Prospecting ideas

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Mar 7, 2007 3:12 pm

Hello everyone, I am in the process of finishing my certification and was looking at some prospecting ideas.  Does anyone have any unique ideas that they have found to be successful, rather than the typical cold/warm calling and seminars.  Or maybe alterations of cold calling and seminars.  mooose

Mar 12, 2007 12:47 pm

Mooose - why in the world would any, self respected, successful, wealthy, individual want to spend anytime talking with you?


Answer that question - and you're off to the races!!!


Prospecting 101:  Focus on the purpose of why people would call you - instead of you calling them.

Mar 12, 2007 1:40 pm

ooouch.


Ask people for their money, explain why they should trust you with it and what you will do.


this is 101

Mar 12, 2007 2:42 pm

I asked a senior broker what I could offer to someone who says they have a broker they have been working with for a long time.


He said that as a young guy I am not yet fat and comfortable leaving to play golf every afternoon.  Hunger and activity is something that a new young broker can offer so make lots of calls and visits to show that you have lots of energy and perseverance. 

Mar 17, 2007 10:07 pm
mooose:

Hello everyone, I am in the process of finishing my certification and was looking at some prospecting ideas.  Does anyone have any unique ideas that they have found to be successful, rather than the typical cold/warm calling and seminars.  Or maybe alterations of cold calling and seminars.  mooose

Mar 17, 2007 10:10 pm
pratoman:
mooose:

Hello everyone, I am in the process of finishing my certification and was looking at some prospecting ideas.  Does anyone have any unique ideas that they have found to be successful, rather than the typical cold/warm calling and seminars.  Or maybe alterations of cold calling and seminars.  mooose



Find a niche. Become an expert in what they need. Be very clear in your mind how you can provide it, and why you are different. Then call as many of them as possible, go to as many networking events that they go to as you can find, and tell your story over and over again. Finally dont be afraid to ask for the business There is no black box, no magic bullet. Thats the best advice I can give.

Mar 17, 2007 10:12 pm
LEAP:

I asked a senior broker what I could offer to someone who says they have a broker they have been working with for a long time.


He said that as a young guy I am not yet fat and comfortable leaving to play golf every afternoon.  Hunger and activity is something that a new young broker can offer so make lots of calls and visits to show that you have lots of energy and perseverance. 



You can't offer anything unless you can drive a wedge between the prospect and the incumbent.

Mar 17, 2007 11:07 pm

Warm calling?  Is that calling someone you've already called?  Or sitting on the phone before you call.


This is good advice:


Find a niche. Become an expert in what they need. Be very clear in your mind how you can provide it, and why you are different. Then call as many of them as possible, go to as many networking events that they go to as you can find, and tell your story over and over again. Finally dont be afraid to ask for the business There is no black box, no magic bullet. Thats the best advice I can give.