| Hey all, Any good sales prospecting starts by knowing the buying cycle. Then you must have an approach that meets the customer right where they are. Follow that up with a plan to regularly nurture and contact your leads and the commission dollars will soon follow. Except when they don't. Sometimes we make a great contact with a lead and are diligent to follow-up with them regularly, but we still don't get the business. Part of this is the nature of real estate prospecting. There are two components to ANY sales prospecting. 1) Numbers The other part is the inherent messiness in human relationships. We aren't always clear with each other. There is a low pressure approach that cuts through the communication messiness and works to set a showing appointment almost every time. Let me set the stage. You have been following up with a customer regularly for 6-12 weeks and they are showing all the signs of someone beginning to move into phase 2 of the buying cycle. You are getting along great with the customer and beginning to get excited that this is the closing you were waiting for. The problem is they aren't making any overtures to hire you as an agent or to allow you to help them find a home yet. And you don't want to be the first one to make a move for fear of scaring them off by being too forward and coming across as "salesy". We use a script that is no pressure and still shifts their idea of us from customer service rep to real estate agent. You can personalize and print this script (and others) at RECallScripts.com. Hey [Customer Name], this is [Name]. I was thinking of you the other day and I ran across perhaps the perfect home for you. It has X and Y features and I think you are gonna love it. Anyways, if you want to check it out online, I can send you the address and MLS. Or if you want to see the inside, I can help with that as well. Really lay it on thick. You have such a tight relationship that you think of them all the time (nevermind the fact that you are busy and thought of them because they came up in your CRM to followup). You just ran across the perfect home for them (ran across it in the MLS 5 minutes before you called). And you want to offer to show them the inside. If they say no, then you keep on following up until they are ready. More often, they respond with something like "Sure. We don't have anything going on Saturday. Let's go take a look." This approach works because it offers them agent services while also still remaining neutral and not jeopardizing your relationship. Once you start showing them property, it's hard to mess up. Tomorrow, we are going to introduce a key component in our followup that allows you to personally follow-up with hundreds of leads in just a few minutes. And no, it's not lame email drip campaigns. Of course it's included in our Pipeline Pro Tools System. If you want to get a jump-start, check to see if we have availability in your market. All the best, Levi Jones PS. This type of follow-up only works if you have the right tools and training to generate a steady supply of leads. Our agents generate 2-3 leads per day without spending extra on advertising. Check to see if we have availability in your market. If we do, you can get started at as little as $99 per month. No contracts. No setup fees. Really.
Guerilla Realty |
Wednesday, February 21, 2018
Turn Warm Leads into Showings
Schedule more showings
| Hey all, It's not really as complicated as we make it. The messy timeline and low success rate inherent in real estate result in a lot of confusion and self-doubt. "Am I doing it right? I can't be." Don't give up. Get a plan, stay consistent, and keep moving forward. My brother and I are no longer very active in real estate (we build tools full time now), but at the height of our team we listed 114 properties in one year and did $1M+ in gross commissions. We attribute 100% of those results to one basic prospecting formula. Here it is: *** Get there first + stick around + add occasional nugget of value + gentle nudge to schedule a showing = $$$ *** That's all you need to do. You don't need to change up your game plan every three months. You don't need to build the perfect funnel or email drip campaign. Just use that one formula for every. single. lead. If you do you'll close a high percentage of them. If you want to get to the lead first and not share your leads with other agents, then you need Pipeline Pro Tools. This is our flagship product. It's inexpensive (comparatively), it's easy to use, and it just friggin works. Never gotten better lead gen results in my life than PPT + free classified ads. I get 70+ leads per month and I'm coasting on autopilot. I can turn up the volume at any point. Most importantly I get there first. My brother Levi has been sharing our exact prospecting scripts all week. You can get them all for free at our free tool recallscripts.com. (You'll also find other types of scripts from other top coaches in the industry and it's all free.) Use