Fast Start. Prospecting for Business and Open Houses. Fast Start

Transcription

1 Prospecting for Business and Open Houses Fast Start

2 Conversational Prospecting The Seven Second Presentation Will you do me a favor? I d like you to keep my card, and when you meet someone interested in buying or selling a house anywhere, please ask them to call me. Thank you. Fast Start

3 OR Hi, my name is. I m with. I was wondering, would you do me a favor? I d like you to keep my card, and when you meet someone interested in buying or selling real estate anywhere, please ask them to call me. By the way, what is it you do? I meet people everyday and would be happy to pass on your card if you have one. Thank You.

4 Incoming Calls Telephone is an important part of our business Respond quickly Be friendly Be professional Take a genuine interest in the Caller s needs

5 Floor time guidelines Know as much of the office inventory as possible Arrive at least fifteen minutes early Dress professionally Walk-ins possible Have a clean, ready car Be familiar with any ads running at the time

6 Floor time guidelines Know your CB Mortgage toll free number Have your desk space ready Know your calendar for the next few days Use time between calls for business related work and short projects not outgoing calls

7 Incoming Calls Be prepared (know inventory, ads, preview properties) Answer questions directly, then ask an evaluative question Remember: they called you. It s their agenda that s important Use questions on the patterned interview

8 The Patterned Interview What type of home are you looking for? How soon do you need to find a home? How long have you been looking? Why are you moving? What price range do you have in mind? Are you working with an agent? What area are you interested in? What other homes would you like information about? How many in your household? What features? Is your current home on the market? How soon would you like to look?

9 Incoming Calls Ad Calls Sign Calls What they want the most is the address What questions would you have? What they want the most is the price What s the biggest difference of ad and sign calls?

10 What are my Goals on the phone? 1. To represent my office and company in a professional manner 2. To meet the caller s immediate needs 3. To build rapport and trust with the caller 4. To schedule an appointment for that day or later in the week

11 Let s Practice 1. Sign Call 2. Internet Call 3. Ad Call

12 Farming Expectations Select a territory The official rules Frequency (have a plan) Dropping vs. knocking (do both!)

13 Expectations Don t expect much for the first six months Understand that it takes a while for people to get to know you Be consistent. Consistency is everything in Farming Keep the frequency to 21 days to a month

14 Select a territory Check with your Manager about office Farming guidelines and procedures homes Find the turnover rate (see number of sold homes). Accept no farm under 10-15% Look for Realtor domination. No one Realtor should have more than a 30% market share You should be completely comfortable there

15 How to Calculate your Farm Turn Over Rate # of SALES # of HOMES = Turn Over Rate % Find # of homes on public records We are looking for 10-15% turnover

16 Your plan Calling is next to impossible without a list ing without a list is next to impossible Mailing is very expensive Your best bets for the money are Door Hanging/Dropping Door Knocking Give them Value stuff about THEM Neighborhood information is best Statistics about the neighborhood and the general area

17 The Dynamic Dozen Rules Don t always talk real estate Have something to give Be brief, friendly! Be visible (times) Know listed homes Stay off lawns Door etiquette Introduce yourself Compliment people Take notes Dress professionally Don t hand out so many comps that it diminishes your value!

18 Zone Farming Zone Farming is farming around a listing or sale People in the neighborhood are always interested in new listings and open houses SO, that allows you to GET OUT AND PROSPECT! NAR says that for every listing there will be another within ¼ mile in 9 days Be the neighborhood expert Do 20, 50, 100, or more!

19 Zone Farming examples: Just Listed Open House Invitation Under Contract Just Sold Follow-up Or a series of these five

20 Let s Practice Zone Farming Knock on your neighbor s door and tell them about your new listing at 123 Elm Street. It s the Smith s house and it s priced at $349,900.

21 Open Houses Three reasons to hold an Open House: To promote the property To find Buyers To find Sellers Key advantage of an open house.. They Come To You!

