Learn:

Find a Great Opportunity

Your world is filled with opportunities: low-interest rate loans, government loan programs, fixer-upper houses, great buildable lots that get you into a desirable neighborhood for thousands less than an existing home, great income properties and so on.

Most consumers have no idea what kind of real estate or loan opportunities are available. True consultants will make sure their clients know about these great opportunities in the marketplace.

The Great Opportunity Script helps you “let your clients in on the deal.” It allows you to spread the word about a great property or loan program you’ve just come across. For this script to work, the opportunity has to be one that you are truly excited about because your enthusiasm carries conviction, which makes you a more compelling consultant.

The key to this script is that you don’t offer the opportunity to your client; instead you offer it to their friends! You don’t want to this to sound like a sales call where you’re trying to get something from your client. This is a call to share your discovery, and to give them an opportunity to be a hero by telling someone else about the opportunity.

Find great opportunities by going on a tour of properties, monitoring new listings, and asking other Realtors and Lenders if they’ve seen any “newsworthy” properties or loans out there. You’re looking for opportunities that “if only they had a client for it, they’d jump on it themselves.”

Begin Your Conversation with FORD

It can be awkward calling someone you haven’t seen for awhile even when you do have a “Great Opportunity” to share. To help you begin this conversation, follow a simple By Referral Only formula called FORD:

F = Family
O = Occupation
R = Recreation
D = Dreams

Choose one of the letters in the formula as a starter and ask the person about the topic, sharing your personal information as appropriate. For example, you may ask about the person’s family, and give them an update about your family. As the natural conversation about the families winds down, transition into a discussion of why you are calling. FORD is a great model to rely on both in conversation and in letter writing. Think of FORD anytime you need an ice-breaking topic.

How it Works:

1. Compile the list of names and phone numbers you plan to call. These calls work best with your Top 150 group. However, if you’re new in business, you can do this with any of your friends, family members and acquaintances.
2. Find a great opportunity to share.
3. Download the Great Opportunity Script to your computer, customize the contents for your opportunity, and print.

4. Practice the script several times with a friend, preferably over the telephone.
5. Determine the best time to make calls and plan to call 10 to 25 people per week. If you get an answering machine, leave your name and let them know you’ll be calling back.
   
   
6. Make the calls. Begin each call with a FORD conversation, then describe your “Great Opportunity.” Be prepared to answer additional questions about your opportunity.

Options and Alternatives:

If you’d prefer to use a more direct approach to asking for business, try one of these dialogues:

• The ACTS Process in the green section of The Art of Asking Handbook is a conversation you have to gain active participation in building your business from people who just want to help you succeed.



• The “I Have Time. . .” Script is great to use when you have been keeping in touch regularly and you feel confident that the direct approach would work with a particular client.

“Great Opportunity” Script for Realtors

Mary? (Yes.) Hi, it’s Kathryn. How are you? (Have a FORD Conversation.) (Optional, if you’re new in business:) Mary, did you hear that I’ve started a real estate business? The reason I’m calling is that I’m really excited by a great little fixer-upper house I just saw. It’s a little “grandma” house in Uplands that would be a fabulous investment for someone who just wanted to make a little extra cash. It’s $15,000 less than anything else in the neighborhood and I think all it needs is carpet and paint, and you’re looking at a $10,000 profit! I know it’s going to sell within four or five days, and I just thought, if you know anybody who’d be interested in a great little investment property, you could let them know what a great opportunity this is.           (Be prepared for them to ask more questions. If they don’t           ask more, but they seem interested, continue as follows:) The address is 1934 Rosecrans. I can fax or e-mail more information, but this is going to go fast. I just had to share it with you because I know that over at Rockwell you work with a lot of people interested in investments, so if anybody’s looking for a phenomenal fixer-upper to resell or keep as a rental, please have them give me a call. It was nice talking to you, Mary. I’ll keep in touch.

“Great Opportunity” Script for Lenders