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Lead Generation 36:12:3

Learn how to prospect effectively in this power session. Discover three steps to prospecting, three ways to connect, and how to overcome limiting mindsets. Track and measure your results for success.

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Lead Generation 36:12:3

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  1. Lead Generation 36:12:3 Power Session 2: Prospecting

  2. Power Session 2 In this Power Session … • Introduction • The Lead Generation Puzzle • Prospecting: The Critical Puzzle Piece • Three Steps to Prospecting • Three Ways to Connect • Overcoming a Limiting Mindset • Daily Routine • Tracking and Accountability • Putting It All Together 1

  3. Introduction Power Session 2 Ground Rules • Arrive on time. • Form groups quickly. • Limit side conversations. • Turn off cell phones and pagers. • Be comfortable. • Respect time. • Respect each other. • Help each other. • Respect confidentiality. • Have fun! 3

  4. Introduction Power Session 2 How You Will Learn Learning Methods • Manual • Models/Systems • Exercises/Discussion • Stories • Classroom • PowerPoint slides • KWConnect videos • Classmates/Instructor 4

  5. 1. Set Goals 5. Make Adjustments 2. Do Key Activities Accountability Feedback Loop 4. Evaluate Process 3. Measure Results Introduction Power Session 2 How You Will Learn Accountability Methods • Lead Generation Action Plan • Accountability Partner/Program 4

  6. Introduction Power Session 2 EXERCISE Where You Are Today • Lead Generation Activities • My aha’s from these activities • The most difficult part of these activities • What I will do differently in the next 24 hours Time: 10 minutes 5

  7. You are here! Introduction Power Session 2 6

  8. Introduction Power Session 2 Why You Are Here One agent’s perfect day of prospecting (refer to story on Page 7) Read, underline, and share … 7

  9. Introduction Power Session 2 What Will Make This a Great Training Experience 8

  10. P M The Lead Generation Puzzle Power Session 2 Marketing Prospecting Truth Lead generation requires both: Prospecting plus Marketing 9

  11. The Lead Generation Puzzle Power Session 2 Stop and Watch • www.kwu.com • KWConnect • Lead Generation 36:12:3 • Session 4 (4:26 minutes long) 9

  12. The Lead Generation Puzzle Power Session 2 Marketing Attracting leads 10

  13. Prospecting + Marketing Applied to Applied to Turn into Mets Haven’t Mets Cultivated and Converted to Appointments The Lead Generation Puzzle Power Session 2 11

  14. Prospecting Marketing The Lead Generation Puzzle Power Session 2 Prospecting Based, Marketing Enhanced The Emphasis is on Prospecting! 12-13

  15. The Lead Generation Puzzle Power Session 2 Prospecting Reinforces Marketing Marketing Supports Prospecting 14

  16. The Lead Generation Puzzle Power Session 2 15

  17. The Lead Generation Puzzle Power Session 2 EXERCISE Assess Yourself: Where are you now? Is your lead generation program prospecting based? Yes No 16

  18. Prospecting: The Critical Puzzle Piece Power Session 2 P Myths and Truths 17

  19. Prospecting: The Critical Puzzle Piece Power Session 2 18-19

  20. Prospecting: The Critical Puzzle Piece Power Session 2 20

  21. Prospecting: The Critical Puzzle Piece Power Session 2 Stop and Watch • www.kwu.com • KWConnect • Lead Generation 36:12:3 • Session 1 (5:35 minutes long) 20

  22. Prospecting: The Critical Puzzle Piece Power Session 2 21

  23. Prospecting: The Critical Puzzle Piece Power Session 2 Prospecting Statistics* Who already has an agent? 30% of sellers 13% of buyers * “The 2006 National Association of Realtors Profile of Home Buyers and Sellers” 21

  24. Prospecting: The Critical Puzzle Piece Power Session 2 22

  25. Prospecting: The Critical Puzzle Piece Power Session 2 22

  26. Prospecting: The Critical Puzzle Piece Power Session 2 Five Benefits of Prospecting • Is inexpensive and yields immediate results • Puts you in control of filling your pipeline of leads • Increases your confidence and skill • Yields quantity leads which yield quality leads • Keeps you in direct contact with the market and protects against market shifts 23-26