Levi's scripts to both stick around and add nuggets of value. The final segment of the formula is the "gentle nudge" to schedule a showing. For many agents, this is where they blow it. Sticking around is easy. Adding value? It's your middle name. The problem is most of us aren't born closers. But the gentle nudge doesn't have to be difficult. Levi showed one way to do it yesterday. His method is deadly effective, but it's also time intensive. Today I'm going to show you how to fully automate the "gentle nudge" to save you hundreds of phone calls per month. This is not a replacement for the nudge Levi showed you yesterday. This is just how we automate the process AFTER that call (if the first call fails to result in a showing). All you need is robocall software. There are plenty of services out there to choose from. But it comes included with our flagship product Pipeline Pro Tools. The plus is you get unlimited calls and we designed it for agents so it has do-not-call protections built in. Anyway, once you have robocall software, here's how to deliver a gentle nudge that actually works. I know what you're thinking. Robocall? I friggin hate those things. But that's just because the robocalls you get are from politicians asking for money or reminding you to buy healthcare. What if you got a robocall with alert of something you actually WANTED to know about. That's the idea with this strategy. Here's how it works. Imagine an agent in your office takes a brand new listing. The home is now on the market... but there's a precious window of opportunity -- typically 24-48 hrs -- before the property details and photos go live in the MLS. You have a jumpstart on this property and therefore so do your customers. *** Hi, this is Chris with FavoriteAgent... I know, I know... everybody hates robocalls. But I have to get this out quickly and I have over 200 active customers to call. *** Once I'm happy with my recording, I press "go" and my robocaller happily calls through all 200+ leads. And it actually calls from MY mobile number so if someone needs to call me back they can. I know that I could never personally call over 200 leads to deliver this gentle nudge. But with my robocaller tool and the simple Listing Alert strategy I can do it about once a month. And every time... I get a handful of showings. How simple is that? This email is already pretty lengthy so I'll leave it at that for today. One more follow up strategy coming soon. If you've been thinking about Pipeline Pro Tools just pull the trigger already. Guerilla Realty |
Tuesday, February 20, 2018
What to say after the first call
| Hey all, If you are following my approach to a first call with your leads, you have had a great first contact with your lead and you have
Now it may seem that you are "in" with the customer at this point, but bringing a customer from phase 1 into phase 2 is an art unto itself. Let's return to the story of buying a winter coat that we talked about in our training on the real estate buying cycle. Imagine walking into a store to buy a winter coat. The sales clerk approaches you and asks "Can I help you with anything today?". You reply "No thanks, I am just looking." Then you start to gather information, looking around the store and different styles and prices. Eventually you found the perfect jacket, but can't find the right size on the floor. You look around for that nice sales clerk who introduced themself to you when you walked in. Unfortunately, they are nowhere to be found so you grab the next nearest sales clerk and ask them to help you. Perfect! They found your size and begin to ring you up. That's a great scenario for the customer. For the initial sales clerk, not so much. They missed out on a sale that was theirs for the taking. Customer loyalty only extends so far In real estate we often make the same mistake as the initial sales clerk. We make a great connection with the customer and really provide value through our site. Then, we are nowhere to be found when the customer begins the home search process some weeks later all while expressing shock and anger when you check back in finding the customer to be working with your competitor. What happened? Remember that 74% of buyers and 76% of sellers ultimately work with the first agent they come into contact with. For us to rely on those statistics, we have to make a great first contact and then "be around" when the customer moves into phase 2. This is where good phone follow-up comes in. The average online customer is in phase 1 of the buying cycle and is between 3-6 months out from closing. That customer needs at least 2 touches per week. If you set them up for the automated search emails, that can count as 1 of your touches. So you will also need another phone touch each week. If good follow-up is akin to being a sales clerk within arm's reach of a customer, then you don't have to gradually increase the pressure on these calls. In fact, I only have 2 rules for my follow-up calls.
