Most CRE professionals worry about their income because they never have enough time to get through their mile-long to-do list.

They feel overworked, frustrated, and overwhelmed because their average day is disorganized and full of interruptions.

Today, I want you to show you it’s possible to grow your income without spending more time in the office.

In this Massimo Minute, I’m sharing 3 ways to optimize your prospecting efforts and maximize your income.

1: Send 1-page letters.  

At first, you probably thought, “No way! Letters don’t work anymore.” That’s exactly what your competitors are thinking, too.

But when structured properly, your letters will help you stand out from your competition and get you more meetings.

Simply send your prospects a 1-page letter with an attention-grabbing headline.

Get your prospects involved early in the letter by showing them you understand their situation. Then, share relevant data and close with a call to action at the end.

You can even attach a recent success story to prove what you’re saying is true.

And remember what we talked about in Part 2 of this series — sending letters to your ideal client avatar should be one part of your prospecting campaign.

If you need help creating your prospecting campaign, let’s set up a time to talk.

2: Say “share” in your opening statement.

Your prospects get inundated with solicitations and pitches from other CRE professionals. If you want to stand out from your competition, start your calls differently.

When you open your call, let your prospect know that you want to share something of value.

For example…

“I want to share with you a recent trend in the market that will potentially increase or decrease the value of x or y.”

If you don’t have value to share with them, you should not be calling. Your prospecting calls need to be about your prospect and what’s best for them.

And remember, your opening statement is the only guaranteed part of your call. You need to share something that will earn the rest of your call.

3: Leave a voicemail.

It’s no surprise that the folks who leave more voicemails win more deals, get more attention, and stay top of mind with more prospects.

During your call blasts, do not count a dial unless you either connect with a person or leave a voicemail.

And most importantly, leave a voicemail that gives your prospects a good reason to call you back.

Test these methods for yourself and let me know how they work in the comment section below.

Resources

Maximizing Your Income Part 1

Maximizing Your Income Part 2

Make 2020 Your Best CRE Year Yet
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