Posted on Thu, Sep 19, 2013 3:10 AM by Craig L Proctor
After the Guaranteed Sale program, the next white elephant standing in the room that Quantum Leap members tend to ignore is Inside Sales. In any system, business or program that really works there are many small yet crucial details that accumulate to bring a particular successful result on a consistent basis. However, like any system there are parts of the process that just plain and simply make us uncomfortable, so as “pain avoiders” we tend to move away from doing such tasks and focus more on the items that are comfortable to perform.
Ultimately and unfortunately we become masters of the comfortable and inept at the uncomfortable yet necessary tasks. While the Quantum Leap system certainly balances itself in the areas of Marketing, Technology and People, the prime mover that receives all too little attention is SALES! One of the biggest fallacies is that the Quantum Leap program is ALL about marketing. Let’s get real…this business is ALL about SALES, first because if you don’t sell any homes it doesn’t matter how great your marketing is. With the Quantum Leap system the marketing is obviously effective and, when followed properly, will consistently generate an overflow of leads.
By dissecting the selling into two parts I think the QL system has revolutionized the way real estate sales should take place. Once marketing has done its job, we MUST get on that phone and figure out which of these leads are motivated and ready to buy. This is a very particular job that must be performed in a consistent and methodical way or it will lose its effectiveness.
So how do you do this…it’s easy, just follow these simple action steps that I followed in my own business:
Action Step #1: Block Out Time
You must block out time each and every week to make Inside Sales calls. I ALWAYS blocked out time to return my lead calls (both first time follow up and follow up from previous conversations.) At a minimum you MUST block out 6-8 hours per week when you do NOTHING but make these outgoing calls with ABSOLUTELY NO INTERRUPTIONS (e.g. 6-8pm Tuesday; 6-8pm Thursday; 12-2pm Saturday). You should keep this time as sacred as you would with ANY Buyer or Listing presentation.
CAUTION - This does not mean that once you book an appointment during these two hours that you can stop and celebrate; you MUST forge ahead and book as many quality appointments as possible!
Action Step #2: Follow the Universal Call Back Script
You MUST follow the script, especially when making initial calls. The script is designed to help you be extremely efficient in determining who is actually a good qualified prospect without having to waste a lot of your precious time. The call back script is also designed to help you quickly determine whether the prospect falls into one of three simple categories: YES (book appointment), NO (discard), MAYBE (send newsletter).
CAUTION - Don’t try to sell anything more than the appointment over the phone! Your only goal over the phone is to book a solid appointment – NOTHING MORE.Too many members get into the prospect’s life story and waste enormous amounts of time. For a benchmark, my average call lasted 3 minutes.
SUCCESS TIP: Buy an egg timer and place it in front of you during your call time and use it to keep yourself on track.
Action Step #3: Qualify the Appointment
Further qualify the appointment once they have said YES. In a future article, I'll lay out some questionnaires you should use that will ensure you are not taking appointments for the sake of feeling good…rather you are looking for the BEST opportunity to actually sell a home!
CAUTION – Too many members get excited when someone says yes and then ignore these easy follow up surveys which clearly help increase the quality of the appointment.
P.S. You can test drive my ideas and systems absolutely free by signing up for Free Weekly Training which includes live weekly webinars, a monthly newsletter and priority invitations to free half day training events. This Free Weekly training will expose you to inexpensive and highly effective methods of lead generation (with no cold calling) -- what I call “Reverse Prospecting”, where qualified prospects actually hunt you down rather than the other way around, and then how to follow these leads through to maximum GCI via proprietary lead conversion and prospect presentation systems. This is the easiest way for you to find out with no risk or obligation what my system is all about and how it can help you profitably grow your real estate business and vastly improve your quality of life. JOIN MY FREE WEEKLY TRAINING PROGRAM HERE