  27. Prospecting: The Critical Puzzle Piece Power Session 2 EXERCISE Five Benefits of Prospecting • Recap the benefits • Prioritize the benefits • Complete the form on page 27. Time: 5 minutes 27

  28. Three Steps to Prospecting Power Session 2 29

  29. Three Steps to Prospecting Power Session 2 Step 1. Approach Have the right mindset to approach • Be proactive—don’t wait for people to come to you • Be willing to break the ice • Be friendly, caring, and most importantly, be real • Be curious about them and their concerns • Be ready to give positive feedback • Be confident in your pace and posture • Be ready to connect 29

  30. Three Steps to Prospecting Power Session 2 Step 2. Connect Be a giver: Always come from contribution Takers vs. Givers How to connect Ways to be curious F O R D 31-33

  31. Three Steps to Prospecting Power Session 2 EXERCISE Approach and Connect • Follow directions on page 34 • Sample questions What do you like about the neighborhood you live in? What was the last book you read and what did you get out of it? What is one of your goals for this year? Describe a really fun vacation you had. What do you enjoy doing when you’re not working? Time: 10 minutes 34

  32. Three Steps to Prospecting Power Session 2 Step 3. Ask How to ask • Ask for appointment or referral • Give thanks • Get permission to follow up • Get their contact information 35-37

  33. Three Ways to Connect Power Session 2 39

  34. Three Ways to Connect Power Session 2 • Calling Know who to call • Expired Listings • FSBOs • Referrals • IVR Inquiries • Website Inquiries • Email • Mets 40-43

  35. Three Ways to Connect Power Session 2 • Calling Know when to call • Cold vs. Warm vs. Hot • Do Not Call? 44-46

  36. Three Ways to Connect Power Session 2 • Calling Know what to say 47

  37. Three Ways to Connect Power Session 2 • Calling Be ready to call 48

  38. Three Ways to Connect Power Session 2 • Visiting Know Your Options for Visiting • Door knocking • Pop-bys • Random encounters (casual meetings) 49-51

  39. Three Ways to Connect Power Session 2 • Visiting Know who to visit • FSBOs • Expired listings • Residents of a geographic farm • Apartment dwellers • Homeowners around an open house you plan to host • Corporations • Banks • Builders • Mets (including past customers) • Anyone you run into—anywhere, anytime 51

  40. Three Ways to Connect Power Session 2 • Visiting Know when to visit 51

  41. Three Ways to Connect Power Session 2 EXERCISE Assess Yourself: Current and planned prospecting activities • Fill out the table on page 52 and discuss with a class partner. Time: 5 minutes 52

  42. Three Ways to Connect Power Session 2 • Attending/Hosting Events Joining organizations and groups Hosting events • Open Houses • Customer Appreciation Parties • Seminars and Classes • Community Events 53-57

  43. Three Ways to Connect Power Session 2 EXERCISE Assess Yourself: Current and planned prospecting activities • Fill out the table on page 59 and discuss your plan with a partner. Time: 8 minutes 59

  44. Overcoming a Limiting Mindset Power Session 2 Getting Comfortable with Making Contact Mindset Affirmations 61-62

  45. Overcoming a Limiting Mindset Power Session 2 EXERCISE Affirmations • Write down three to five affirmations for yourself. Time: 5 minutes 63

  46. Daily Routine Power Session 2 Habit of 3 Hours Daily Lead Generation Time Blocking 65

  47. Daily Routine Power Session 2 EXERCISE How Will You Time Block Your 3 Hours? • Write down three lead generation activities. Time: 5 minutes 66

  48. Daily Routine Power Session 2 Allow for Growth Improve your skills Just do it! 67-68

  49. Tracking and Accountability Power Session 2 69

  50. Tracking and Accountability Power Session 2 69

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