C. Buyer lead generation online IDX integration vs. MLS, automatic updates, accessibility

Transcription

1 Lead Generation I. Internet ideas to help your Rainmaker generate more business A. /Video B. Blogging/personal website C. Buyer lead generation online IDX integration vs. MLS, automatic updates, accessibility D. Social media Facebook, LinkedIn II. Sphere of Influence Referrals A. How do you build? B. C. D. E. Where do you get your connections from? Introductory letter Monthly e-newsletter (see next page), letters, events, Just Sold postcards Quarterly touch program RECONNECTING WITH PAST CLIENTS I was showing/sold a property in your neighborhood today and thought of you and wanted to see how you and your family are doing. Is this an OK time for you? (Proceed with FORD dialogue: Family, Occupation, Recreation, Dreams) Ideas for conversation.update them on the changing market, give statistics for their area if positive, get address for newsletter, ask for a referral. It s been wonderful talking with you and getting caught up. If you need anything please don t hesitate to call me. (Make notes in your database so the next time you call you can refer back to your previous conversation) "Hi Amy! This is Charity Crosby. I was wondering if you could help me with something? I'm committed to helping 50 people get into new homes this year. If you hear of someone looking to purchase a home will you give me a call?" Then the rest of the call is seeing how they re doing and recording notes in my database for my next call to them. It s pretty simple but effective. I then follow it up with a personal note card thanking them for keeping me in mind. 57

2 Monthly e-newsletter Sample: 58

3 Monthly e-newsletter Sample, continued 59

4 III. Buyer Prospecting: A. FSBO s FSBO s Hi, this is Charity Crosby and I m a Home Buyer Specialist with The Crosby & Frey Team at Keller Williams. I see that you have a home for sale in the area of Eugene. I have a Buyer looking in that area and would like to get some additional information from you. (Sellers love to talk about their home. Ask questions and listen, respond accordingly) At a lull, ask Wow, you re home sounds amazing, can I ask why you re selling? (If still needing to purchase in the area, this is a perfect time to go into what you do.buyer Representation AND get them on your automated home search program and drip campaigns. If buying out of the area ask about referring them to an Agent in the area they re moving to) I see you re priced at. If I brought you an acceptable offer would you be willing to pay ½ the normal commission amount to a Buyer s Agent? [Yes.] Great! If you don t mind I d like to let our other Buyers Agents know about your home. They may also have someone in mind. Would that be OK? B. Expireds STEP ONE {Day One}: CALL LIVE: Mr./Ms. Seller, this is {Agent Name} from {Company}, and I notice it s been [three] months since your property went off market; I am curious to know what your plans were if you did get your home sold? {response} (Optional additional script; targets D personalities) Reason being, in today s market, it s more important than ever to have an agent representing your needs as a buyer. Think of it this way: If you were on trial for murder, would you let the prosecuting attorney represent you? {response} Of course not; you d hire the best defense attorney to represent your best interests, right? (If you lease properties, another script): Have you considered the possibility of leasing it to get you on your way? VOICE MAIL: Hi Mr./Ms. Seller, this is {Agent Name} from {Company}, and I notice it s been [three] months since your property went off market. I am curious to know what your plans were if you did get your home sold, and would love to visit with you about that. Please call me at [number], and, if I don t hear from you in the next couple of days, I ll give you a call back. STEP TWO {Day One}: follow with handwritten note Mr./Ms. Seller, [thank you for your time on the phone/i left you a message today]. I m here to help please call on me with any and all real estate questions. I want to arm you with everything you need to make decisions you can feel confident about. STEP THREE {Day Four}: call back in three days if they don t call you next discussion is about buyer representation; if you don t get them again, leave another voice mail: Hi, Mr./Ms. Seller, it s {Agent Name} again, and I m following up to find out if you still plan to move. I m going to go ahead and drop some information about buyer representation in the mail to you; please call me so I can share with you all the things I can be doing to support you right now. Again my number is [number] and I m here to help. STEP FOUR {Day Four}: Mail intro letter and piece on benefits of buyer representation 60

5 STEP FIVE {Day Ten}: Call to follow up on piece mailed; if you don t get them again, leave another voice mail: Hi, Mr./Ms. Seller, it s me again, {Agent Name} from {Company}, and I m following up to find out if you still plan to move. Perhaps you ve got questions about whether you can still get your home sold. Let me share with you what the comparables are showing based on the market today, so you can make an informed decision about what you want to do. Again my number is [number] and I m here to help. STEP SIX {Day Ten}: Mail general comparables without naming a specific price; include handwritten note STEP SEVEN {Day Seventeen}: Call again; discuss comps. If you need to leave another voice mail: Mr./Ms. Seller, it s me again, Agent Name} from {Company}, and I m checking to see what questions you have about the comparables I sent and whether you can still get your home sold. Again my number is [number] and I m here to help. STEP EIGHT {Day Seventeen}: Handwritten note to wish them only the best and let them know you re always going to be here when they re ready. C. ecampaignpro templates for prospecting to agents in other markets (do you have a feeder market?) D. Call around Just Listeds [Anthony]: Who doesn t want to pick their own neighbors?! E. Call past buyer call-ins from last quarter or last year: Hi, you called our office once requesting information on a home for sale. I wanted to follow up with you and see if you bought a home or if we could still be of any service? F. Craigslist Ads [Charity] A must see! For more details call FOR A DETAILED LIST OF ALL HOMES FOR SALE THAT MEET YOUR SEARCH CRITERIA LOG ON TO: KNOW ABOUT NEW HOMES HITTING THE MARKET EVEN BEFORE THE AGENTS DO! Offered by Charity Crosby The Crosby & Frey Team Keller Williams Realty 61

6 IV. Sign calls A. Use call-in forms B. Dialogues OFFICE CALLS Qualify then make the appointment! It s easier to build rapport if you are face to face. Oh, that s a great one! Everyone s calling on it. Who am I speaking to? (Tell them you re pulling up the information and make conversation while doing so) This home is located in the area. Are you looking to purchase in that area? Are you looking in any other areas of town? Are you wanting to get out of a rental of just in need of a change? Have you purchased a home before? Do you have to sell an existing home before purchasing your next? How did you find out about this home? What Mortgage Broker are you pre-approved through? (If no one, ask permission to have your lender call them) How long have you been looking? Have you seen anything else you liked? Are you obligated to another Agent? When would be a good time for you to preview this property? If they are not interested in previewing the property [Name], I m a Home Buyer Specialist and I devote 100% of my time to my buyer clients giving them full representation. I would love to sit down with you and discuss what I can do to help you with purchasing your new home. Are mornings or afternoons better for you? If you can t make that initial appointment immediately. I understand you may not be ready to go right now, so what I can do is sign you up for my automated home search program. This program connects into our Multiple Listing Service daily and s you all properties matching your specific criteria. These properties are listed with all Agents and Companies in our area. This way you can watch the market and then contact me if you see something that interests you. What address would you like me to the lists to? 62

7 V. Other Possibilities: Lender Prospecting 63

8 V. Other Possibilities 64