We've all heard from the guru's how we should prospect two to three hours a day. Uninterrupted. No distractions. After all, we are self-employed and need to ensure ourselves a steady stream of business in order to stay IN business.
But for those of you who shudder at the thought of pestering strangers every day, here's a new approach, compliments of Loreena Yeo.
Loreena is my consulting client. She hired me to help her succeed in her real estate business. Per our agreement, I get paid for my efforts. But, with her insight and wisdom, she's helped me every bit as much as I've helped her.
Here's what I learned from her this week.
To give myself credit, I introduced Loreena to the concept of an SOI business model. And she's run with it. She is now the poster child for how to succeed in real estate sales by being a good friend.
How does Loreena prospect to her SOI? Well, you can check out her blog for lots of ideas. But the one that struck me this week was this...
Loreena spends her "mandatory" two to three hours a day prospecting time writing personal emails. Not calling FSBO's. Not pestering expired listings. Not cold calling her farm area.
She spends that time catching up with her friends. Via email, because she's a little shy, it's easier that way. Does she ask her friends for real estate referrals? NO WAY. Does she share her latest success story? I doubt it. She just does what we woman creatures do naturally. Communicate, nurture, offer compassion when needed.
Is it working? Oh yeah. Just ask her. She's crazy busy and her phone is indeed ringing. With business and referrals from her SOI.
Here's the best part. She estimates a 90% success rate. As in, 90% of the people she writes to write back. Do they have a real estate need or referral today? Probably not. But when they do, you can be sure they'll think of Loreena.
How does a 90% response rate compare with YOUR prospecting efforts?
copyright Jennifer Allan 2007
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