5. Letters To Do

6. To Do On Internet

You should also make up files for forms we provide in Lease Purchase section.

1. Tenant/Buyer Telephone Credit Form

2. Tenant/Buyer Preliminary Info Form

3. Lease Purchase Property Research Form (Note: Along with your telephone script, you should also have a sheet typed up with advantages you want to discuss with seller)

You should make up a fax file, so if someone requests a brochure, newsletter, products you offer, or a tenant/buyer wants you to fax form, you can do so.

The fax file should contain:

Newsletter (if have one, single sided)

Products Offered (if you have any)

Tenant/Buyer Evaluation Form

Credit Card Authorization

Brochure (on white paper, single sided)

House flyer (flyers for any properties you control)

Your tickler file (accordion file with days 1-31, and manila folders with 12 months), should fit in your desk drawer or under it. You can put your To Do List folder in it at end of day for next day if your space is limited.

Your filing system is an integral part of your business. Be sure your files are set up properly and you will be able to manage your business more efficiently and professionally. Which in long run, will lead to a successful and profitable business for you.

Copyright 2003 DeFiore Enterprises

Think of teachers you had in school, or a professor in college who was able to speak in a nice even tone, yet his or her voice carried. Now obviously this is not necessary on telephone. However, this kind of even toned, lower than usual voice is kind you want to use. Try to emulate this person in your telephone calling or in dealing with customers face to face.

The way you speak is very important. The pitch and inflection of your voice are also very important. If you have a lot of trouble with this you might want to purchase books on speaking that address issues of pitch and inflection in your speaking voice. Check out Amazon or Barnes and Noble. They have a wide selection. Again, you are not going to change this overnight. Remember, practice makes perfect.

Two additional common phrases we all have a tendency to use are I believe, and I think. This is fine for your friends and family. However, as a business owner and “an expert” you had better “know”.

For all of you coaches out there be careful with “we will hopefully achieve”. Make a list of all that they will achieve by going with your program, obviously with caveat that they do work outlined.

So take inventory of what you are saying on telephone; your in-person sales and in your dealings with your customers (for those of you in a storefront). Is your “word language” conveying what you want it to. Or like our body language sometimes, are your words conveying something totally different to your customer. Check to see if you are using any of above phrases and stop! It may take a while but you will be happy you did.

Copyright 2003 DeFiore Enterprises