In case you missed them, here are the top posts from April on the topics of Next Practices in Life, Business, and Commercial Real Estate.
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April’s Top Posts:
Make the dang call! via iStockphotot.com
The Anatomy of a Cold Call – While I don’t believe in scripts, I do believe in crafting your opening statement before you call. Most salespeople have the most problems with how they start the call. ”Uh, hi. My name is Bo Barron and I’m with ABC Co. Uh….how’s it going?” Terrible! Read more…
The first face to face!
The 5 Steps of the Initial Meeting – With some experience and some great coaching, I learned a better way. Remember, if you are following my system, this initial meeting should be short. Actually, you told the prospect that it would be short. If you connect and the prospect starts asking questions – great. You may be there 2 hours. However, you told them short. Prepare for short as you are making an impression as someone with integrity…or not. Read more…
It is go time! What do you do?
The Winning Presentation – You have now landed a meeting to make a listing presentation (or whatever presentation applies to you). You have worked through the entire prospecting process to get to this point. Your put in the work becoming a market specialist. Building a database. Sending letters. Making cold calls. Conducting the needs analysis. It has all led to this moment. You sit in front of the prospect. The business is there for the taking. You have the privilege of potentially improving the life of the person in front of you. What do you do? Read more…
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Bo Barron Speaking
Why Do We Fall? [Video] –This week I had the privilege of traveling to Salisbury, MD to visit SVN Miller Commercial. This group is the Sperry Van Ness 2012 Firm of the Year. They are a study in how to build a team with incredible culture. They like each other. They have tradition. They have camaraderie. They absolutely dominate their market.
I had the pleasure of training their entire company primarily on prospecting. At the end of our afternoon together, Brent Miller played this video. I was so moved that I wanted to share it with you.
iStockPhoto
Clarity Series – Prospecting – Summary & Conclusion – When I was 15, my dad hired me to clean out a concrete drainage ditch. That ditch ran behind the houses of a street he had developed. We agreed on a price and I started digging. I soon discovered that I could hire my friends at a rate higher than minimum wage. I made all the income when I did the work. I made half that amount when they did the work. Read more…
Thank you so much for reading. Towards the end of May, I will be introducing another Clarity Series on Presence. As always, I’d love to hear from you in the comments section.
Question: What is the single most important activity that drives your business? I challenge you to articulate and explain your answer in the comments below.