making contact
DESCRIPTION
Making Contact. Objectives . To Understand the Correlation Between Activities and Success. Explore The Advantages of Different Prospecting Methods. Learn The Benefits of Becoming a Listing Agent. Recognize the importance of variety and balance in your methods of real estate prospecting. - PowerPoint PPT PresentationTRANSCRIPT
Making Contact
Objectives
• To Understand the Correlation Between Activities and Success.
• Explore The Advantages of Different Prospecting Methods.
• Learn The Benefits of Becoming a Listing Agent.• Recognize the importance of variety and
balance in your methods of real estate prospecting.
Activity PowerActivity = Sales
• Contact Sphere of Influence Regularly • FSBO Contacts• Expired Listing Contacts• Giving DOORS Presentations• Activity Calls On New Listings/Sales• Open House Pre-contacts• Holding Open Houses • Open House follow up• Farming activities (mailing, follow up calls, face
to face)• Attend Sales Meetings
5000 Contacts Per Year
500 Leads Per Year
100 Appointments
20 Sales Per Year
$50,000 Income Per Year
From ONEBasic Activity
Why Listings?Benefits of Becoming A Listing Agent
ExposureExposureControl/TimeControl/Time
AwardsAwardsIncomeIncome
60/40 Rule
Questions• Why do so many new Associates become
“buyer specialists” instead of listing agents?
• Who can make more commissions sitting on the beach, a listing agent or selling agent?
Building A Client BaseA client base is made of A client base is made of
customers customers past, present and future.past, present and future.
Building a client base involves these components:
1. Building name recognition and reputation as a Weichert® “Neighborhood Specialist.
2. Working a sound business plan that includes daily prospecting, weekend Open Houses, and reinvesting some of your commissions.
3. Thrilling every customer with whom you come in contact.
4. Having a system for routinely staying in contact with your customers and clients.
Building Name RecognitionWays to market yourself
Business Cards (photo)Name BadgeCar SignsPersonal BrochuresInternet PresenceNewspaper and other print mediaDirect MailPublic Relations
Building Name RecognitionCommunity Networking
Become involved in organizations such as…
Rotary Club, Kiwanis, Exchange Club, etc.PTA
Building Name RecognitionCommunity Networking
Be a sponsor of community events such as….
Little League BaseballCommunity Festivals
ProspectingActive vs. Passive
Passive
Active
Something or someone else generates the lead.
You directly generate the lead.
ProspectingActive vs. Passive
Bottom Line On Active VS Passive Prospecting
Passive methods can be effective and an important part of an overall plan.
But relying too much on these methods is hazardous to the health of your career!
Most of your efforts should be focused on sellers.
It’s the best way to prospect for buyers!
Prospecting
Face to Face
Telephone
Snail Mail
Prospecting Methods
ProspectingMethods
Uses all of the senses
Allows for two-way communication
Can write a contract
When canvassing – Time inefficient
Bad time for customer
Makes a more lasting impression
Others?
ProspectingMethods
Time efficient – Many contacts in short amount of time
Weather not an issue – Can do itMost any time
Allows for two-way communication
Voice has to carry the entire message
“telemarketer” stigma
Others?
ProspectingMethods
Others?
costTime efficient – Many contacts in short amount of timePotentially long shelf life File 13
Can communicate much information
ProspectingMethods
Others?
Time efficient – Many contacts in short amount of time
Convenient for (and desired by) customer
Allows for two-way communication
Spam
Easy to disregard
Address lists difficult to build
Task Assignments
• Meet with Mentor.• Contact 10 people you know• Plan First Open House (assist)• Complete “Results & Activities” sheet