22 Incredible Open Houses What To Do Before, During and After Your Incredible Open House Fast Start

23 So, you re gonna have an open house, are ya? Location, Location, Location Sign Power Yours or someone else s Which day? What time?

24 Signs, signs; everywhere signs More signs = more people NAR: 87% signage to find you Beg, borrow, buy, intelligently acquire Your name on close in areas Know city rules.

25 Before (4-5 days) Submit your ad for the newspaper Won t get you many attendees, but Sellers will love it 4 Ways To Buy Create a Brochure YOUR name and contact info.

26 Before (4-5 days) Check out the neighborhood for zone farming (tell 20) Mail invitations Door knock Door drop Check out target neighborhoods An Open Sunday sign rider Map out sign placement.

27 Before (2-3 days) Finalize Handouts, Flyers, Buypack, Sign In Register Seller Preparation call Clean & prepare signs Check weather forecast. Invite/Notify the neighbors Compile & print information E-neighborhoods MLS book Stage the open house.

28 The Big Day Notify someone as to your whereabouts Pack car Set far away signs first Go to house Follow open house checklist (don t clean) Set your table.

29 The Big Day Set The Table The Essentials???? Chair(s) Sign-in? Brochure? Business Cards Personal brochure How I Work. Your computer

30 The Big Day What would I use my computer for? MLS access Real Fast access Home slide show Neighborhood slide show Buyer Presentations.

31 Buyer Presentation

32 The Big Day Your Special Info They get this stuff if they re worthy! Buyers package E-Neighborhood report MLS information A contract Agency information Lender information

33 The Big Day Final house Walk Through Lights Hide valuables Music? Food? Entry way? Business place

34 The Big Day Set close in signs The 1=1 rule Attract attention to the open house Pennants Banners Balloons Pre-registered guest Silence Cell Phone Open the House.

35 Four Main Goals 1. Sell the house you re in 2. Make appointment for next week 3. Go for the listing 4. Sell a house in the same neighborhood today.

36 1. Sell the house you re in Recognize the buying signs Program CB Mortgage phone number in cell phone Have a contract ready.

37 2. Make appointment for next week What do you like or dislike? Is this what you want? What else do you want? What else? Is there anything else? Given what you just said, I have several homes in mind When do you want to see them?

38 Let s Practice With your partner, use this dialogue to establish an appointment for next week.

39 3. Go for the listing Dialogue Where do you live now? Is your house on the market? Describe your house? I d love to see it. When can I stop by?

40 4. Sell a house in the same neighborhood today What brought you to this area today? Have you seen other houses in this neighborhood? Plan possible showing time after your open house Know what s out there.

41 Let s Practice Your partner LOVES this neighborhood but they re not that crazy about the home you re having open. Get them to see something else.

42 Opening Dialogues First, be happy! Welcome! What a great day to be out and about Well, how many have you seen today? Thanks for coming by. It s great to meet you. By the way, My name is.

43 Let s Practice Grab a partner and practice your Open House greeting.

44 Qualify, but How? Motivation WHY are you moving? Urgency WHEN or how soon will that be? Financial Will you be paying cash or have you arranged financing? Commitment Are you working with another agent?.

45 Two Other Questions 1. If we found the right home today, what are you going to do about it? 2. Do you have a home to sell? 3. How long have you been looking? Opens the door to a whole conversation Seen anything you like? YES - Tell me about it Why didn t you do anything? NO What is it that you re unable to find?

46 Let s Practice Use the how long have you been looking question and continue the conversation as long as you can.

47 Be the Expert Know Your Area Know Your Statistics Know the Neighborhood Know the Competition.

48 Closing Shop Clean up after yourself Remove closest signs Secure the house Compile to-do s Leave a handwritten note to the Seller Gather other signs. Begin follow-up Contact Listing agent

49 Checklist Create a patterned interview for incoming calls Create an Open House checklist, making it as complex as possible yet also effective Begin looking for an Open House for one of the next two weekends If you re contemplating a farm, begin the planning process by talking to your Manager

50 QUESTIONS?