7 deadly real estate prospecting sins
DESCRIPTION
A low housing inventory and relatively low interest rates are making now the perfect time to get homeowners on the move. If you're scratching your head and wondering why more clients don't come your way, you may be committing one of the 7 deadly real estate prospecting sins. During this real estate marketing 101 webcast, we'll go over potential crimes you may be committing and strategies to change your behavior and get back on the road to absolution! We'll also divulge: • The tactic that gains new clients more than 66% of the time • A way to take your prospecting on the go • Case studies, best practices and more!TRANSCRIPT
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Get Neighbors On the Move
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• Tyler Steenken• Business Development• Cole Realty Resource
• Lora Ullerich• Brand Journalist• Coleinformation.com
Session Framework
Cole Directory • Published in 1947• “Blue Book”• Crisscross directory
Invaluable information for industries: Telemarketing Debt collection Law enforcement
Today, web-based lead generation for Realtors
Then and Now
Features:•Webcasts•Articles•Buddy’s
Blog•Resources
Free Online Community
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A Changing Role
•90% search homes via Internet•87% use real estate agents•55% yard signs•45% open houses
12 weeks
10 homes
Home Buyer Habits
Source: 2012 National Association of REALTORS® Profile of Home Buyers and Sellers
12%
66%
Listing Realities
Source: USPS & 2012 National Association of REALTORS® Profile of Home Buyers and Sellers
Powerful, easy to use tool
Just Listed/Just Sold search
Virtually prospect from your desk
Approach & offer
Questions
Session FrameworkHousing Snapshot
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• Collateral and handout examples
• Success stories
• Testimonials
1: No Portfolio
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• Collateral and handout examples
• Success stories
• Testimonials
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•Ask yourself: •Is the message I want to convey immediately obvious?
•Does this message resonate with my target market?
•Are the benefits or features of my product/service highlighted?
•Is my offer something prospects can’t refuse?
•Is my call-to-action easy and direct with clear contact information?
Copy Tips
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• Lists decay 2% each month
• 45 million homeowners move each year
• 48 million workers switch jobs each year
• Errors in human data entry
2: Outdated List
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Neighborhood Search
•Google Maps™ technology•Accurate information•Easy to use
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• 42% home buyers start home search online
• Detailed marketing plan:• Agent and real estate directory and syndication websites and timeframe
• Virtual tour
• Listing flier, direct mail and marketing collateral pieces
• Ad and blog placements
• Timely communication
3: No Marketing Plan
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Research
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• Come prepared with:• Accurate intel on purchase price similar homes are
selling in the market
• Square footage
• Number of bedrooms
• All intel Cole Realty Resource arms you with
4: No CMA Knowledge
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5: No Open House
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Virtual Walk-Through
Videos should be: •Interesting•Short •How to•Testimonial•National ads
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Try Instragram video: •:15 max•13 filters•Edit capabilities during filming
Virtual Walk-Through
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6: No Schedule
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InsideSales.com response audit results:
• Average company:• Takes 44 hours for follow-up
• 1.5 call back attempts
• 55% never called/emailed
• Best practice: 6-9 call back attempts
7: No Follow-up
Source: Insidesales.com/responseaudit
Once again, track and measure
Track & Measure
• Pull up the closest neighbors on the street
• Provides contact information for direct mail
and telemarketing campaigns
• Have snapshot of 75 closest neighbors
Bird’s Eye View
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• “If your goal is to do 3-4 transactions per year, you don’t have to prospect, you don’t have to be a salesperson and you don’t have to have good skills and techniques. You simply have to be in the right place at the right time a few times a year to do a few deals. However, is that what you really want from this business?” - Mike Ferry
Increase Listing Production
• Customer Service:1-800-283-2855
Jump Start Your Sales
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