Self Prospecting: Is It a Fairy Tale or Reality? You Decide!
Once upon a time, in a land far far away, there lived a new home sales princess who worked for a big builder in a fairy tale new home community. The beautiful sales princess was always busy! Traffic to her new home community magically appeared each and every day! She wrote sales contracts weekly! All was well in New Homebuilder Land, that is, until the wicked witch appeared!
The wicked witch decided to cast an evil spell on New Homebuilder Land! All of a sudden the traffic that used to flow freely into the new home community dried up like a raisin in the sun! Time stood still! The beautiful new home princess was confused and sad! She cried to her fairy godmother every night begging her to destroy the witch and restore her happy life.
The fairy godmother (being the wise woman that she was) suggested to the princess that she come up with a plan of her own to generate the traffic that she had become so accustomed to. (Gotta love a sales oriented fairy godmother!)
The sales princess was not sure what to do! She tried to get Prince Charming to help her out, but he too was having his own traffic problems in New Homebuilder Land! Alas, our sales princess sat down with her fairy godmother and together they came up with her own magical spell to restore the abundance of visitors to her sales office. The word ‘self prospecting’ was officially invented!
Our princess combined all the following elements to create her magical self prospecting spell:
1. Develop relationships with the top realtors in the land
2. Ask for referrals from previous clients
3. Form partnerships with local businesses, friends and family
4. Plan community events and parties
5. Use Social Media/Networking to promote the community
6. Pick up the phone and call people!
The fairy godmother was very proud of her sales princess for taking the initiative to increase traffic and sales into her new home community. So proud in fact that she too created another plan to support the princess in her endeavors. She added marketing and advertising, sales training and corporate kingdom support to assist not only the princess, but Prince Charming too and all the other new homes sales people that lived in the land.
Everyone’s joint efforts paid off! Traffic returned to the land, sales increased and our sales princess was busy!
And they all lived happily ever after. The end!
Moral of the story: To be successful in new home sales, you must know how to self prospect! Self sales prospecting done properly can have a huge impact on your sales revenue! It doesn’t take a great deal of time to do, and it doesn’t require a magical spell. But, it does require that you have a solid plan in place and that you schedule the time to do it. Many sales people are hesitant to self prospect because they are not sure how to do it, or they fear rejection. A good fairy godmother (sales manager) will provide the training that sales people need to learn how to effectively and efficiently master the art of self prospecting.