This is a much bigger topic than just something as simple as a list of scripts for success in business. It is life. It is living with purpose and direction. (see OWN your Day post http://toddgehrke.com/own-your-day-to-live-an-outcome-based-life-sales-success-lessons/).
In 2013 I decided to intentionally solicit business from listing agents during and after a transaction. If you think about it, they are a perfect WARM prospect. They have to be in contact with you, you are between them and their income. The will witness everything that you do in your business and how you handle a transaction, as they are a part of it. What better time to show them the greatness of your systems and invite them to join your success! I have written down my action plan to court new referral sources, after doing so, I thought I would offer them to you (They are free on the front page www.toddgehrke.com) How is it working so far? I have multiple new referral sources, can attribute over $1M in production so far to loans from listing agents I did not know before 2013 and have closed two loans for the actual listing agents themselves on their own personal properties. That’s not bad!!
Here is the timeline of what is included. Download them, make them your own, above all else, make a plan and run with it!
|1. Introduce Yourself||Call||0 days from plan starting date|
|2. Congratulations on your Contract||0 days from plan starting date|
|3. The Team||1 day after #2|
|4. SWBC||3 days after #3|
|5. A Gift||4 days after #4|
|6. LSU Listing Agent 1||Call||10 days from plan starting date|
|7. Gut Check 1||14 days from plan starting date|
|8. LSU Listing Agent 2||Call||20 days from plan starting date|
|9. Gut check 2||30 days from plan starting date|
|10. LSU Listing Agent 3||Call||30 days from plan starting date|
|11. Gut Check 3||60 days from plan starting date|
|12. Gut Check 4||15 days after #9|
|13. Cause Marketing||45 days after #9|
|14. Closing Day Video||At closing|