PEP Scripts Week 6

WEEK 6

What is Procrastination Costing You?

Don’t Have Time to Prospect o

Many of you are not making your prospecting goals.

o

When asked why…we keep hearing “I don’t have time”.

o What are you busy doing that is more important than growing your business? o

Each day that you don’t prospect, you miss business opportunities. What has it cost you? Your goal, your dream, and your income?

o

Keep a picture that reminds of the reason you work in front of you.  When you put off prospecting it will remind you why you need to do it

Put prospecting first o Schedule time to do it! o Put It on Your Calendar Your assignment every week from now on: o

Minimum of two dedicated hours every day for prospecting.  Two FULL hours, not going to get coffee, check email, etc.

o Do it early when possible (before distractions).

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Break it into type of prospecting you will do.

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It is an appointment with yourself for success.  Do not break it

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Plan around it as if your livelihood depends on it.

o Only thing that should pull you off schedule  Emergency  Bona fide, motivated buyer or seller who cannot be scheduled for another time Planning Your Success If you miss a day of prospecting for any reason, make it up over the next two days.

Prospecting Past Customers and Clients Make it Personal… o

Even if you mail or email them on a consistent basis, it’s more effective when you make a personal contact.

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It builds more loyalty.

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Gives you an opportunity to re-build rapport.

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Gives you a chance to make a personal request for referrals.

This will Be Easier if You Have a Specific Reason to Contact: o What reasons could you use?

Four Part Talk Track plus Close. o

Introduction

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Rebuild rapport (especially if it has been a while since you talked)

o Tell them why you are calling o Request the business or referral o Close

You’re Turn Bryan and Cindy Schmidt bought a small townhouse from you about three years ago. They were newlyweds and it was their first home. She was going to be eligible for a promotion at her job in a few months. You stopped by after closing and you sent them a thank you note. You have been sending newsletters since then, but you have not talked with them.

You thought about them recently when you listed a home in a new subdivision near them.

Build a Talk Track Based on the Schmidts

Talk Tracks for Past Clients and Customers

In the neighborhood Hello, it’s _____________________ with Century 21 ______________________. I was showing property in your area last week and drove by your house. I just had to call to tell you that you and Jim have

done a great job with the yard sine you bought the house a year ago.

When we were looking at homes I remember all the plans you had for the landscaping. You sure went right to work on it. Well, thanks, I’d love to stop by sometime to see what you’ve done on the inside. In the meantime, I hope your and Jim will keep me in mind if you hear of anyone else considering buying or selling.

Follow up on Preferred Client Club, Newsletters, or other “snail mail” or emails campaigns Hello, it’s _____________________ with Century 21 ______________________. When I was sending you my newsletter last month I thought about how much fun I had working with you on the purchase of your home a couple of years ago. I hope you have been enjoying the information in the newsletters. Is there anything else you would like to have included in those newsletters that would be of interest to you? If you do think of something please let me know. Also, please keep my in mind if you hear of anyone thinking about buying or selling real estate.

Just Listed (or with a slight change, will work well with Just Listed, too Hello, it’s _____________________ with Century 21 ______________________. Can you believe it has been five years since you purchased your home from me? I know. I can’t believe how the time has flown either. I hope you have been finding the information I have been sending you about the market helpful. Well, thanks. I try to keep all my customers and clients informed. I just listed another home in your neighborhood. That’s right, the Donaldson’s home on Elm. Of course, when I was in the neighborhood, I thought about you. I still remember how exciting Dan was about the workshop in the garage. Has he put it to good use? That is terrific please tell him that we can find another house for him

to fix up. With interest rates so low, it’s a good time to make move. Please keep me in mind if you decide to make a move, or know anyone who is.

Market Update Hello Barb, it’s _____________________ with Century 21 ______________________. How are the twins? I can’t believe they are that old already. Oh we’re fine – just busy with the boys Yes, I’m still doing well in real estate. You wouldn’t happen to know someone wanting to sell, would you?

Previous Agent’s Customer or Client Hello, it’s _____________________ with Century 21 ______________________. According to our records, you purchased a home through our company about _________ years ago. We just wanted to say thank you for using our services then and wanted to know if there is anything we can do to help you with any current real estate needs you may have. No, Mary decided to make a change, but I am very qualified and willing to a help you.

We are calling all of our past clients to let them know now is the time to take advantage of the market.

How long do you plan to stay in your current home? About a year so you can pay off your car. Most people who have been in their home as long as you have, don’t realize that they can probably get more home for almost the same monthly payments. Why not let me do an analysis for you. You wouldn’t want to wait a year if you knew you may lose money, would you?

I didn’t think so. Why don’t I come over tomorrow to gather some information and do that analysis for you, so you can make a well-informed decision about your real estate investment? I’m available at 5 or 7, which would work best?

If they say no…… o

“I hope you keep me in mind if your plans change, or if you know of anyone else who is thinking about buying or selling a home. I will make sure you are on my contact list so you will receive my important market updates. Or, if you will give me your email address, I can stay in touch that way if you prefer.”

This Week Wrap-Up o Block off 2 hours each weekday on your calendar for prospecting (designate type, i.e. FSBOs, SOI, etc.) o Make your 21 contacts per day (105 for the week) o Listen to the recorded classes: o “Success Planning” o “Success Achieving o Complete the first half of your goal setting form o Make sure you post your activities daily, but not later than_______________ o

Contact 5 past clients/customers and ask them to “like” you on Facebook (if you do not have a Facebook page – create one)

o Our next meeting is ___________ at _____