You will have quite a bit of freedom within that framework, but I will share some common follow-up ideas that we use. You can find our customizable follow-up scripts at RECallScripts.com. Week 1 Hi this is [Name] with [Company]. We spoke last week and I set you up to receive listings via email and I just wanted to check in and make sure you were getting those emails. Yes. Great. Well, if you need anything else, feel free to call me. Thanks. Week 2 Hi this is [Name]. I know you have been getting homes sent to you for a couple of weeks now and I just wanted to make sure we weren't wasting your time. Are we in the ballpark? Do we need to make any tweaks? The customer has now had a few weeks to review the homes on the market and see what is outther. They will often reply with something like "Well, actually we don't want to live in X neighborhood. Can you remove those homes?" Sure thing. Let us know if we can help with anything else. Week 3 Hi this is [Name]. How'd those changes we made last week work out? Are we getting closer? Any other tweaks I can make? Again, we are using the automated search as the basis for our followup. They will usually say "Sure. We actually want to expand our budget a bit. Can we open that up a little?" Perfect. No problem. I will go ahead and make the changes for you. Week 4 Hey, I just finished updating our market stats on my website and it looks like the price range you are looking at appreciated ___% in this market. Anyways, I thought you might be interested and I was wondering if you wouldn't mind me shooting you the stats via email? More information. Use this opportunity to connect with the customer. They always say "Ok. Go ahead and send it." No problem. It's on its way. Have a great day. Week 5 Hi. This is [Name]. I know we have been talking for a while and it occurred to me that you may not have seen the mortgage calculator on my site. It's a great way to get some initial parameters for what you can afford. Have you tried it out yet? Time to talk financing while still framing it as helping them with more information. They usually say "No" Well, let me go ahead and shoot you an email with a direct link. While I'm at it, I can actually do you one better. I have a partnership with a local mortgage broker and I can send you his website. You can actually get pre-qualified there and then know exactly what you can afford. Sure. That sounds ok. Awesome. I'll go ahead and shoot it over to you. Let me know if you have any questions. By now you are beginning to get the idea and you can plug in any great information in your follow-up exchanges. The primary goal is to use the information as the reason to connect with the customer on a personal level, not to disseminate the information by itself. Often this type of follow-up transitions naturally into an agent relationship over time. Other times, you may have to force the issue as the customer moves along in the buying cycle. We will cover a simple technique that works every time to do just that in tomorrow's email. Stay tuned. All the best, Levi Jones
PS. This type of follow-up only works if you have the right tools and training to generate a steady supply of leads. Our agents generate 2-3 leads per day without spending extra on advertising. Check to see if we have availability in your market. If we do, you can get started at as little as $99 per month. No contracts. No setup fees. Really. Guerilla Realty |
The one trick to turning leads to appointments
| Hey all, Any good sales prospecting starts by knowing the buying cycle. Then you must have an approach that meets the customer right where they are. Follow that up with a plan to regularly nurture and contact your leads and the commission dollars will soon follow. Except when they don't. Sometimes we make a great contact with a lead and are diligent to follow-up with them regularly, but we still don't get the business. Part of this is the nature of real estate prospecting. There are two components to ANY sales prospecting. 1) Numbers The other part is the inherent messiness in human relationships. We aren't always clear with each other. There is a low pressure approach that cuts through the communication messiness and works to set a showing appointment almost every time. Let me set the stage. You have been following up with a customer regularly for 6-12 weeks and they are showing all the signs of someone beginning to move into phase 2 of the buying cycle. You are getting along great with the customer and beginning to get excited that this is the closing you were waiting for. The problem is they aren't making any overtures to hire you as an agent or to allow you to help them find a home yet. And you don't want to be the first one to make a move for fear of scaring them off by being too forward and coming across as "salesy". We use a script that is no pressure and still shifts their idea of us from customer service rep to real estate agent. You can personalize and print this script (and others) at RECallScripts.com. Hey [Customer Name], this is [Name]. I was thinking of you the other day and I ran across perhaps the perfect home for you. It has X and Y features and I think you are gonna love it. Anyways, if you want to check it out online, I can send you the address and MLS. Or if you want to see the inside, I can help with that as well. Really lay it on thick. You have such a tight relationship that you think of them all the time (nevermind the fact that you are busy and thought of them because they came up in your CRM to followup). You just ran across the perfect home for them (ran across it in the MLS 5 minutes before you called). And you want to offer to show them the inside. If they say no, then you keep on following up until they are ready. More often, they respond with something like "Sure. We don't have anything going on Saturday. Let's go take a look." This approach works because it offers them agent services while also still remaining neutral and not jeopardizing your relationship. Once you start showing them property, it's hard to mess up. Tomorrow, we are going to introduce a key component in our followup that allows you to personally follow-up with hundreds of leads in just a few minutes. And no, it's not lame email drip campaigns. Of course it's included in our Pipeline Pro Tools System. If you want to get a jump-start, check to see if we have availability in your market. All the best, Levi Jones PS. This type of follow-up only works if you have the right tools and training to generate a steady supply of leads. Our agents generate 2-3 leads per day without spending extra on advertising. Check to see if we have availability in your market. If we do, you can get started at as little as $99 per month. No contracts. No setup fees. Really.
