Power prospector and listing pro Susan Heller joins us to share her weekly structure for prospecting, how her Closing Negotiator helps her give great service, and why phone prospecting is her default setting.
Takeaways + Tactics
Start your week off strong with a Money Monday full of highly focused prospecting
Make follow-up calls from 9-11am on Saturday morning - people will be impressed with your diligence and you have less competition
Spend 30min role playing in the morning with a partner to sharpen your scripts
We started with a simple objection handler for Open Houses, “Why don’t you just give me your business card and I’ll get in contact with you.” Susan and Greg agreed that questions are key to both engaging them in conversation and qualifying them to see if you can help them. This also builds comfort and makes it more likely that they’ll actually reach out to you rather than “lose” your card.
Then we cover Susan’s background, including her stint as a telephone interviewer that removed much of her fear of hearing NO, and how that experience prepared her to be a great prospector.
Susan shared how she brought on an experienced agent, who brought her own database, to join her team as a “Closing Negotiator.” This team member actually negotiates many of Susan’s contracts in addition to transaction coordination. This very unique combination gives Susan a lot of freedom to bring in new business and still provide a very high level of client service. Susan explained “As we know, with today’s technology, we can be anywhere and still be listing and selling property.”
Then we dive into how Susan generates her leads, including networking with other agents for nationwide referrals and online leads, and her prospecting structure. Susan outlined her Money Monday, “I prospect Monday from 8am to 8pm. I start every morning with Expired’s, then some follow-up and I’ve been doing some probate. I’ll take maybe a 2 hour break in the middle of the day. Then I go back on the phone, typically from 4-8pm and then the massage therapist arrives at the house around 8:15pm.”
Susan also invests 8am-noon every other day prospecting, 2 hours every Sat morning for extra follow up, and if she doesn’t have appointments in the afternoon, she hops back on the phones.
Want to inject a shot of adrenaline into your real estate business? Hit the phones and hustle for appointments. It’s the fastest, most direct path to more business.
Susan Heller is an award-winning 20-year veteran broker and real estate team leader based in Naples, FL. As a longtime coaching client of Mike Ferry, Susan is a top listing agent and strong prospector. Her team structure and attention to detail allow Susan to provide excellent client service without losing focus on bringing in new business. To send Susan referrals in Naples, call 239-248-8000 or email firstname.lastname@example.org.
Click here to download your free PDF, Greg’s Favorite Scripts, featuring scripts for buyer and seller lead follow up, price reduction and objection handler scripts and much more.