Module 4 in ASMP is called “The Follow-Up.” I devoted an entire module to this topic because it’s something that most agents suck at. Most just lack a simple system to follow.
Or, their system is writing notes on scraps of paper and promptly losing them under their car seat. Have you ever found a note about a “hot lead” two weeks later? Oops! $10K down the proverbial toilet.
This is why I include a ridiculously simple spreadsheet in “The Follow-Up” and show you how to use it. “The simpler, the better” is my motto throughout the course.
(By the way, my entire course only costs a quarter of the last $10K you flushed.)
Beyond the basic core principle of keeping track of prospects, most agents don’t know how to ask the right questions to nurture the relationship and create a positive atmosphere that promotes ongoing dialogue.
If you’re reading this, chances are you genuinely want to help people get what they want. And you understand that the more people you help, the more success you’ll have.
But most agents don’t understand that the easiest way to succeed is to understand WHY your prospects want what they want.
For example, when someone expresses interest in moving, you probably launch into a string of questions:
What’s your price range? What areas are you interested in? What’s your time frame? These are all good questions to ask, eventually…
But here’s a much better question to ask first:
What’s your biggest reason for moving?
When you understand their motives, you can focus the conversation on helping them achieve their wants and needs by making helpful suggestions and adding value to the discussion.
Isn’t that far better than machine-gunning questions at them and sounding like a Salesy Slickster (even if that’s the opposite of your intention)?
Perception is far more powerful than your best intentions, after all.
Next RAM, I’ll talk about some other powerful prospecting questions.
Or, does it make sense for you to jump off the fence and sign up for my course here? You get lifetime access for a one-time fee, go at your own pace, do it over and over again if you want, and it’s 100% guaranteed. If it’s not for you, just tell me, and you get all your money back.
It’s almost October. Now is the best time to learn some new skills, systems, and procedures and be ready to dominate in 2024!