In the Zone | vIV i9 | Why Breaking This Childish Habit Would be an Ugly Mistake
In the Zone
Volume IV Issue 9
- What Successful REALTORS(R) Are Saying
- Motivational Quote of the Month
- Prospecting:Nitty Gritty, Nuts-and-Bolts Email Deliverability --
5 Easy Ways to Help Your Emails Reach Their Destination and Get Opened - Negotiating: Why Breaking This Childish Habit Would be an Ugly
Mistake - Listing: Building Rapport 101 -- Master These 5 Steps and
Establishing Relationships Will Be Easier than Falling Off a Log - Selling: 2 Little-Known Questions to Break the Ice with Any Prospect
Hey,
Do you want four tips to help you sharpen the four pillars that
make you real money in real estate?
Do you want to improve your chances that prospects will open, read and
respond to your emails? If so, then follow the 5 steps found in the
Prospecting article.
Out of all of the childhood habits we're weaned from, this is one you
definitely want to fight tooth-and-nail to keep. Read the Negotiating
article to see what I mean.
If you can establish common ground with your prospect, he will like
you, trust you and list with you. Find 5 easy steps to help you do
just that in our Listing article.
And good or bad, your opening line will immediately establish an
impression with prospects. It sets the tone for the sale or appointment.
In this month's Selling article you'll learn about two opening
lines that will break the ice...and put you on the path to success.
Now, to get ahead of your competition, **print** this month's In The
Zone now, settle back and take the next 10 minutes to study it.
You're about to be exposed to ideas and strategies that may surprise
you...and challenge you.
Enjoy!
And here's to your success,
Gary Elwood
Proquest Technologies
1-800-959-3959
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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The ProQuest system simply works. It allows me to be first in
line to speak directly with clients that have already expressed
an interest in purchasing Real Estate. It is hands down the best
system I have tried....I canceled all my lead referral services.
I don't need them anymore and frankly could not justify their cost.
J.P. Garmon
If you don't already know, see how Provantage can help you generate
more business in less time and half the work--like it did for J. P.
Garmon.
Click the link below for more information:
http://www.realestategrowth.com/how_to_grow.asp
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2. Motivational Quote of the Month
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Most of the important things in the world have been accomplished by
people who have kept on trying when there seemed to be no hope at all.
Dale Carnegie
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3. PROSPECTING: Nitty Gritty, Nuts-and-Bolts Email Deliverability --
5 Easy Ways to Help Your Emails Reach Their Destination and Get
Opened
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If you send out emails--whether it's four hundred or forty--there
are key pitfalls to avoid that could hold up your campaigns, suppress response
and lower your profit. Follow these simple guidelines and your response
rates will rise.
Here's what you need to do:
1. Prevent complaints:
Easy enough. Send out permission-based email only. Unsubscribe those
who want to be unsubscribed immediately. And never email them again.
2. Get authenticated:
Most ISPs (Internet Service Providers--the company that gives you access to
the Internet. Could be Charter, AOL or someone local) now require email
senders to use some form of authentication to ensure deliverability...think
of it as caller ID for email. If your ISP knows who you are, you're more
likely to have your emails delivered.
Here are three tools you can use to authenticate your email campaigns:
SPF: www.openspf.org/wizard.html
SenderID: www.microsoft.com/senderid
DomainKeys: http://antispam.yahoo.com/domainkeys.
3. Conduct Pre-Campaign Creative and Delivery Tests:
By testing your campaigns before sending, you can dramatically
improve results.
Simply select a small group of people (if you have 300 names, select
30 random names) and send them your email before you roll out to
the entire list.
4. Keep Your List clean
In a nutshell, remove bad email address from your list immediately. Bad email
addresses could be out of date or inaccurate.
Run your file through an email change of address service to ensure you
have the most current email addresses for your customers.
Then process your file through a list hygiene service to make sure
your list is free from common data entry errors that render email
addresses incorrect.
Plus, anywhere you ask for an email address, require double entry to help
with accuracy.
Then, send a welcome email message immediately to any email address
you collect and pull the returned address immediately.
5. Monitor, Monitor, Monitor: the more you know about how your
campaigns perform, the more likely you are to make the continual
improvements that result in high delivery and response rates.
Ideally, your monitoring should track:
*** Number of emails that reach your recipients' inboxes
*** Number of emails actually opened
*** Number of emails not delivered and not returned (due to full inboxes,
bad addresses, etc.)
*** Completed actions (i. e. number of people who requested a free
report)
Email delivery companies like Constant Contact will track these
numbers for you, as well as many others.
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4. NEGOTIATING: Why Breaking This Childish Habit Would be an Ugly Mistake
~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~
It's often not until your child is grown that you appreciate some of
their childish habits.
If you have children, especially teenagers, you know that sometimes
you may give in to their demands just to be able to get on with
your life. The same tactic works quite well in the business world.
Professional Negotiator Peter Stark tells the story of a son who is
a master at asking for something over and over again, from many
different creative angles, until he accomplishes his goal.
"At one time," Peter explains, "my son's major life goal was to own
a Nintendo 64 game. He asked for one almost every day for a period
of two years.
"His creative questions included, 'Could I buy it with my own money?'
and 'Could I buy a Gameboy until I can get the big version that plays
on the television?'
"He also asked why other parents I respect bought their kids a
Nintendo 64. The questions went on and on.
"I even told him, 'Nintendo is a dead horse in our house, and if the
horse is dead, you should get off it!'
"Refusing to give up, my son creatively asked the following great
question: 'Dad, is it important to you and Mom that I can make quick
decisions in complex situations?' When I said 'yes,' he came back
with, 'Great! I think Nintendo 64 helps kids make quick decisions in
complex situations.'
After two years Peter relates that his son finally got his Nintendo.
By looking at this example, can you see why persistence is such a
successful tactic?
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5. LISTING: Building Rapport 101 -- Master These 5 Steps and
Establishing Relationships Will Be Easier Than Falling Off a Log
~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~
If you can establish common ground with your prospect, they will like
you, trust you and probably list with you.
If you find common subjects or interests with a prospect, you can
establish a business friendship; and people are more likely to buy from a friend than a salesman.
How do you establish rapport?
1. Get to the point in 15 seconds (state the purpose of the call
immediately)...
2. Be happy and humorous (a quick, clean 10-second joke or humorous short
story can do more for buyer rapport than 10 minutes of sales talk)...
3. Get to know something personal about the prospect (listen: prospect
mood, hometown and personality will all emerge in just a few minutes
on the phone)...
4. Get the prospect to talk about themselves (this will give you a
chance to find common ground, establish rapport and increase
your chance to make the appointment)...
5. Now...nail down the appointment!
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6. SELLING:2 Little-Known Questions to Break the Ice with Any Prospect
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Good or bad, your opening line will immediately establish an impression.
It sets the tone for the sale. Here are two good openers for face-to-face
cold calls:
1. "Can you help me?" or "I need your help."
This is by far the best way to begin a conversation. People love to
help and don't feel on guard against a salesperson. Remember, the object
is to get the prospect to listen. "Can you help me?" almost commands the
other person to pay attention.
2. "I would like to mail you a listing presentation/package. Who should
I send it to?"
This is known as indirect qualification and puts the gatekeeper at
ease. All you're asking for is a name, and all you're doing is leaving
something--then you say good-bye.
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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.
