Page 2 - 8x8 Seller Action Plan

OVERVIEW:
The objective is to connect with them on the phone after you have sent a personal introductory letter. If
they tell you when the best time to call is make sure you call during that time frame. (Note: Ideal call back
times are M-F 9-10am Wed/Thurs 4-8, Sat 10-12pm)
OBJECTIVES:
We’ve reached our objective and we’re on the phone with a prospect. Our next focus is to address our
second objective:
1. Determine if they’re a Standard Seller, Short Sale Seller, For Sale By Owner or if they are in the
wrong category and are a Buyer.
2. Determine is the they are a Five-Star Prospect. Remember, a Five-Star Prospect is someone
who’s:
a. Willing to engage in a dialogue. We’ve got them on the phone so they automatically pass
our first test.
b. Friendly and cooperative when we talk with them. You’ll know the answer to this in the
first 30 seconds. As we’re talking we’re also listening to see if they meet the rest of our
Five-Star Prospect criteria.
c. Knows what they want and are they realistic about it! Your Five-Star Prospects have a
plan. They know what they want and they’re willing to share it with you.
d. Are they ready to sell in the next six months. Where are they in the process? Basically
they’re going to fall into one of three categories.
i. They’re going to be ready to sell now.
ii. They’re going to be ready to sell or planning to sell later.
iii. They’re never going to sell.
Those are the only three possibilities you can have with this phone call, and you
may find in conversation with someone that they’re not friendly and cooperative
or that they don’t know what they want, or they know exactly what they want, but
they’re just not realistic. Or you may find out that they really don’t have a timeline
or maybe they seem flaky. If any of those things are true, it’s okay to put them in
the “Exclude” Contact Status on Top Producer. What we’re trying to do, what
we’re trying to determine in this conversation is, is this someone that I can work
with now, or is this someone that I can work with later, or is this someone that I
could never work with? Any one of the three is okay. You’re not going to be able
to work with everyone, but it’s better to know that up front, so we can decide what
to do next.
e. Determine the next step. Would they like us to help them? If they’re looking to sell now,
when would be a good time to get together in person? If they’re not ready to sell right
now, would they like you to stay in touch with your 33 touch, market snapshot, Action
Plan, etc.
Any result in this connection process is a good result. The very best thing you can do is stay in consultant
mode. Neutral. You’re not trying to convince them to sell now. You’re trying through questions and
conversation to discover what their timeline is.
BEFORE YOU CALL!!!!