Brad Andersohn: From Prospects to Closings
The Zoom call this week was a second opportunity with Brad Andersohn to offer up his gems and make those that attended a bit sharper.
In his words, talking on the Zoom call was a bit like his presentations at RainCamps. From this person's perspective, it was identical as he gave so much, so fast and with much enthusiasm.
As was offered, the date was the 3rd anniversary of the first Zoom Call.
The call started as a continuation of the previous session, with Brad completing the work sheet he started from his Agent Goal Planner and the session he outlined for Thomas Nelson.
His efforts being to teach a man to fish and not give him aa meal, except brad state that he would meet up with Thomas and buy him that meal if Thomas did what he outlined.
His belief is that there are so many ways to seek out prospects and so few understand or know how to reach them easily without spending a lot of money.
He started with an explanation as to how to seek out prospects, with expired listings, but not necessarily chasing one that just dropped off the MLS.
Using a timeline that would be a minimum of a year, there are surely some listings that did not sell. Those are his prospects. A knock on a door, to just ask a question and to not aggressively ask to sell their house would be a positive in getting an opportunity to sit down and hear the story as to why the house did not sell. Again, don't ask to list, just listen, offer a card and invite them to talk another day. A subtle approach has a much more positive way of succeeding than another hard push.
There are many ways to work the data available to us through our MLS that can lead to activity.
Again, using the MS, he demonstrated a way to reach out to renters and prospect to see if they were a possibility to be buyers.
Time was spent using the RPR feature offered on many MLS systems to prospect for sellers.
He took a possible prospect listing of 200+ names and showed how to reduce them to a very manageable 2 dozen prospects.
Using the chart at the right, he demonstrated how a hardened renters could be shown how to justify owning a home.
His enthusiasm was over the top, but that was consistent with the presentations he used to make at our Raincamps.
This call was an extension of the call made last week by Brad and he was equally as informative as he was then.
Brad will most likely be back in the future and all should find the time to attend as it will be highly educational and productive.
Brad Andersohn: From Prospects to Closings
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