In this edition, I explain in details why the job title real estate wholesaler is a HUGE mistake.
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QUOTE - From Chapter 4… What is prospecting?
Prospecting is when you actually find out what somebody needs. It is when you find out if a particular person is actually in need of what you are offering—making sure there is a match.
It is “NOT” necessarily when you throw up all over people with your business opportunity or offer. Prospecting is not when start telling people all the information about your business opportunity.
In prospecting, you are actually FISHING. You are actually making sure that someone is a fit for what you are offering. If there is value in your offer, that simply means there is someone in the market place that wants it… NOT NEED—wants it already.
So when you are prospecting, you are simply sorting through the marketplace for people who may be looking for something similar. Your job is to make sure that they are the right fit for what you are offering through your prospecting process.
Way too many people misconstrue prospecting to be equivalent to going on Facebook and posting unsolicited messages on people's’ walls or going to the mall to talk to strangers. Prospecting is a 2 way communication street where all you really have to be is a leader who is leading the conversation.
If all you are doing is being the only talker, what do you think that will make you look like to the prospects? They don’t know you nor have they asked you for a solution in particular. You will simply be a nuisance.
What you need to learn how to do is asking quality questions when your marketing attracts a prospect. Those who ask questions lead the conversation. If your prospect is asking more questions than you, your marketing was done wrongly.
QUESTION - “Hi OLA. I received a lead last week that I got very excited about. I set an appointment immediately and went there the following day.
The problem is that the conversation went completely sideways. It seemed that I got into more trouble the more I tell the couple about what I do and how it can help.
This situation has repeated itself a few times… Please help. Any tips. I used to think I was a pro at prospecting when I was in sales. As a real estate wholesaler, I would think the skills would transfer but this is a struggle. Thanks.”
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ABOUT YOUR HOST ::::|
Ola "Tux" Abitogun is the Creator of myEmpirePRO. He became a FULL TIME entrepreneur in October 2006.
He is a computer engineer and an engineering management graduate from New Jersey Institute of Technology; (NJIT) class of 2004/5. He was born in Dallas Texas and raised in Nigeria by his Nigerian parents. He considers himself a proud Nigerian American.
Today, he is a marketing addict, trainer, marketing and business consultant, real estate investor and all around serial entrepreneur. Most importantly, he is husband and father to their 2 Boys. The professional work he is mostly proud of is personally helping 1,000+ entrepreneurs around the world reach greater heights in their careers.
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