The New Prospecting Frontier
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The New Prospecting Frontier



REALTORS using technology for prospecting, managing and growing their business

REALTORS using technology for prospecting, managing and growing their business



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    The New Prospecting Frontier The New Prospecting Frontier Presentation Transcript

    • The New Prospecting Frontier8 hour MCE
      By Peggy Santmyer
    • Learning Objectives
      To consider how we can incorporate the new opportunities that technology provides into the traditional prospecting we have used in the past.
      To recognize the potential for doing more transactions by using the technology available to us to work more efficiently.
      To explore different methods of managing contacts once we find them.
      To review what the License Act, the Rules of the Commission, and the Code of Ethics require in regard to advertising and prospecting.
      • Choose a group to work with
      • Do the Pre Assessment on page 6
      • Discuss the question on page 7
      Group Workshop
    • 85% of Buyers start looking for homes on the internet
      Sellers expect their agent to market their property on the internet
      Consumers expect their agent to have computer knowledge
      Laptop vs PC
      Wireless access
      The New Prospecting Frontier
      • Branding for the agent
      • Can register for one to ten years
      • Go Daddy, WhoIs, Network Solutions
      • Cannot misrepresent your business
      Domain Names
    • NAR rules say we cannot use the word “REALTOR” with descriptive terms
      Domain names do not have to use punctuation or be separated from the agents name
      Using the Word “REALTOR®”
    • Advertise your e-mail and web site everywhere
      You Need
      Distribution List
      Automatic Signature
      Out of Office Response
      • Do Not Use All Caps
      • Never send an e-mail when you are angry
      • Always use spell check
      • Never criticize another business on e-mail
      • Be professional
      E-Mail Etiquette
      • Inexpensive Web Sites Available
      • Most offer templates to help you create your site.
      • Search engines (Google, yahoo, lycos, etc) use bots to determine how your site ranks
      • Searches keywords, text, page titles
      • Think like a consumer
      Web Sites
    • Word
      Check out the Competition
      Searching Key Words
    • Managing Internet Leads
      Now we have the lead, how do we nurture it?
      Respond Quickly.
      Every Lead is an Important Contact.
      Knock Your Sock Off Service
      More Leads=More Appointments= More Sales= More $$$$
    • Must register any assumed name with TREC
      Agent cannot use their name(or their team or group name) in the ad without also having their brokers name appear.
      Agent can never appear to be the one running the business
      The broker may be a licensed LLC or Corporation
      Both agents and brokers must identify themselves as agents
      TREC Rules Regarding Names
    • Article 2REALTORS® shall avoid exaggeration, misrepresentation, or concealment of pertinent facts relating to the property or the transaction.
      NAR Code of Ethics
    • Article 12 REALTORS® shall be honest and truthful in their real estate communications and shall present a true picture in their advertising, marketing, and other representations.
      NAR Code of Ethics
    • Article 12 REALTORS® shall ensure that their status as real estate professionals is readily apparent in their advertising, marketing, and other representations, and that the recipients of all real estate communications are, or have been, notified that those communications are from a real estate professional.
      NAR Code of Ethics
      • Enables agents to respond faster to the consumer
      • Messages can be instantly received and answered.
      • Our office can be anywhere we are.
      • Makes agents available 24/7.
      Smart Phone
    • Many consumers prefer text messages to other forms of communication
      If the consumer text the agent, the agent must respond
      If you are unable to respond you may miss a valuable opportunity
    • Short messages
      140 total characters
      Can include links
      Can have followers
      Can become a follower
      Tweet, Tweet
    • My Space
      Linked In
      Social Networking
    • Linked In is for business and professional contacts. Advertising your business here is expected.
      My Space, Facebook and many others are for social networking. Keep it primarily social.
      You can set up a fan page on Facebook and it could be mainly business.
      Contacts with many people giving you the opportunity to form relationships.
      Social Networking
      • Be aware that anything you say here, any photographs, etc will be here for a long time
      • Can come back to haunt you later
      • If you are going to advertise here all advertising rules apply.
