Post on 09-May-2015
description
• Powerful, easy to use tool
• Just Listed/Just Sold search
• Virtually prospect from your desk
• Approach & offer
• Questions
Session FrameworkHousing Snapshot
• Reach out to neighbors of your just
listed/just solds
• Scripting ideas
• Direct Mail Examples
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 real estate agents
Then and Now
Features:• Webinars• Articles• Buddy’s
Blog• Resources
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• Built a relationship
• Receptive to your message
• Motivated
• Considering a move themselves
Captivate Neighbors
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• Find out who the Neighbors are.
– How long have they lived there?
– What’s their age?
– What did they purchase their home for?
– Additional household details.
Do Your Homework
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Neighborhood Search
• Google Maps™ technology
• Accurate information
• Easy to use
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How’s your mindset?
– Defeatist?
– Optimistic?
– Service orientated?
“Level of service you offer is in direct
correlation to your income.” ~ Mike Ferry
Fine-Tune the Approach
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Introduction:
• Stress local, value and service
• Confidence
• Educate on current market and home values
• Ask socially acceptable questions you already
know the answers to!
Hello…
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"I started using Cole Realty Resource a
year ago and have been able to increase
my contacts daily. Before using the
program, I was unable to get accurate
numbers from another auto dialer
company. That changed with Cole Realty
Resource. It is the best source for calling
just listed and just solds!"
Cole Works
Vicky Blair-Martin, Coldwell
Banker Algerio Q-Team Realty
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"I started using Cole (Realty Resource) last year… I have listed
and sold four homes so far using this system… (The product is)
easy to use and well worth the investment. I had the same
service provided by my triple-dialer program, but the accuracy
of the numbers from Cole’s won, hands down!"
Cole Works
Bill Dallas,
Prudential Tropical Realty
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Hi (neighbor’s first & last name.) I just listed/sold (name)’s
property. I noticed your house is (direction) from his. I just wanted
to call & let you know that I sold it for (percentage) of the asking
price in (number of days/weeks). Isn’t that great? (pause) Did you
know record low inventory on existing homes makes now a great
time to make a move yourself. Have you thought about making a
move in the next couple of months? (Pause) Let me ask
you….where are you from originally? How long have you lived
here? What’s your timeframe for moving back?
The Approach & Offer
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• Referral: “I’m calling because your Neighbor just listed their home and asked me to personally call and introduce myself and see if you knew of anyone who was looking to buy in this neighborhood….”
• Convenience: ”Since I’ll be in your neighborhood every day for the next few weeks until this house sells, would you like me to stop by and discuss the current market conditions?”
• Current Market: “Whatever your neighbors home lists for and sells for directly impacts the value of your home. I gave an oath to your neighbor that I would call everyone in the subdivision and let them know about their open house. And if you were my client, I would do the same exact thing….”
The Approach & Offer
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• Ask for an appointment
– Give times in your schedule in the next week.
• Ask for contact info– Provide neighborhood home sales updates
– Industry news
– Decorating and season/decorating information
– Stay top of mind
Make the Ask!
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Once again, track and measure
Track & Measure
Real Estate Listing Form To be used with Cole Realty Resource. Address/Neighborhood of Listed Propertywww.colerealtyresource.com
Listing secured by:
Date of Contact Name Address Phone
Future Prospect Moving to: Referral
# of bedrooms Summary/special features
800-800-3271