including convincing your wife to let you spend $7,500 on that 3 week elk hunt in Canada your buddies want you to go on or ladies, the 2 carat tennis bracelet you just have to have today), keep in mind these 4 legs. Without them, your argument will topple.

1. Lay on the benefits. Answer "What's in it for me?"

"This home will allow you and your family to expand...your children couldn't get a better education than at W H...I can see you're imagining what it would be like to play ball with your boy in the back...L, you're thinking how romantic it would be for you and M to sit in front of the fireplace, aren't you?"

2. Create a big idea. First, it must reinforce his beliefs and feelings. Second, it must be simple. Third, repeat it relentlessly.

To a young urbanite who would prefer to live near downtown, close to other young urbanites, coffees houses, shops, museums and pubs, key in on his desire to live downtown versus the suburbs. The big idea being he will be surrounded by people and things that he loves.

3. Establish credibility.

Demonstrate credibility through experience, years in business, reputation, awards and testimonials. And weave these through your presentation.

4. Prove your claims.

Use testimonials, graphs, statistics, expert endorsements, name recognition, specificity, technical data, study results and press releases.

Next Month: The Most Powerful Close in the World

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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

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"In the Zone" is a Proquest Technologies publication.
(C) Copyright 2005, Proquest Technologies.