Page 4 - St. Elmo Launch Packet

ACT ONE: GENERATE INTEREST
Start Your Whisper Campaign. Shake Your Trees. Connect with your sphere of influence / 5 channels.
Your Contact List should include...
1. Friends and Family
2. Past and Present Owners / Previous Buyers
3. Your Existing Database
4. Prominent Connectors and Influencers
5. New Leads
6. Real Estate, Mortgage & Industry Professionals
7. Anyone Who Will Listen!
Your GOAL is to talk to as many opportunities as you can, re-connecting with those around you that you can share this new opportunity with. The key to this exercise is to not talk to any one person for very long; keep your calls short and to the point. Stay high level and focus on the community narrative, general value proposition and the ultimate interest/ desire of the contact. Promise nothing but a great opportunity and the chance to be one of the first to get involved. Determine if they are interested and if they want to be contacted when reservations and more information becomes available.
Generating interest is a numbers game. Your objective is to generate qualified interest in as many people as possible. Qualified interest simply means your customer wants to hear from you again regarding this opportunity as quickly as additional information becomes available.
It is important to leave your customer with the impression that they are privileged and unique. One of the first to hear about this new opportunity.
You may choose to say, “I’m calling all my best customers...or I’m calling you first because... or I just wanted to give you a head’s up before this gets underway.”
Make sure your contact knows they are a priority to you and you wanted them to be the first to hear about the new offering. Do not forget to ask for a referral!
It is important to end this conversation with some kind of commitment for follow-up. Typically, this would be just prior to the date that the Reservation opportunities go Live, when the contact can choose to participate by signing a Reservation.
Typically: 14 Days Prior to Reservations Opening Up for Buyers
REMINDER: You will get many questions on the specifics of the project and product. This is not the time for that. Assure your buyer that they WILL receive 100% of everything they will need to make the decision to buy, before being asked to buy!
Your Commitment: A follow-up as soon as a date is set for opening Reservations and notification to participate.
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