Download - 7 Deadly Real Estate Prospecting Sins

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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2: Outdated List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

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