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#121
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Originally Posted by kpm1976
I know I said it before...but...
You don't even have to sell the ice itself. What you sell them are ice futures. Then you explain the harsh reality of global warming, and even show them clips of Al Gore's movie. All the resources are there and available. Your sales pitch is already outlined and reinforced by the media. It's up to you to capitalize on the current events and concerns. Take it globally, and you can sell ice futures to everyone on the planet!
| What you really should do is be the underwriter that recruits commission salespeople to sell your ice futures. You would get a lot of optimists and dreamers to apply their energy and creativity to that market. There are a few right here that already like your idea.
Though most of them would fail to make a living, some of them would occasionally make a sale. And, a rare few would do very well. Then you could tell all new recruits about that rare few and sign up thousands of new naive salespeople. Of course, you at the top of that pyramid, would make a lot of money.
Wait a minute, that’s not a new idea, is it?
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#122
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Yeah, that and pyramid schemes are illegal. But you raise an interesting issue I deal with on a daily business...
Where exactly do you draw the line between sales and ethics?
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#123
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Originally Posted by JacquesWerth
Wait a minute, that’s not a new idea, is it?
| That's Wall Street. 
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#124
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Originally Posted by JacquesWerth
Actually, the For Sale By Owner (FSBO) is one of the best market sectors in Real Estate. Upwards of 70 percent of FSBOs end up listing their house with a real estate agent, according the National Association of Realtors.
Therefore, instead of "cold calling" them you might want to use a different kind telephone prospecting system. Learn how to stay in touch with FSBOs on a very favorable basis. Then, you can get appointments with about 40 percent of them when they are ready to list.
| What kind of telephone prospecting would work? When I call the responses are either positive and I get the appointment or negative and I get hung up on or told to push off.
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#125
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Originally Posted by Thomas
What kind of telephone prospecting would work? When I call the responses are either positive and I get the appointment or negative and I get hung up on or told to push off.
| Thomas there was a free ebook going around by Jerry Bresser that gave exact language for cold calling FSBOs even the ones who do not want the services your offering. If you use the language and don't get the listing then go to Plan B - "Stay In Touch".
__________________
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#126
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Originally Posted by Thomas
What kind of telephone prospecting would work? When I call the responses are either positive and I get the appointment or negative and I get hung up on or told to push off.
| Realize that FSBOs get several phone calls from RE Agents every day. Virtually all of them are pushing for an appointment for the purpose of convincing them that:
They have very little chance of selling the home themselves.
If they do sell, they won't get a good price.
If they do not have an expert handling the transaction they are at great risk.
They should immediately list with the Agent who is making the call.
A few of the agents who call are offering free expert advice on how to sell their home. A very small number of greedy and/or naive FSBOs will actually take that bait.
So, how do you get through all that resistance and competition, and get appointments with a high percentage of FSBOs?
You need to call them every three days and rotate six different prospecting offers. Each prospecting offer should contain two different features (not 3 or 4) of your Real Estates service that are important to FSBOs.
Each time the prospect gives you a negative answer you say "Okay, goodbye." Wait for them to hang up, before you hang up. Do not act like their new best friend, ask any questions or say anything else.
If you continue to call, you will be one of the few who is still in touch with them, on a favorable bases, when they realize that they need a professional to sell their home. Then, you have about a 40% chance of being one of the few that they will get an appointment.
It's simple; it is being used by hundreds of successful Realtors; it works.
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#127
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Originally Posted by Jolly Roger
Thomas there was a free ebook going around by Jerry Bresser that gave exact language for cold calling FSBOs even the ones who do not want the services your offering. If you use the language and don't get the listing then go to Plan B - "Stay In Touch".
| Thanks JR.
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Originally Posted by JacquesWerth
So, how do you get through all that resistance and competition, and get appointments with a high percentage of FSBOs?
You need to call them every three days and rotate six different prospecting offers. Each prospecting offer should contain two different features (not 3 or 4) of your Real Estates service that are important to FSBOs.
| When I call the people and they find out I work for a broker they hang up or say they want to sell it themselves. How would this help with resistance especially if I called them every three days?
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#128
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Originally Posted by Thomas
Thanks JR.
When I call the people and they find out I work for a broker they hang up or say they want to sell it themselves. How would this help with resistance especially if I called them every three days?
| The answer to that is in my previous post. If you open your mind to what is possible you will be able to see it. But, first you need to understand that what you are doing now is causing the reactions that you are getting from the people you call.
It seems that you may need to prove that you are in an impossilbe situation. If that is the case, my bet is you will win the argument.
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#129
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Originally Posted by JacquesWerth
The answer to that is in my previous post. If you open your mind to what is possible you will be able to see it. But, first you need to understand that what you are doing now is causing the reactions that you are getting from the people you call.
It seems that you may need to prove that you are in an impossilbe situation. If that is the case, my bet is you will win the argument.
| Wait a minute. Many times all I get out is who I am and where I'm from before I get cut off or hung up on. How am I the cause of that?
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#130
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Originally Posted by Thomas
Wait a minute. Many times all I get out is who I am and where I'm from before I get cut off or hung up on. How am I the cause of that?
| Don't sweat it Thomas. Some people react that way to outside callers. It's their problem not yours.
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