In the Zone | vIV i6 | How a Yellow Envelope Can Boost Response Two-Fold

In the Zone

Volume IV Issue 6

  1. What Successful REALTORS(R) Are Saying
  2. Motivational Quote of the Month
  3. Prospecting: How a Yellow Envelope Can Boost Response Two-Fold
  4. Negotiating: Why Negotiation Techniques Don't Work on Children...and How You Can Benefit as a REALTOR
  5. Listing: 5 Reasons Why Sellers Should Work with You on Both Sides of the Deal
  6. Selling: When You Go to This Public Place with a Prospect...You Must Make Them Face the Wall (Otherwise, kiss the deal goodbye.)

Hey,

You became a real estate agent because of what it offers.

You religiously read NARs magazine and anything else you can find about real estate.

You're well aware of how real estate can change your life--working when you want, from where you want and making as much money as you want.

In other words, you're committed to becoming a successful real
estate agent--or leaping to the next income level (whether it's $100k,
$250k or $1 million).

But for some reason it's still not happening. Let me show you how ITZ
can help:

With its monthly delivery of brilliant ideas for the only four areas
that matter in real estate--it will help you not only focus on the only
money making activities in real estate but it will help you improve
in these areas as well.

This month, for instance, in our Prospecting article, you'll learn how to
rocket your response with a simple trick that involves a yellow envelope. It's just the shot in the arm you need to propel your prospecting to the next level.

Our Negotiating article will describe one of nature's biggest psychological paradoxes when it comes to negotiating--and why it's important to helping you win more negotiations.

In a short, rapid fire sequence, you'll learn 5 powerful ways to convince sellers to let you represent them on the buying side in our Listing article.

Finally, as you'll see in our Selling article, if you ever go to this
public place with a prospect they must face the wall--or the deal
is doomed.

What's it worth to suddenly have the level of success you've dreamed about ever since you were handed your real estate license?

My suggestion to you: instead of wondering if you are on the right path, take the next 8 minutes and invest in your future.

Then use what you've learned to jump to the next step.

Enjoy!

And here's to your success,

Gary Elwood
Proquest Technologies
1-800-959-3959

P. S. Would you like to learn how easy it is to list any home...in any
market in any season...and sell it in record time (nearly doubling the
rate at which you cash commission checks)?

If so, then check out our just-released online commission protecting tool called Showing Feedback™. You can see all the benefits of this remarkable product, including a comprehensive demo, by clicking the link below: http://www.showingfeedback.com

Any questions about anything you've read about in this newsletter?
Just call 1-800-959-3959 and ask to speak to Brad or Ann.

Find past issues of ITZ here.

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1. What Successful REALTORS(r) Are Saying

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"I've only been a Proquest Technologies client now for a few months but in my time with Proquest Technologies I have done well with the letters that came in my package for direct mailing.

"The first month I sent out 300 letters ( which you supplied ) to expired
listings & I listed 2 of them & sold them within 30 days...

"To me it all boils down to this. If you don't implement & use the
programs you supply to us, and use it faithfully, it will never work
for you.

"Thank you for all the GREAT programs you have gave us to use & let us grow."

Greg Stewart
Corona, CA

If you don't already know, see how Provantage can propel you to the top in less time and half the work...like it did Brad Gray. Click the link
below:

http://www.realestategrowth.com/how_to_grow.asp

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2. Motivational Quote of the Month

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A rejection is nothing more than a necessary step in the pursuit of
success.

Bo Bennett
Author of "Year to Success"

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3. PROSPECTING: How a Yellow Envelope Can Boost Response Two-Fold

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An agent recently shared a tactic he uses frequently. On his first trial,
he said, the results blazed through the roof. Near unbelievable. And I had to agree. In fact, at first, I didn't believe him. But you be the judge.

Here's what he said:

"We recently tested a campaign to our existing client base and we sent them out a yellow envelop. We sent out a message the same day we mailed the envelope telling them that an urgent yellow envelope would arrive in their mailbox in the next day or two, to watch for it, to open it and to act right away. The message increased our response 10 to 1."

10 to 1 increase. That's monstrous. And if they say it happened to them, it could happen to you. So give it a shot. At the worst, you'll
probably double response. And it'll costs you a little less than a
dime per person.

Now that's maximum for the minimum.

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4. NEGOTIATING: Why Negotiation Techniques Don't Work on Children...and How You Can Benefit as a REALTOR.

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If you have children, at one time or another, it's happened to you.

In the middle of a tug-o-war with you over going to bed, they will say
something completely unrelated such as, "You know what? I have a belly button!" And they completely throw you off guard.

The same is true in chess.

Predictable play, in a chess master's hands, is duck soup. However, throw in a surprising, unusual move, and now you've got your opponent second-guessing what your strategy is. And the ball is in your court.

Or take writing copy. Master copywriter Joe Vitale, in his
"Hypnotic Copywriting" book, mentions that for those who think logically, coming across a totally absurd line in copy will shut down his logic and open them up to an emotional counter.

Successful absurd comments during negotiations will accomplish the same thing. If you feel like your opponent volleys back every gambit you can think of and you aren't gaining any ground, throw out something totally out of the ordinary.

"Man, those are some nice socks you got on. You like my socks?"

"You know what? Airplanes freak me out. It's nothing more than a metal tube traveling 756 miles per hour 16 miles above the earth."

"My grandpa tapped the table with his fingers like that too."

The idea is too surprise the negotiations, make your opponent speechless, get him off--cause if he has the momentum, you need to derail him and fast.

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5. LISTING: 5 Reasons Why Sellers Should Work with You on Both Sides
of the Deal

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If sellers are staying in the area, ask if you can help find their next
house. It benefits both you and the seller. Here are six reasons why:

1. They don’t have to interview more real estate salespeople.

2. You already understand their needs, know their decorating style,
have an inside look on how they live.

3. If they trust your market knowledge enough to sell their home, they
should trust you to find them a new house.

4. You can help coordinate both sides of the deal so they don’t find
themselves homeless for a few days between closings.

5. You can make negotiations go more smoothly and quickly. You have dates on both closings and don’t have to wait for return calls
from fellow practitioners.

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6. SELLING: When You Go to This Public Place with a Prospect...You Must
Make Them Face the Wall (Otherwise, kiss the deal goodbye.)

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There's something universal about this strategy. All walks of people
use it. I first heard of its use by an old employer who used it when
correcting people (or so I heard--it was never used on me, thank goodnes).

He would take them to an expensive restaurant--and offer them the seat that faces the wall.

It's a critical strategy for any situation where it's important you have
the unwavering focus of another person. And in a selling situation, you
can't afford to have him or her distracted.

As Michael Masterson says in the April 11 issue of "Early to Rise," "You can't argue with the logic of that. But if you aren't subtle about it,
you risk offending your customer. And if you do that, your chances
of completing the sale are poor, even if you do have his full attention."

So how do you avoid offending your client or prospect?

Masterson says to simply ask this question "Would you be more comfortable sitting there, so you will have fewer distractions?"

The reason this works is because he's still free to sit where he chooses.
Yet you've also let him know, in a very polite way, what you would prefer.

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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.