Good morning to all of you ONiT System members and welcome to another great day in your business! Every time we begin a new day, there are a couple of things that we know for sure … one—that there is an abundance of opportunity out there for creating business and two—that you have to be in it to win it. How are you going to make sure that you play the game at the highest level today?

I want to continue with the next step in the series that we began a week ago on being willing to go to the doors with some of your hotter leads. Based on the first couple of things that we looked at, we have now introduced ourselves, let them know that we aren’t planning to take up a lot of their time, recapped why we’re there and what we know about their plans, and we’ve brought some information for them that we hope they will find valuable and informative.

The third step is to now as a more direct closing question. Mr./Mrs. Lead … may I ask you, what else still needs to happen before you would be willing to take the next step in getting your home sold (or buying your next home)? This needs to be an ‘open-ended’ question and it needs to be simple and straight to the point. Don’t complicate it or over-think it … just find out where they’re at and what else might still be holding them back.

At this point you might get a very vague answer, or you might get a specific objection, but either way you’re probably going to need to ask more questions. If they say something that implies they’re wanting to wait, find out what the advantage is to them of waiting. If they mention that they need to find out if what they want to buy is available, ask them how soon they would be able to take a look at any homes that you could find for them. These are just general examples but if you have more specific responses that you’re getting, be sure you contact me or call into my Coach James LIVE program on Mondays to get your questions answered.

The final step in this process is coming up in the next post so be watching for it in the next couple of days. I just want to remind you that this step of going to see your leads in person is something that is effective, powerful, and practically no one else is doing it! Let’s be sure YOU are doing it this week …

Make today count!