Get That Listing! Tips And Tricks To A Successful Listing Appointment Part 8: Preparation (con’t)
More than likely you’ll be sending out dozens of solicitation letters each month. While names and addresses may seem familiar, after a while it’s quite possible — in fact very probable — that you may not remember all of the homeowners that you solicit. An easy way to combat this is to keep a simple log of every letter that you send out. It can be as simple as the homeowners name with the property address or even a little more complex with such details as square footage, number of bedrooms and bathrooms and the price that the property is listed at either when it expired or was listed by the owner. Obviously the more information that you have in your log, the more prepared you’ll be when the homeowner calls you.
Keep this log in your briefcase that you carry with you and whenever you’re in your car, simply take the log out and set it on the seat next to you. You can pull over and refer to this information when needed and even though you in reality don’t actually remember each and every property out of hundreds, relating a few facts back to the potential client will lead them to believe that you do. A trick to keeping the log easier to use is to put them in order by the first letter of the client’s last name. This gives you a quick-glance capability because the homeowner will tell you their name when they call.
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