The 3-Day Rule!
There is a standard that sales people use in sales that if we all followed, our business would be soaring. It's called the 3-day rule and here is how it works. When you talk to a prospect, always take the time to get to know them and give them some information. Then, try to schedule some time to build rapport and get to know them better and if all goes well, continue to work with them and keep working on finding them their dream house, etc.
Always ask for their contact numbers and email addresses and follow this rule if you have not heard from them in 3 days, call them and have some news for them to keep them excited! In case you get their voice mail, here's a way to do this to really increase your chances...
"Hey John, I have some great news! Call me as soon as you get this message so I can tell you what I found out today!"
This sparks their curiosity and should get you a call and when they do, have some news to tell them about like a new house you found them, the lower interest rates, etc.
If you are in the Carolinas, you can mention about our "Purchase Power" program that that we are promoting for paying most of the closing costs! (Let me know if you want a flyer on this!)
Many will not or might not call back with a message like this...
"Hey John, I hadn't heard from you and wondered if you were still interested in the house on Green Street..."
Also, I've heard that 60% of sales occurs on or after the 6th call so don't give up too easily. Get creative with your prospects so you can show them how good you are.
Hope these ideas helps your business soon.
Posted by Sam Thompson
Senior Loan Officer
Southern Trust Mortgage - 910-852-9415
Senior Advisor - Helping you GROW your business!