7 Deadly Real Estate Prospecting Sins
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Transcript of 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2: Outdated List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
Jump Start Your Sales
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