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Fanatical Prospecting

Fanatical Prospecting

6" x 9", hardcover, 304 pages, $27

Table of Contents

Read the Introduction

 

The real estate market of 2018 is marked by a scarcity of listings and an abundance of competition. It’s the sort of market that all but demands that agents transform themselves into cold-calling, door-knocking, prospecting machines.

While few Realtors relish prospecting, sales guru Jeb Blount says it’s the only way to consistently earn commissions.

In Fanatical Prospecting, Blount outlines his innovative approach to keeping the pipeline full of qualified prospects and avoiding debilitating sales slumps by leveraging a balanced prospecting approach across multiple channels.

You’ll learn:

  • Why the 30-Day Rule is critical for keeping the pipeline full
  • Why the Law of Replacement is the key to avoiding sales slumps
  • How to leverage the Law of Familiarity to reduce prospecting friction and avoid rejection
  • The 5 C’s of Social Selling and how to use them to get prospects to call you
  • How to use the simple 5 Step Telephone Framework to get more appointments fast
  • How to double call backs with a powerful voice mail technique
  • How to leverage the 4 Step Email Prospecting Framework to create emails that compel prospects to respond
  • How to get text working for you with the 7 Step Text Message Prospecting Framework.

Fanatical Prospecting is filled with the strategies, techniques, and tools you need to fill your pipeline with high quality prospects.

Table of Contents

  1. The case for prospecting
  2. Seven mindsets of fanatical prospectors
  3. To cold call or not to cold call?
  4. Adopt a balanced prospecting methodology
  5. The more you prospect, the luckier you get
  6. Know your numbers: Managing your ratios
  7. The three Ps that are holding you back
  8. Time: The great equalizer of sales
  9. The four objectives of prospecting
  10. Leveraging the prospecting pyramid
  11. Own your database: Why the CRM is your most important sales tool
  12. The law of familiarity
  13. Social selling
  14. Message matters
  15. Telephone prospecting excellence
  16. Turning around RBOs: Reflex responses, brush-offs, and objections
  17. The secret lives of gatekeepers
  18. In-person prospecting
  19. Email prospecting
  20. Text messaging
  21. Developing mental toughness
  22. Eleven words that changed my life
  23. The only question that really matters

About the Author

Jeb Blount is a sales consultant who helps organizations reach peak performance by optimizing talent, leveraging training to cultivate a high-performance sales culture, developing leadership and coaching skills, and applying more effective organizational design.

Your Guarantee of Satisfaction

If for any reason you are not totally satisfied with Fanatical Prospecting, simply return your book within 30 days for a complete refund.

 

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