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3 Tactics to Gain Sellers

When For Sale Homes are Scarce

Preferred Vendor for McLean International

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• Tyler Steenken• Enterprise Sales• ColeRealtyResource.com

• Lora Ullerich• Digital Media Specialist• 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

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How many hours a day should an agent be prospecting?

“I think it’s less about time and more about strategy. Most important prospecting calls are to

your past clients and sphere of influence; if you can call them at least once a quarter, that’s

ideal. So if you have 500 in that core group, I’ll take 10 weeks (50 a week, over 5 work days in

a week, that’s 10 a day). The next part of the strategy is based on many deals I want to close,

where are they going to come from, beyond my sphere? Geographic farm? Expireds?

Internet Leads? How many from each? Then how many calls will generate me those sales?

Always beginning with the end in mind, developing a plan for each “silo” of business, then

evaluating regularly to figure out what’s working, what isn’t, and how long to change it.”

- Amy Stoehr, Executive Coach

McLean International

Increase Listing Production

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The Importance of Farming (OWNING) a Specific Neighborhood?

“Again, this depends on your strategy. If you want to close 60 transactions a year, and just

calling and mailing your database can do that for you, then it’s not important. For most

people, it’s a balanced strategy of repeat/referral with the NEW business to hit goals, and for

the vast majority it makes sense to geographic farm. If that’s the case, then OWN that

neighborhood. Don’t mess around. Do your homework to make sure someone else isn’t

already owning it. You can spend a fortune trying to take a little market share from someone

who’s dominating. Or, you can find an area not dominated, and build your plan to own it

over the next two years.”

- Amy Stoehr, Executive Coach

McLean International

Increase Listing Production

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Top Agents suggest their leads come from:

• Past Clients /Center of Influence

• Expireds

• FSBO’s

• Just Listed/Just Sold

Increase Listing Production

Reach out to neighbors through the power of:

• Just Listed / Just Solds campaigns

• Geographic Farming

• We Have Buyers campaigns

For Agents…

Powerful, easy to use tool

Just Listed/Just Sold search

Virtually prospect from your desk

Approach & offer

Questions

Session FrameworkJust Listed/Just SoldWhy Timing is Critical?

• 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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“The possibilities of having new business by contacting people who don’t know you yet, that’s the power of Cole.”

Kristi Soligo

Reece & Nichols, Kansas City

Just Listed/Under Transaction/Just Sold

Just Listed Just Sold

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• Powerful, easy to use tool

• Just Listed/Just Sold search

• Virtually prospect from your desk

• Approach & offer

• Questions

Session FrameworkGeographic Farming

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Which neighborhood to pick?– Close to recent transactions and spheres of influence?

The area YOU live in? Where your kids go to school?

The neighborhood where your church is located? Near

a place you volunteer at?

Start with one neighborhood…then two…then

eventually perhaps a zip code?

Farming - Build Your Brand

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Neighborhood Farming

• Google Maps™ technology

• Accurate information

• Easy to use

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“Most people want to cast a really wide net but the reality

is that you want to cast a really small narrow net. And be the

one main thing for everybody within that net and community.

And Cole allows you to be able to gather that information and

like an arrow, pinpoint who it is exactly that you want to go

after. And engage them in meaningful conversations that are

relevant to them and their community. Then grow in concentric

circles from there. So once you own one neighborhood then you

can move onto the next….”

Rob Chevez, Keller Williams, VA110 transactions in 2013

Geographic Farming

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• How do you become the real estate agent of choice in a particular neighborhood or market? Rob Chevez uses Cole Realty Resource to identify target prospects and implement the ZONE method of marketing. Since 2007, Chevez has been an active real estate investor with Keller Williams Realty. So active, he closed 110 deals in 2013 alone.

• Zone stands for:

– Zero in on your target market. (pick your area or niche)

– Own the mindshare of that market. (through telephone calls, door knocking, direct mail, advertising, email, etc.)

– Network with people of influence in your target market. (attorneys, accountants, HOA board of directors, pastors, business owners, etc.)

– Engage the community in service. (make sure you give back to your community)

Farming

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Shortage of existing houses is critical to your success!

• It provides context to your prospecting call.

• May get interest and leads in other neighborhoods.

• Provides future follow-up opportunities.

• Do NOT ask if they are looking to sell. Ask if they know of

anyone? If they are, it will come up in conversation.

We Have Buyers!

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“ Once I do door knock, I have the opportunity to have a conversation and the next thing you know, a cousin or niece is looking to find a home. More opportunity for business and even though I may not have as many contacts when I door knock, I do get more results than when I'm calling.”

Maria Cooksley, NP Dodge, Omaha

We have Buyers!

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The Importance of Keeping a Schedule?

“Paramount to long-term, major league success. Otherwise, this business will RUN you.

Smart agents with business mindsets set their own boundaries and teach their market how

business is meant to be done. Weaker agents let their clients dictate their schedules and as a

result burnt out and have no life.”

- Amy Stoehr, Executive Coach

McLean International

Keep a Schedule…

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“I started using Cole last year for Just Listed &

Sold calls. When my coach suggested I move

my prospecting up to a higher price point, I

used Cole to target the neighborhoods…I have

listed and sold four homes so far using this

system, two were double-sided. (The product

is) easy to use and well worth the

investment…”

Cole Works

Bill Dallas,

Prudential Tropical Realty

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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 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

• Mention McLean International for 30% discount:

• $39.95/Mo. or $395/Yr.

• Get Mobile APP free with purchase if you buy before

August 1st

• 800-800-3271

Jump Start Your Sales

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