Learn to
Career Coaching
Prospecting River
In the post NAR Settlement era, podcasters and CEOs are saying, “Be a listing agent, be a listing agent, be a listing agent.” But where are agents supposed to go to get 2-3 listings per month?
Agents must go to rivers flowing with leads that provide the opportunity to interact with the homeowner or investor. The best river to fish from is from a guaranteed lead source such as a “3rd Party Relocation Firm” representing large corporations. It is like fishing from a pond and you can see the large salmon. They are buyers on 3 day buy trips with a sense of urgency. But those avenues are not available to the majority of agents.
HEALTHY PROSPEROUS RIVERS : The Big 3
The For Sale By Owner. The Expired listing. The Open House. These lead systems are called “The Big 3” in which almost every broker suggests their agents compete in. Why? Because the lead is presently “in the market or just departed the market” and it is verifiable. If you could see 10-15 people per month and generate two listings, would you fish from that river?
A DEAD RIVER
A dead river is a term used to describe a river that has ceased to perform its ecological functions and has become incapable of sustaining any form of life. Agents often fish from dead rivers. A lot of money and time is invested in low yielding rivers. The goal is to fish from sources with a high probability outcome.
PREPARING
We did not invent the prospecting idea, we invented the process to convert the lead. When a person is catching all of the fish, everyone wants to know what is being used to attract and catch the fish. In other words, “What is the shortest answer for me to duplicate what the other guy is doing?” In sales, the agent just wants a quick answer on how to convert leads. Many agents want to skip the learning process, earn a million, and not pay a penny for the training that equips them to succeed.
At Prospect USA, we do one thing, we are Performance Coaches that work equally with you on your mindset and your skillset to perform in the competitive arena. We help agents to stop losing. Most agents unknowingly eliminate themselves by what they say, what they present, how they misread the client’s readiness to make a decision, and the inability to build trust. You become the winner that you believe is possible.
We connect your goals to the future you have dreamed of.
ULTIMATE COACHING PROGRAM
Sales Through Trust Approach
The team at the Prospecting River create the approach for the first contact with the seller. Nothing happens unless the first contact passes the “trust test.” Each interaction must address the reluctance, the anxiety, the doubt of the seller. Here are the methods we have for agents to get the appointment.
We have you covered if you:
- Want to call the FSBO for an instant appointment
- We have several call approaches to try consecutive days
- Texting if that is your preferred method
- Mailing our custom marketing material
- How to do a pop by appointment
PEOPLE TO SET APPPOINTMENTS FOR YOU
The NAR Settlement has affected everyone. Loan Officers want to see you succeed. We have a program for Loan Officers too participate. They need to see you succeed. Our processes include getting your favorite LO to help you build your listing inventory. Remember, listings attract buyers. And LOs want buyers. If you have an ISA (inside sales associate) we have a system for them to participate to book you appointments.
You are not alone.
LIFE’S STORMS
It felt as if I was driving further and further into the hurricane when I should be driving away. Little did I know there was a 2nd one.
Cancer takes lives. Depression is when you give it. The second storm was far worse than the first. How do we prepare for a catastrophe that is happening in slow motion? We do not know what to expect or how to act?
We Were All Born Brave
MY BATTLE WITH CANCER
Dr. Neusenbaum, an amazing man, and he would soon be my surgeon, rolled his chair up to mine, put his hand under my elbow, and said, “Bryan, it is cancer. But we have a plan.”
We sat waiting our turn to set an appointment with the Oncologist. Then I turned to Patti and asked, “Did he just say stage 4 cancer?” We were at BJC Siteman Cancer Center in St. Louis Missouri to find out if the lumps under my right chin were of no concern, or something more serious.
I sat there somewhat bewildered. When a person gets this type of news, all at once we have awakened to the truth of our own mmortality. This is the future, but was not supposed to be. Everything is up for grabs. Everything we hold dear crumbles to dust.
We freeze. We turned to stone. What then do we see? What is it we see when we cannot understand what is happening to us?
Getting Started
FSBO THE BEAR : GOLD PROGRAM
4 15-minute sessions to review your portfolio and
assist getting some of the FSBOs over the line
For the agent seeking $10,000,000 in sales volume
6-month minimum agreement