Preview Strategies: Part I

We spend a lot of time and energy in this blog reviewing best practices and strategies for maximizing your prospecting results, whether it’s with expireds, FSBOs, sphere, FRBOs or a combination of all four. As we often say, your primary goal in phone prospecting is to: GET IN THE DOOR. That’s because the magic of…

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Build Rapport, Get in the Door: Part 2

Building rapport

Last week, in Part 1 of Build Rapport to get in the Door, we shared how real estate agents must go into every prospecting conversation with two things in mind: Take on the persona of another person. In other words, like an actor, you’re playing a role. So, you have to step outside of your self-perceived limitations,…

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Build Rapport to Get in the Door: Part I

Building rapport

Our blog theme in February is about effective follow-up.  As we said in an EARLIER POST, top-performing agents secure more than 70% of their listings through persistent follow-up; in other words, after the initial call. Today, we launch a two-part series on how to build rapport through effective conversation skills. This is something that doesn’t…

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Improve Follow-Up By Asking Good Questions

Our blog theme for February is about the importance of follow-up. As we said in our first post in this series, FORTUNE IS IN THE FOLLOW-UP, more than 70% of listing appointments come through lead follow-up instead of the first call. In that post, we discussed the importance of dedicated, persistent follow-up until you secure…

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