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Prospecting in BluePrint 2017

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DAY TWO PROSPECTING &
BUSINESS PLANNING SPHERE OF
INFLUENCE/TOP 100
Building Your Pipeline - Today We Will
Talk About
The ‘Sphere of Influence’ General Principles
Detail ‘SOI Management-Top 100
Active VS Passive Is there a difference?
Social Media!
‘Unconventional’ Prospecting-opportunism
EMarketing importance of Zap! Platform
Wear your brand
SPHERE/CENTER of INFLUENCE
Definition-YOUR ASSETS/BOOK OF BUSINESS
Why Prospect your ‘Sphere of Influence’
Six Degrees of separation ‘Sphere of Influence’
What steps to take (Top 100/Top Tier)
Information that you NEED-Lead Management
Sharing Information
Scripts…
Video….Matt Ferrara
Matt Ferrara-Prospecting your “SPHERE OF INFLUENCE”
Interaction-what do you say
TOP 100/COI/SOI
Definition (See Handout)
Sources (See handout)
Gathering and recording Information (see
handout) Visual by hand or spreadsheets.
NEVER goes away (Consistent administration).
Birthdays, Anniversaries of home purchase.
Call to chat weather? Baby? Wedding?
Stone cold means dead-CONSISTENCY
Inter- Active VS Passive Aggressive
Inter-Active
Cold calling
Door stepping
Social Events
Community
activities
Open Houses*
Phones*
Expires, FSBO,
Builders*
Passive Aggressive
Zap!
E-marketing CB Exchange
Social Networking
Press, Radio , TV
Social Network and Internet Marketing
Create a Facebook Business Page……
Create a Twitter Business Page
Create a LinkedIn Profile
Consider INSTAGRAM/PICASA
Create YouTube Account
Create google+ account
Create a Blog
Social Network Strategy
Post Relevant-BUSINESS AND PROFESSION Content
Post as often as possible
Post Listings/Share listings
SHARE SHARE SHARE
Join a business ‘group’….SHARE SHARE SHARE
Social Network Strategy-pitfalls
The “one click” Rule
Stick to business
Aristotle was a Philosopher we are REALTORS
Politics is not recommended
DO NOT INTENTIONALLY MAKE ENEMIES
Remember love it or loathe it…..ITS A CO
OPERATING PROFESSION
Once you start, keep going…….
ESPECIALLY IF YOU BLOG!
Additional Strategies
Use free opportunities…….Guerilla marketing
Use SOCIAL opportunities
Use Network Opportunities
Become the EXPERT
Know your sphere…UPDATE your sphere
PLAN YOUR HOURS……KEEP IN TOUCH
Ask if you can….
Offer to trade…..
KEEP IN TOUCH
The Social MARKETEER!
The Neighborhood Business/Church/Clubs
Children
Christmas
Easter
Independence Day
Labor Day
Valentines
Super Bowl etc
Always BE PREPARED TO NETWORK!
The Benefits of the ZAP! Platform
Your Campaigns and your follow up plans
E-Marketing and Your CRM
E-Marketing and its value
Zap!-Unified address book
The importance of your address
book-LEAD Management CRM/Zap
CB Works E Marketing
Wear Your Brand
Name Badges
Shirts and Livery
Vehicular livery
Business cards
Is it Really 24/7?
Consider your personal space treat your
business like a business run it or it will run you.
Burn out occurs.
Define boundaries you are a practitioner. You
wouldn’t call your doctor and demand to see him
in 5 minutes would you?
Define times and places comfort zone
professional setting works best?
Always return calls!
Always do WHAT YOU SAY ARE GOING TO DO.