The 5 Myths of Sales Prospecting
April 16th, 2008 by Damon
As we have entered the spring, real estate listings increase and sales increase. More and more agents are out there selling. I’ve heard many different sales agents talk about the need to prospect more. Here is a review of the things that kept coming up.
Myth #1: Prospecting is sales.
Prospecting and sales are not the same thing, but they are very correlated.
Prospecting is just weeding out the buyers from the looky loos. You want to be able to identify who actually wants to buy a house and who is just curious.
Myth #2: Prospecting is a numbers game.
You can waste your time chasing the wrong crowd. If you go to a party with 100 attendees and nobody is interested in purchasing a house, you’re not prospecting, your networking. However, if you go to an open house with 10 people, you know those people are looking for a house and are more qualified.
Myth #3: Scripts are for kids.
Very few agents can sell without a script, but they are the minority. Scripts must be personalized to each individual. Top producers in all industries have relied on scripts and learned which ones work for certain people and how best to manage the script.
Myth #4: Prospecting takes time.
It only takes a couple of minutes to detirmine if someone is serious or not about purchasing a house. You don’t want to waste more time on someone that is either unqualified or just a looky loo.
Myth #5: Close them on the appointment.
What happens when someone says they’ll meet with you next week, but then never shows up? You thought you closed them on an appointment.
Make sure in the first introduction you get their contact information so you can send them some information or additional details about houses in the area. Now you’re turning a new lead into a hot lead.
So, as the spring continues to come and your selling more, make sure you’re prospecting correctly to generate more leads.
April 18th, 2008 at 9:18 am
Prospecting is all about networking. Networking is all about building relationships.
You can tell when you’re talking to someone if they’re interested in buying or selling their house. If you’ve already built relationships with your network, they’re more likely to trust you and sign a contract with you.