Real Estate Network

Posts Tagged ‘Prospecting’

Irvine, CA (PRWEB) November 14, 2011

As one of the most sought-after real estate trainers in the world, Craig Proctor sat down with the Accredited Income Property Investment Specialist (AIPIS) podcast for a strategy session for up-and-coming real estate agents and investors. Proctors Quantum Leap System shows real estate agents and investors how to create balance while accelerating income as a real estate professional.

One of the problems in this industry is that we get rewarded for bad behavior, said Proctor at the outset of the show. We engage in activities quite often that dont work that well. But every once in a while they do, so we continue to engage in those activities, and it really comes down to not knowing a better way to do it.

Proctors mentions the old practices of cold call prospecting, knocking on doors and spending a fortune on self-image advertising. The host of the AIPIS show asked if there was an ah-ha moment that caused Proctor to search for a better way. Proctor responded that he got tired of rejection, cold-calling and chasing down prospects. I had to figure out a way to get clients to come to me, Proctor said. He said that self-image advertising didnt work, citing failure after much expense and hard work.

Proctor cites the solution as direct response marketing. Instead of talking about me and my designations and how much I wanted a buyer or sellers business, I tried to offer them something that they really wanted. Proctor said that changing his tactics changed his business completely. He had so many people wanting to do business with him that he was able to choose his clients.

He began by running ads in the newspaper offering, for example, trust salesan offer that buyers were probably already looking forwith a phone number that led to a hotline voicemail.

Proctor continued the interview by going into deeper aspects of sales technique. He worked on the theory that anyone will buy a property in any market if its priced correctly. Proctor said the best way to deliver news about new properties is through email, which eliminates the delay that often occurs with television shows or the newspaper. Giving buyers proprietary information and priority accesscreating the sense that buyers are receiving special deals sent especially to themis a key component to his sales process.

Craig Proctor was among the top ten RE/MAX agents worldwide for a decade straight and before age 30 was named the number one RE/MAX agent in the world. He is Founder and CEO of Craig Proctor Productions, an international real estate success coaching organization which has shaped the lives of over 30,000 real estate agents across the globe via Proctors Quantum Leap Real Estate Success System.

About Accredited Income Property Investment Specialist (AIPIS)

The mission of Accredited Income Property Investment Specialist (AIPIS) is to properly educate real estate specialists and investors in the proven methods of income property investments as a road to building wealth. This certification program is for those who are serious about taking their career to the next level; creating personal success and wealth while assisting clients with their financial goals.

With a podcast aimed squarely at real estate and mortgage professionals, the AIPIS educational podcast goes hand in hand with the AIPIS accreditation. This ones for professionals who want to stay on the cutting edge of property investment education. For more information, visit Accredited Income Property Investment Specialist(AIPIS) online.

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Just because expert real estate agents get all the attention that each real estate agent desires from their leads, it doesn’t mean that you have to follow every single action they have done to get to where they are right now. There is a difference from creating your very own idea to actions from just taking one from somebody. Though most real estate experts would love to share what they have done before they get the kind of success they have right now, it would always be considered a self-accomplishment if you tried to work things out on your own.
This doesn’t mean though that there is no need to follow the footsteps of the successful real estate marketers. There are always new things that you’ll learn in trying to pursue your own path in real estate marketing and learning from the mistakes of others is a good option. Well, better yet, an ideal move for you to take.
A few of the genuine marketing approaches you can try in prospecting clients are more based on the positive side of a person’s personality. You can never be an effective real estate agent if you see everything as something you have to do, as if there are no other choices left for you. Learn to develop the skill of loving what you do in terms of prospecting clients everyday. Aside from the devoted hour(s) for your prospecting task, you also need to make sure that you establish a good rapport with your prospect. They have to feel that losing them would really make a huge difference in your business. Make them feel that they are important to you and every aspect of your business.
One way of simply making your prospects feel important is to give them emotional assistance. By acknowledging whatever situation they are in at the moment, you start to build a trusting relationship with them. This will not make them feel that you are just after them for the sake of profit, but their presence and friendship means the world to you.
Also, never forget their names. At all times, make sure that you address the person you are talking to using their names because it will make your prospects feel that you have really taken the time to know who they are and their background.
It’s all about positivity. Be sure that you radiate the goodness in what you do to the people you work with.