You've heard of the Pareto Principle right? If not,
it's the 80/20 Rule that economist Vilfredo Pareto developed
through his research.
I bet you haven't heard of the 20/50/30 Rule, though...
right? It works hand-in-hand with the 80/20 rule for leads and is
more centered on lead qualification.
The basic premise is this:
20% of the prospects that you contact will do business with
you easily. There are several reasons why, but the rules on
handling them are the same regardless.
- Get out of their way, and make it as easy as possible
for them to do business with you.
- They believe what you say is true and have an overall
good feeling about you.
- They believe you are skilled at what you do and trust
that you can deliver what they need.
- These types of leads are like Gold - get out of your
own way and get to the point.
- What should you do? Close the deal!!!
The next 50% of prospects are on the fence. They could go
either way, and you have to work with them to make sure they fall
on your side of the fence. Here are some ways to help your cause:
- Make a compelling presentation with confidence.
- Make sure you tailor your presentation to fit their individual
behavioral style.
- Help break the ice with them, so they actually begin to like
you.
- Make sure that you communicate effectively the benefits
that you bring to them.
What should you do? Close the deal so that you can then move them
to the 20% that will do business with you easily.
The last 30% of prospects are problems waiting to happen.
Their characteristics are:
- They are highly demanding.
- Usually have limited respect for you.
- You will expend tremendous energy with them.
- You will expend huge quantities of time with them.
- What should you do? Throw these leads
away - the conversion rate is too low, and the energy
wasted is very high.
So, what does this have to do with Foreclosures and the anatomy of the perfect lead?
Well, folks who are in Foreclosure (or some state of it) are very
motivated. Most of them are in the 20% group, and the ones that
are in the 50% group are often won over very easily with proper
positioning of yourself. In other words, if you can establish yourself
as the Foreclosure expert in your area, you will get their business.
How do you become an expert? Find out below...
So, if you are tired of your competition and are interested
in carving out a brand new niche for yourself that 99% of Agents
don't know about, you can find out how by visiting our website.
>>>
Show
Me How! <<<
Regardless of how you start or started working with Foreclosures,
I highly encourage you to invest in training along the way. I have
personally gained thousands of dollars in Real Estate Investing
Profits from and investment of less than $20 in a book.
Keep on Learning and Keep on Investing,
Dan Matejsek, VP
RealEstateChampions.com
P.S. If you'd like to get a bigger piece of the Foreclosure
Real Estate Profit Pie, start Foreclosure Investing on your own
behalf, and would like some very affordable, excellent training
click
here.
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