GREAT, YOU HAVE A PROSPECT - NOW WHAT?
You're out at an event of some sort and you meet someone new. Lo and behold, you start talking about real estate. You started to get lost in the conversation but did manage to ask the big question, "On a scale of 1 to 10, how motivated are you to sell?" and they said, "10!" Congratulations! You have a prospect! Now what? How do you give that person the white-glove treatment that they deserve? After all, the prospect is the lifeblood of your future business. A list of prospects in your exclusive database is the one thing that provides consistency and stability in this business. So, what do you do with a prospect?
THE MLS CLUB IS STILL VALUABLE
What about the MLS? You pay for backdoor access to the MLS club -- the realtors' private club where we have access to all of the listings. We pay for that. And because of the way technologies have evolved, MLS's now have the ability to automatically send properties to people. Even though the MLS is now available to the public via the web, we are still the insiders of the MLS club. If a prospect comes along, put that information in their hands with the MLS access that comes with your membership.
UPGRADE YOUR PROSPECT TO ACCESS WITH INSIGHT
Tell your prospect you can give them access to the properties they want to know about. Your prospects' club is very much related to your MLS club. When you create a prospect, you're actually telling them that you'll upgrade their access. You can put more data in there that is in alignment with what the prospect wants -- whether they're a buyer or a seller. If they decide to go with you as the realtor, not only do they get the MLS access, but they get it with your insight.
FOLLOW UP IN AN INDIVIDUALIZED WAY
Knowing a prospect's timeline and their motivation to sell allows you to strategically follow up with them. Here's where your "7 Steps to Sell" or "6 Steps to Buying" information becomes important again as you move them from the prospect club to the client club.