Guerilla Realty |
Monday, February 19, 2018
Phone Followup You Will Want to Do
| Hey all, If you are following my approach to a first call with your leads, you have had a great first contact with your lead and you have
Now it may seem that you are "in" with the customer at this point, but bringing a customer from phase 1 into phase 2 is an art unto itself. Let's return to the story of buying a winter coat that we talked about in our training on the real estate buying cycle. Imagine walking into a store to buy a winter coat. The sales clerk approaches you and asks "Can I help you with anything today?". You reply "No thanks, I am just looking." Then you start to gather information, looking around the store and different styles and prices. Eventually you found the perfect jacket, but can't find the right size on the floor. You look around for that nice sales clerk who introduced themself to you when you walked in. Unfortunately, they are nowhere to be found so you grab the next nearest sales clerk and ask them to help you. Perfect! They found your size and begin to ring you up. That's a great scenario for the customer. For the initial sales clerk, not so much. They missed out on a sale that was theirs for the taking. Customer loyalty only extends so far In real estate we often make the same mistake as the initial sales clerk. We make a great connection with the customer and really provide value through our site. Then, we are nowhere to be found when the customer begins the home search process some weeks later all while expressing shock and anger when you check back in finding the customer to be working with your competitor. What happened? Remember that 74% of buyers and 76% of sellers ultimately work with the first agent they come into contact with. For us to rely on those statistics, we have to make a great first contact and then "be around" when the customer moves into phase 2. This is where good phone follow-up comes in. The average online customer is in phase 1 of the buying cycle and is between 3-6 months out from closing. That customer needs at least 2 touches per week. If you set them up for the automated search emails, that can count as 1 of your touches. So you will also need another phone touch each week. If good follow-up is akin to being a sales clerk within arm's reach of a customer, then you don't have to gradually increase the pressure on these calls. In fact, I only have 2 rules for my follow-up calls.
You will have quite a bit of freedom within that framework, but I will share some common follow-up ideas that we use. You can find our customizable follow-up scripts at RECallScripts.com. Week 1 Hi this is [Name] with [Company]. We spoke last week and I set you up to receive listings via email and I just wanted to check in and make sure you were getting those emails. Yes. Great. Well, if you need anything else, feel free to call me. Thanks. Week 2 Hi this is [Name]. I know you have been getting homes sent to you for a couple of weeks now and I just wanted to make sure we weren't wasting your time. Are we in the ballpark? Do we need to make any tweaks? The customer has now had a few weeks to review the homes on the market and see what is outther. They will often reply with something like "Well, actually we don't want to live in X neighborhood. Can you remove those homes?" Sure thing. Let us know if we can help with anything else. Week 3 Hi this is [Name]. How'd those changes we made last week work out? Are we getting closer? Any other tweaks I can make? Again, we are using the automated search as the basis for our followup. They will usually say "Sure. We actually want to expand our budget a bit. Can we open that up a little?" Perfect. No problem. I will go ahead and make the changes for you. Week 4 Hey, I just finished updating our market stats on my website and it looks like the price range you are looking at appreciated ___% in this market. Anyways, I thought you might be interested and I was wondering if you wouldn't mind me shooting you the stats via email? More information. Use this opportunity to connect with the customer. They always say "Ok. Go ahead and send it." No problem. It's on its way. Have a great day. Week 5 Hi. This is [Name]. I know we have been talking for a while and it occurred to me that you may not have seen the mortgage calculator on my site. It's a great way to get some initial parameters for what you can afford. Have you tried it out yet? Time to talk financing while still framing it as helping them with more information. They usually say "No" Well, let me go ahead and shoot you an email with a direct link. While I'm at it, I can actually do you one better. I have a partnership with a local mortgage broker and I can send you his website. You can actually get pre-qualified there and then know exactly what you can afford. Sure. That sounds ok. Awesome. I'll go ahead and shoot it over to you. Let me know if you have any questions. By now you are beginning to get the idea and you can plug in any great information in your follow-up exchanges. The primary goal is to use the information as the reason to connect with the customer on a personal level, not to disseminate the information by itself. Often this type of follow-up transitions naturally into an agent relationship over time. Other times, you may have to force the issue as the customer moves along in the buying cycle. We will cover a simple technique that works every time to do just that in tomorrow's email. Stay tuned. All the best, Levi Jones
PS. This type of follow-up only works if you have the right tools and training to generate a steady supply of leads. Our agents generate 2-3 leads per day without spending extra on advertising. Check to see if we have availability in your market. If we do, you can get started at as little as $99 per month. No contracts. No setup fees. Really. Guerilla Realty |
