PICKING THE RIGHT AREA… when looking for business the best approach is to start with "people you know". The "T Factor" is already in effect… meaning they Trust you. Eventually you are going to run out of people to call in your Center of Influence. So who's next? A very effective approach in Real Estate is to contact Just Listed/Just Solds. This technique is where you call around an area where a home has been recently listed for sale or recently sold. It does not have to be your listing, any one will do. Here is the best approach:
1. Critical Point: Start with the area you want to canvass. This may sound backwards but when you think about it, you are in charge of creating your own opportunities. There is no point in prospecting an area that doesn't produce high results. Pick an area that is in demand and has good turnover.
2. Go into your MLS system and identify a property in that area that has recently been listed for sale or has recently been sold. Either one will work. Generally "Just Sold" is of more interest to the area homeowners than "Just Listed" On my website… click on " Free Scripts". Print out both the "Just Listed" and "Just Sold" scripts.
4. Practice the scripts by repeating them out loud 10 times and then start phoning (or doorknocking if you prefer). Ask all the questions, it is a mistake to cut corners. Be Coachable on this point.
The whole key to working Just Listed/Just Solds is in Point #1 above. Pick the area you want to work first and then pick the Just Listed/Just Sold Home that you are going to tell people about. It is the area that you choose that will dictate the opportunity you are looking for. Good area = good results. Poor area = poor results. Make this choice first and then find someone who needs you. They are out there! NO Excuses.