Prospecting – Answers

  1. Let's all sing the prospecting affirmation song… "Their home, they're happy, they really want to move".
  1. Remember your outcome or end result while prospecting
  1. Set an appointment – 50 per month.
  1. Complete the daily contact goal.
  1. Complete your schedule hours.
  1. When prospecting, use the 80 (min. prospecting), 10 (break) x 2 method.
  1. When you have a "hot one" on the phone never accept a no when a yes is possible.
  1. When prospecting…always say to yourself, "you are my next appointment".
  1. You have only one opportunity to make a good first impression.
  1. Visualize setting appointments while the phone is ringing.
  1. Remember to celebrate when you're done with prospecting…not when you get a lead or appointment.
  1. The best time to get an appointment is right after you got one.
  1. Taking notes is a form of call reluctance and slows down the process. Just ask the same qualifying questions until you get an appointment and then take notes.
  1. To become successful in prospecting you have to develop and understand the amount of time required to complete the learning cycle. Just because you don't see immediate results, doesn't mean the prospecting is not working you're not making progress.
  1. Memorize, rehearse and internalize the scripts. Memorize all "most" used scripts.
  1. When people ask if the script works, we always respond by asking, "Do you" Don't edit the scripts. If they are not working for you, first look at your presentation skills internally.
  1. Why do I not prospect everyday?
  1. I don't know how to prospect. Go to Productivity School.
  1. I don't know what to say. Go to Productivity School.
  1. I can’t handle rejection, acceptance and embarrassment.
  1. The goals I've set are not important to me – not internalized.
  1. I don’t have goals.
  1. I have poor time management skills.
  1. Prospecting priorities (you must call all the following):
  1. Sphere of influence.
  1. Past clients.
  1. Expired's – old (1 year old, hot) & new.
  1. FSBO's old & new.
  1. Just listed & just sold.
  1. There is never a perfect time to prospect.
  1. Knowing how & actually prospecting is the magic answer.
  1. The easiest way to control your effectiveness in prospecting is to improve the qualityquantity of your prospecting.
  1. Your objective is not to accumulate leads. The objective of prospecting is to accumulate leads set or get appointments.
  1. Past clients are my sales force and I am the sales manager. My job is to educate & motivate my sales force to sell me to others.
  1. The quickest and surest way ever discovered to conquer the fearof prospecting is to just do it! Now.

Prospecting

  1. Let's all sing the prospecting affirmation song… ______.
  1. Remember your outcome or end result while prospecting
  1. Set an ______.
  1. Complete the ______.
  1. Complete your ______.
  1. When prospecting, use the ______.
  1. When you have a "hot one" on the phone… ______.
  1. When prospecting…always say to yourself, ______.
  1. You have only one opportunity to ______.
  1. ______while the phone is ringing.
  1. Remember to celebrate when you're done with prospecting…______.
  1. The best time to get an appointment is ______.
  1. Taking notes is a form of ______and slows down the process. Just ask the same ______until you get an appointment and then take notes.
  1. To become successful in prospecting you have to ______and understand the amount of time required to ______. Just because you don't see immediate results, doesn't mean the prospecting is not working you're not making progress.
  1. ______and ______the scripts. ______.
  1. When people ask if the script works, we always respond by asking, "______" Don't edit the scripts. If they are not working for you, first ______.
  1. Why do I not prospect everyday?
  1. I don't know ______. Go to Productivity School.
  1. I don't know ______. Go to Productivity School.
  1. ______rejection, acceptance and embarrassment.
  1. The goals I've set are ______.
  1. ______.
  1. I have poor ______skills.
  1. Prospecting priorities (you must call all the following):
  1. ______.
  1. ______.
  1. ______.
  1. ______.
  1. ______.
  1. There is ______a perfect time to prospect.
  1. ______is the magic answer.
  1. The easiest way to control your effectiveness in prospecting is to improve the ______& ______of your prospecting.
  1. Your objective is not to ______. The objective of prospecting is to ______.
  1. Past clients are ______and I am the sales manager. My job is to ______my sales force to sell me to others.
  1. The quickest and surest way ever discovered to ______of prospecting is to ______.