Quick Changes, Big Results: Tweak Your Script to Identify Your Best Prospects
Mon, Dec 29, 2014
If you’ve been following my blog for a while, you know what a big fan I am of systems. In fact, I’d go so far as to say systems are the #1 tool responsible for my success. Systems save you time, money, and sanity — because without a system, you’ll be reinventing the wheel every single time. Plus, they give you a sense of consistency. With a proven system, you can accurately predict your results and build your business plan from there.
One of my favourite systems is one that sorts through your prospects automatically, separating the well-qualified leads from the not-so-hot ones. When you have a system like that, you can move from chasing down business and knocking on doors to closing more deals and selling more homes. And it won’t cost you any of your own time!
The First Step in the System
The first thing you need to do is to put yourself in your prospect’s shoes — what will they be thinking when they call your hotline/visit your dedicated webpage? What questions will they have? What will put them at ease and make them feel compelled to leave you a message to continue the process?
Invest some time making your hotline script or website copy as persuasive as possible. But don’t confuse this with being salesy — be genuine with this. Make sure to motivate your prospects by addressing their needs, presenting the benefits of a listing, and telling them how you can solve their problems. If you do this well, you will convince them to move on to the next step.
At the end of your hotline recording or web page, make sure to give prospects a crystal clear call-to-action. Say something such as “to receive a free copy of this report which explains this program in detail, leave your address after the tone.” The more specific you can be, the better. Messages with key details will make it easier for the hotline or website robots to do their job and tease out the excellent leads from the bunch.
Let The Robots Work Their Magic
Once a prospect leaves a message, they can qualify themselves automatically. Your automated hotline or website robots will sift and sort the best prospects, to identify the highest-quality leads. Just like that — you will be hand-delivered a list of the prospects most likely to buy from you.
All you have to do now is call them back to continue the process. With this system, you can forget cold calling and you can forget spending time on the leads that are never going to buy from you, no matter how good a job you do. With an automated hotline system, you can spend your time focusing on the highest-quality leads, which is the key to increasing your income while decreasing your hours.
Sound too good to be true? It’s not! Here’s what one of our students had to say about using an automated hotline system to sort his prospects:
“It has made our business much more systematic and created amazing follow up systems which has made us not let leads get lost. Craig has helped us with lead generation and retention which in turns makes my business more successful.” – Len T. Wong, Broker, REMAX Len T. Wong & Associates, Calgary, AB Canada
JOIN MY FREE WEEKLY TRAINING PROGRAM HERE Do you want to test drive my ideas and systems absolutely free? This free introduction to Craig Proctor Systems includes live weekly webinars and training videos, a free 30 minute business consultation, a monthly newsletter, and free tickets to half day training events around the country. If you were to purchase these tools separately, they would cost you $4,789, but you get them absolutely free, and with these free training tools, you will learn:
- Reverse Prospecting – a highly effective lead generation system that gets qualified prospects to hunt you down rather than the other way around
- More effective Lead Conversion
- Prospect Presentation systems that will change the way you do business