You’re Sure to Get a Response from Dead Prospects With This Email

You’re Sure to Get a Response from Dead Prospects With This Email

Real Estate Marketing Tips From The Home Inspection Man

by Mike Brooks

Ever had a client or prospect never get back to you?

Because you’re in sales, then I know it’s happened to you (or is happening with several of your clients or prospects right now!).

If you ever find yourself in a place where you’ve qualified a prospect, sent them information, then find that they just won’t return your calls or emails, I’ve got a guaranteed email that will get you a response.

In fact, don’t take my word for it. Check out this word for word email I received a couple of weeks ago from one of my readers who used this technique himself:

“Mike, just wanted to drop you a note and say thanks. Just one tip I took from you about your ‘guaranteed email’ worked so well I needed to say thanks.

‘Should I stay or should I go’

I had a 30% response from a group of prospects I could not get on the phone a second time and did not want to chase. It worked like a charm and of the 42 responses I picked up 2 sales I would not have gotten otherwise. I also made several people smile that day. Thanks again for the technique! – Eric K.”

You’re welcome, Eric!

OK, so if you’re ready to learn and use this technique, here it is:

(Note: this email technique was one I learned last summer when I spoke at the L.A. Chapter of the AA-ISP. One of the participants shared it with us and I’ve been passing it along ever since!)

Subject of your email: “Should I stay or Should I go?”

“(Prospect), while I’ve tried to reach you, I haven’t heard back from you and that tells me one of three things:

1) You’ve already chosen another company for this and if that’s the case please let me know so can I stop bothering you.

2) You’re still interested but haven’t had the time to get back to me yet.

3) You’ve fallen and can’t get up and in that case please let me know and I’ll call 911 for you…
Please let me know which one it is because I’m starting to worry…

Thanks in advance and I look forward to hearing back from you.”

Is that great or what??

This works on so many levels including using a “Clash” song everyone can relate to in the subject line, to giving them options and an out in case they’ve decided not to work with you.

And, of course, you give people a reason to smile and that always relieves the pressure from the sales situation.

Use it this week and see for yourself how it works to get your prospects to get back with you and how it gets you deals.

The Home Inspection Man

We strive to be a complement to your professional sales process and not a hindrance!

We’re the inspection firm that won’t kill your deal!

When it’s time for a home inspection for your client, please give us a call.

888 690-6903 or 815 690-6903

www.HomeInspectionMan.com

Persistence With Buyers by Dirk Zeller

Real Estate Marketing Tips From The Home Inspection Man

Persistence With Buyers
by Dirk Zeller

The key to securing the face-to-face appointment with the Buyer is persistence. A Champion Agent knows that persistence will create the payoff.

As a child and throughout my high school years, I personally witnessed one of the greatest stories of a salesperson’s persistence. Many salespeople know the story of Bill Porter because he is a legend of sales. His story has been profiled in newspapers, books, magazines, and even an Emmy award-winning movie about his life titled “Door to Door”.

Few people can say that they experienced it first hand, though. You would have been blessed, like I was, to see it first-hand by growing up in an upper-middle class neighborhood on the Westside of Portland, Oregon. For more than fifteen years I watched Bill Porter come to our door to sell household products in the rain, snow, and summer heat. He always had a smile on his face, shoes neatly shined, suit and raincoat on, and a glove on one hand to carry his large briefcase up and down the hills of his territory.

Bill Porter’s remarkable journey in life started with a tragic accident at birth that caused cerebral palsy. His condition affected his speech and his motor skills of walking and using his hands. He can’t even tie his own shoes or button his shirt, yet there he was everyday, walking several miles each day going door to door to sell his household products for about $1200 a month in income. His steel will and persistence won over his inability to verbally communicate clearly. He had his clients write out the orders since he struggled to write legibly. He would type out the orders one finger at a time on his manual typewriter to ensure his clients received the correct products on time. Bill Porter is truly a Champion in sales and a Champion of persistence.

There are two areas of persistence. The first is the willingness to continue to call for days, weeks, and even months until a prospect is ready to move forward in a purchase. Most Agents quit long before they call a few times. Be persistent with prospects during your lead follow-up process. The second and most important area of persistence that only Champion Agents possess is continuing to ask for the appointment on the initial call even in the face of a no from the prospect. Only a Champion Agent would ask for an appointment multiple times on the same call.

Champion’s Rule: Ask for the appointment more than once.

Most salespeople quit long before the sale is made or even the appointment is booked. Salespeople quit when they receive the first “no” or first rejection.

When Salespeople Quit
44% 1st time the prospect says “No”
22% 2nd time the prospect says “No”
14% 3rd time the prospect says “No”
12% 4th time the prospect says “No”

92% of salespeople quit before they acquire the appointment or the order from the customer. Only 8% of salespeople will ask more than four times. 60% of all sales made or appointments set occur after the prospect has said “no” four times. The net result is that 8% of Salespeople control 60% of the business . . . just for asking. Persistence will create the payoff.

We need to ask for the appointment more frequently on each call that we make. My philosophy is: get beyond the “four” threshold right on the first call!