2. Module 5: Selling by Phone Module 5 Selling By Phone 5.1……….…………….……..……Target Marketing 5.2……………….8 Strategies (Selling by Phone) 5.3………………………..……….Engage Prospect

4. Property Type

7. Creating A Database 5.1

8. Creating A Database 5.1

9. Selling By Phone 5.2 1 Research 2 Getting Past The Gatekeeper 3 Introductory Benefit Statement 4 Transition 5 Run Clear 6 Open Probe / Closed Probe 7 Set The Meeting 8 Prepare For The Meeting

11. Google – Internet Brower

12. Market Information

13. Relative News / Current Events

14. Business Journal, Local / National News Paper

15. Real Estate Specific Subscriptions

17. Sending Thoughtful Small Gift (Relative Book or Market Information)

21. 5.2 5 Run Clear Rating Your Prospect (1 – 5)

22. Run Clear (Client Worksheet) 5.2

24. Alternative

25. Assumptive Next Step

26. Similar Situation

29. Sub Market Statistics

30. Space Alternatives

32. Area of Excitement (Athletics, Alma Mater, etc.)