Want to Book more Auctions for 2017?
Try the outstanding 5 for 5 deal. That’s right, go out and visit with 5 people from the following 5 groups and I guarantee they will lead to an auction (which, if you remember the multiplier technique, will gain you 3 more). Make it a point to take one half day each week for the next 5 weeks to make these contacts.
5-Estate/Divorce Attorneys
5-Commercial/Ag Lenders
5-Realtors
5-Nursing Home/Assisted Living Coordinators
5-Insurance Agents, Teachers, Police Officers, City Administrators, County/Township Supervisors, Farm Co-op Employees, Bartenders, Barbers, or Hairdressers.
If you commit yourself to this strategy, you are guaranteed success. It will take you approximately 20 hours to complete this challenge over the next 5 weeks, but when you book an auction that nets you $5,000 in commission, just think you have now earned $250/hour prospecting.
Here’s the script.
Professional Auctioneer:
“Hello John,
My name is Jacob Jinglheimer Schmidtt with sell your Schmidtt auctions. I’m out booking new clients for 2017, is there anyone that you can think of that may need Professional Auctioneer or Appraisal Services in the coming year?”
They will respond in one of three ways.
Response #1 (most likely)
Contact: No one comes to mind right off hand.
Professional Auctioneer: “I understand, would it be okay if I left some of my information for you in case you would happen to run into someone who may.”
Contact: Of Course
Professional Auctioneer: (Action) Leave you brochure, business card, and a non-throw away gift (pen, thumb drive, notebook) with the contact.
“Thank you for time, I appreciate any business you may send my way.”
(Action) Prepare a Thank you note in your vehicle hand addressed to whoever you spoke with as the c/o. It should read something like this.
I appreciate the time you spent visiting with me this morning/afternoon. At Sell Your Schmidtt Auction and Appraisal Service we pride ourselves in doing the most professional job for our clients. If you could use a break sometime visit our website at www.sellyourschmidtt.com to learn more about us.
Sincerely,
Jacob
(Action) mail the thank you note as you leave town
Response #2
Client: We tend to be using Duey, Cheatem, and Howe Auctioneers, and we are quite happy with them.
Professional Auctioneer: I can relate to that they are fine people and do a great job, however our company tends to focus on these three things that tend to make a smoother transition and gain our clients more profit.
Name Three Things you do better than Duey, Cheatem, and Howe. Make sure they are true. You may choose something with your advertising, website, customer service, auction set up, personal attention, quick settlement, experience.
(Action) Leave you brochure, business card, and a non-throw away gift (pen, thumb drive, notebook) with the contact.
“Thank you for time, I appreciate any business you may send my way.”
(Action) Use the same Thank you, protocol.
Response #3
Client: Just the other day I heard that David Hasslehof’s children were trying to get his home ready to put on the market. Boy that guy sure loved Trans Ams.
Professional Auctioneer: “That’s great to know, do his children live in town?”
Client: No, His son lives is White Falls, but it sounds like they will be back next weekend to keep boxing.
Professional Auctioneer: “Would it be okay if I mentioned to them that you let me know that they are making those preparations?”
Contact: Yes, that would be fine.
Professional Auctioneer: “Wonderful, thank you for being so kind.”
(Action) Leave you brochure, business card, and a non-throw away gift (pen, thumb drive, notebook) with the contact.
(Action) Use the same Thank you, protocol.
If the client prefers that you don’t use their name you respond as follows.
Professional Auctioneer: “I can appreciate that, I’ll do my own follow up and we can keep it our little secret. Thank you for being so kind.”
(Action) Use the same Thank you, protocol.
I think if you try this technique, you will find that most people are willing to help. They are especially willing to help people with ambition, try, courage, and kindness. So what are you waiting for go out and make $250/ hour prospecting today and book more auctions.
Success to you and have a bunch of great auctions!
Jason Hallberg
Continental Auctioneers School, President