Strategies
Definition of prospecting
What is directly reaching out to someone, you do or do not know, for business?
What you do if a lead does not pick up the phone when you call
What is try 10 times?
Script for calling your database
What is "Hey! How are you and your family? Are you still working at ______ ? No plans to move anytime soon, right? I'm happy to hear that things are going well and that you're happy where you live. Who do you know that might be planning to make that move or invest in real estate? Your referrals mean the world to me."
Something a customer who plans to finance should have before they go see a property
Avenue for KW referral connections across the country
What is the Referrals applet in Command?
Definition of marketing
What is indirectly reaching people to get more business?
New lead that says "We're not looking to buy or sell right now"
What is "No problem. If you don't mind, could you give me some details about what you will be looking for once you're ready?"
Number of times you should "touch" your database in a year
What is 33 times?
Should be reviewed and/or printed prior to the showing
What is the MLS detail sheet?
Best time to give a closing gift
What is at the final walk-thru, three weeks after closing, or one year later?
Example of prospecting
What is making calls, door-knocking, networking, having a booth at an event, hosting a client party or open house, or having lunch with an allied resource?
"I'm already working with another agent."
What is stop communication?
What is someone who is not looking to buy or sell within the next 6 months but eventually will be?
Used to price a home
What is a CMA?
Average number of days to close for internet leads
What is 450?
Example of marketing
What is advertising, giving promotional items, direct mail, creating a website, sending emails, farming, or sponsoring?
Internet lead that says "How did you get my phone number? I didn't know I was signing up to be called."
What is "It's my job as a local real estate expert to reach out to folks in need when they visit sites like _______. What brought you to [site] if you don't mind me asking?"
Two types of business that comes from your database
What is repeat and referral?
"I want to list our house at this outrageously high price just to see what we can get!"
What is "Ultimately, it is your decision as the seller what we list the house for, but it is up to the market to decide how much the home is worth right now. It's my professional opinion that we list it at [price] to achieve the outcome that you desire, but I am your agent, and I will do whatever is in your best interest."
What is 201?
One type of prospecting or marketing you will commit to doing this week
What is ________ ?
"I think we are going to sell the property ourselves."
What is "Understood. Newly listed properties with a real estate agent and motivated sellers should have [amount] of showings in this market in one week. If you do not have a buyer within one week, I would love to talk again. I will follow up with you on [date]."
Percentage of people who use their previous real estate agent again and why
"But the house down the street is being listed for $$$. Ours is WAY nicer."
What is "I'm glad you brought that up. That house has been on the market for [x] days. We don't want this house to sit for longer than [x], right? Also, the specs on that house versus yours are... which affect the price. Houses that have closed will directly affect our market and appraisal value. Let's pull some examples to make sure I didn't miss anything and that you are in agreement with our suggested list price."
Average cost per lead in Command
What is $2.20?