Hour of Power Prospecting How Tos Hour of

Hour of Power Prospecting – How To’s

Hour of Power Your Moderator Char Mac. Callum Real Estate Team Olathe, KS ( Kansas City Metro ) (913) 782 -8857 www. Char 4 Homes. com char@char 4 homes. com

Hour of Power Your Panel Buddy Blake Team Caldwell Banker Sea Coast Realty Wilmington, NC 910. 395. 1000 office www. buddyblake. com buddy@buddyblake. com

Hour of Power

Hour of Power Your Panel Brian Maecker The Brian Maecker Team Remax Advantage Colorado Springs, CO (719) 593 -2963 www. maeckerteam. com The. Team@Maecker. com

Hour of Power Go Chiefs Go !

Hour of Power Your Panel Janet Parsons Team Remax House of Brokers Springfield, MO (417) 844 -6600 www. springfield-homes. com janet@springfield-homes. com

Hour of Power

Hour of Power Your Panel Wayne Turner Real Estate Company (Nashville) Hendersonville, TN (615) 590 -4000 www. Wayne. Turner. com Wayne@Wayne. Turner. com

Hour of Power

Sales Statistics 48% of sales people NEVER follow up with a Prospect 25% of sales people make a second contact and stop 12% of sales people only make three contacts and stop ONLY 10% of sales people make more than three contacts 2% of sales are made on the 1 ST contact 3% of sales are made on the 2 ND contact 5% of sales are made on the 3 RD contact 10% of sales are made on the 4 TH contact 80% of sales are made on the 5 TH to 12 TH contact !

Hour of Power

Hour of Power

Hour of Power Calling Makes A Difference Weekly Calls (That Add Value) 1. Sellers 2. Buyers: Active and B & C 6. Anniversaries 7. Birthdays 3. Closed Buyers 8. Sphere of Influence 4. Active Referral Sources 9. Market Update 5. Info Line Calls 10. Have’s and Wants

Hour of Power Calling Makes A Difference 12 Things Customers Want From You 1. Care and Concern 2. Honesty 7. Save Time / Money 8. Problem Solver 3. Knowledge 9. Promise / Deliver 4. Stay in Touch 10. Consistency 5. Make it Easier 11. Handle any Crisis 6. Make it Faster 12. Success

Hour of Power Calling Makes A Difference Making Calls 1. Salutation 4. Get Your Information 2. Find Common Ground 5. End on Common Ground 3. Purpose of My Call is 6. 7 to 9 Minutes Minimum

Hour of Power

Hour of Power

Hour of Power

Hour of Power

The F. O. R. D Technique FAMILY – OCCUPATION – RECREATION – DREAMS Use the F. O. R. D. Technique to make sure that you are building relationships with your Past Clients, Sphere of Influence, to help you have better conversations during your B and C Buyer lead follow up, and during prospecting. Be sure to take notes on your Buyer or Seller Information Sheets regarding the conversations and important information that you will learn during your calls. This way you will be able to use the information on future calls to make sure that you are building relationships that last!

The F. O. R. D Technique F. stands for FAMILY How are you doing? How is your family doing? How is (spouse)? How are your kids? O. stands for OCCUPATION How is your job going? How is your business doing? Are you looking forward to retirement? How long since you changed companies? R. stands for RECREATION What have you been doing lately? So, are you still (riding bikes, sailing, racing cars, etc)? By the way, how was your trip to _____? Just out of curiosity, what are you doing to enjoy yourself? D. stands for DREAMS So, what are your plans for the future? Just out of curiosity, have you made any vacation plans yet? So, what are your plans for the holidays? So, what will you be doing with your time now that you have retired?

Hour of Power

Hour of Power

Hour of Power

Hour of Power

Hour of Power

Hour of Power

Hour of Power

Hour of Power

Hour of Power

Hour of Power

Hour of Power

Hour of Power

Hour of Power

Hour of Power

Hour of Power

Hour of Power

Hour of Power

Hour of Power

Hour of Power How much is it worth ?

Hour of Power