The Art of Prospecting In Real Estate

The art of prospecting in real estate is quite the topic of mystery, folklore and just bad advice in general.

Prospecting comes from the Latin term, to Prosper. Right? Makes sense. He/she who prospects will prosper. The better you are at PROSPECTING, the better you’ll PROSPER.

In my latest addition to my private training site, the PROSPECTING MODULE was added to provide any real estate agent with a comprehensive look at how to prospect efficiently and effectively.

I can tell you it all starts with your database. If you don’t have one, I highly recommend

Proudly Working by Referral! Referral Maker CRM

In my latest training module, I lay out a 15 point plan on how to create a “Money-Machine-Database”!

This single training module includes letters and emails to your database, scripts for calling your database, how to create a csv file for uploading your database, how to develop your database and how to convert contacts from social media into viable referral sources.

This training module ALONE is worth $1,200. And you can have it all for literally $49.00.

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Scripts – Door Knocking Scripts for Real Estate Agents

When it comes to door knocking scripts for real estate agents, this script packs a punch.

It’s filled with directives that help move the conversation along in a positive direction. It also accomplishes a quick “guard-down” approach, helping the person who answers the door to relax and talk for literally, 30 to 60 seconds.

The full script is offered at my private training site.


Here is a screenshot of the beginning of the script:
Door Knocking Script for Real Estate Agents

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Incoming Sales Calls: How To Handle Incoming Calls Like A Pro

So you’re on the road and you get a call. It’s a ‘zillow call’ that you’re not prepared for and don’t have information, nor do you have your buyer intake form on you. How do you handle incoming calls like a pro?

No problem!

On my private training site (which you can purchase below), I have it covered. So often we ask the same questions as real estate agents:
“Are you pre-approved?”
“Are you working with an agent?”

Well my incoming call “form” is more of a guide than a form. It’s a conversation and includes proven techniques to increase the callers interest in what you have to offer, even if you don’t have the information.

I constantly have to remind myself that I am a professional salesperson. My job is to serve the consumer or client but my “job” for me – is to sell myself and my services so that I earn peoples business, so that I earn money.

The words lost opportunity in the sales business are deadly and widespread.

My job on any phone call, is to serve the consumer but to also position myself as the person the consumer wants to do business with now and in the future.

The link below is the actual guide for an incoming phone call. And this guide was specifically designed for an incoming cold call from a consumer regarding anything. If it’s one of your own listings, then obviously you might modify steps 7 and 8 and move to step 9 and 10.

This tremendous dialogue is designed again, to control the conversation so that you are positioned as the person with the information the consumer wants. Remember this, people are calling and have only one interest in mind – themselves.

Notice closely on this guide for incoming calls, you do not once talk about yourself until the end and you’re still just giving information. Information is what the consumer wants. A few quick qualifying questions in step 3 gets you to know the caller quickly. Step 4 is great because it creates an introduction to meeting with the caller for an appointment – and not necessarily a showing appointment on the wrong house (over 50% of all incoming sales calls in general, are targeted at the incorrect product/service).

Here’s the link: http://www.private.tommcgiveron.com/wp-content/uploads/2015/10/Incoming-Calls-Buyer.pdf

If the link doesn’t open up, text me at (631)831-9048.

And if you like what you see, don’t forget to purchase access to the entire private training site filled with tons of dialogues, training videos and other goodies.
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10 Rules of the Phone

10 RULES OF PHONE:
1. ALWAYS MAKE A CALL WITH A PURPOSE AND COMPLETE ATTENTION ON THAT CALL.
So when you get a call on your cell phone while driving, quickly take call-back information and tell the caller you’ll get right back to them OR if you don’t recognize the phone number, do not take the call. Let the caller go to voice mail so you can return the call with full attention.

2. HAVE MULTIPLE REASONS FOR THE CALL.
Whether receiving or making an outbound call, be prepared or get information on multiple options for the caller. Never focus on one property, or one piece of information.

3. KEEP CALLING.
Don’t give up. Don’t stop calling after 2 or 3 phone calls. Never quit.

4. ALWAYS LEAVE A MESSAGE.
Always.

5. ALWAYS TALK TO MULTIPLE PEOPLE.
If calling a business, leave a message with the “gate keeper”. Go back and call again to speak with someone else. When calling, ask to speak with an alternate person in charge. Talk to as many people as possible.

6. ALWAYS TRY TO CONTACT THEM SOMEWHERE ELSE.
Ask for an alternate contact method.

7. ALWAYS GO FOR A CELL NUMBER.
If calling a home or business, always ask what the best time and number to call on. Never ask, “Can I…” – but rather ask “What is…” or “How would I…”

8. ALWAYS COLLECT EMAILS.
Again, using the “what” rather than the “can” question method.

9. ALWAYS FOLLOW UP A PHONE CALL WITH ANOTHER CONTACT METHOD.
If you’re emailing them, then follow up with a call about the email and vice versa. Additionally, if you’re on a cell call or any call if you have their cell phone, follow up with a text – “hey great to talk with you.” (and include your contact info). If you’ve called them on their home or office phone – see number 7.

10. APPROACH EVERY CALL WITH A GREAT ATTITUDE AND SUCCESSFUL OUTCOME IN MIND.
This is number 10 for a reason, it’s saving the most important for last. Without a great attitude – 1-9 doesn’t matter. Of course they’ll help promote a better attitude, but at the end of the day – a “can-do” – “100% committed” POSITIVE attitude – will carry you 90% of the way. I work on my attitude constantly and have people in my life that set me straight. It’s EASY to be negative like everyone else.

Keeping a successful outcome in mind – this is huge. Keep in mind the outcome you want to produce in each and every call or contact.

I always try and remember three things when I’m on the phone – taking or making a call:
1. I try and quickly evaluate the monetary benefit of the call (if it’s about a $300,000 house, this call is worth potentially $9,000). Hello!

2. This call may be my 30th or 80th call of the day, but for the person on the other end of the phone – this is their 1st with me – and they deserve my absolute best. They don’t know (or care) about my 79 other calls. They are interested in what they are saying so I must be interested in what they are saying.

3. Be interesting. Yes – be interesting on the phone. Number 2 – is be interested. Number 3 – be interesting. I want to be interesting (without making the call about me) because I want to make an impression on the person I’m speaking with. Even if it’s a client I’ve spoken with 100 times – I want them to know I’m all-in and that I’m willing to go all the way for them.

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