      • Remember you are representing your company as well as yourself. Be professional
      Social Networking
    • Recognize they are NOT private
      Do not say things to anyone or download photos that would cause you embarrassment
      Would you say it to your Grandma?
      Be cautious about accepting friends you do not know.
      Social Networking and Privacy
    • To have direct communication with potential clients
      To establish yourself as an expert
      Inexpensive lead generation
      Differentiating yourself, establishing a niche
      Building relationships and trust
      Why Blog??
    •, Active and are active blog sites for real estate agents
      You can also set up a blogging domain name such as
      Where to Blog
    • Determine who will be your audience
      Keep it focused on the audience and interesting to them
      Blog often
      Keep it short
      Decide Who Your Audience Is
    • I Google You, You Google Me
      Blogging will help Google to track you and your specialties.
    • Skype to Skype voice and video calls are completely free anywhere in the world they have internet access
      You will need a computer with a microphone and for video a web camera
      There are fees for Skype to land lines
      Skype is FREE
    • Face to face with your client and you neither one need to leave your office
      36 billion minutes of Skype to Skype calls in 2009 and 1/3 were video calls
      More About Skype
    • Market your services with a video on YouTube
      Market your listings with a video on YouTube
    • Agents must monitor their time
      Need to be face to face with buyers and sellers every day…need to prospect every day
      Technology can help us keep the pipeline full
      Prospecting is the lifeblood
      of our industry
      Can You Go Overboard?
    • Social Networks Expose the Agent to Many Contacts
      These contacts need to be integrated into all your contacts.
      Every contact is valuable. Keep in touch often.
      • And the questions is “What is the difference between agents that make it and agents that don’t” ?
      • Learn to use the tools
      Never, never, never give up.
      Commitment is the Answer
    • Prospecting is defined as:
      finding a lot of leads
      discarding the unqualified leads and
      keeping the gold.
      Traditional Prospecting
    • What makes a lead unqualified?
      1. In your group list three reasons for sellers and three reasons for buyers that would make you say unqualified for now.
      Answer the following:
      2. Is your contact list different from your list of leads? How will you manage the different groups?
      Group Workshop
    • Create t-shirts that have your company name and your contact information on them.
      Send flyers to a group of contacts with your contact information and something personal (photo of your new grandbaby, new puppy, etc.)
      More Creative Prospecting
    • Join networking groups ie; Chamber of Commerce, Rotary, Children’s Advocacy, etc. Do a great job for the group but do not be afraid to share what you do for a living.
      Attend meetings regularly. The Chamber of Commerce card exchanges can be very valuable. Add these business contacts to your database.
      Wear your name tag everyday. It starts conversations.
      Creative Prospecting
      • Ask an attorney and for referrals
      • Offer to cater a “Meet the New Neighbors Party”.
      • Make a video of various people asking questions about real estate. Tell them the video will be on your website and give them a card. Chances are they will look for the video and remember you.
      . Creative Prospecting
    • Latest Update-ZipForm6® Professional
      Forms Available
      TREC Library
      TAR Library
      Local Association Library
      Zip Forms
      • Complete the Cover Sheet and many of the blanks will auto-populate.
      • Forms can be added to the transaction by dragging or dropping them.
      • Searching for forms can be done alphabetically or by form number.
      Zip Forms
    • Strikeout- can strike through preprinted text
      Clause Editor-create clauses that are frequently used
      Templates-can be created for any type transaction
      Spell Check
      Mortgage Calculator
      Sticky Notes
      Zip Forms Features
    • zipForms®6 Toolbar
    • Zip Forms and Electronic Signatures
    • Cut costs related to printing, sending, storing, and managing paper contracts and agreements
      Get contracts and agreements back in minutes rather than weeks, with the ease of sending, signing, and managing electronically. No more waiting for faxes, mail, or overnight packages.
      Electronic Signatures
    • Allow signers the convenience brought online, so they can sign anytime, from anywhere they have online access.
      See exactly when a contract or agreement is viewed, signed, or rerouted.
      Electronic Signatures
    • On June 30, 2000- the Electronic Signatures Global and National Commerce Act (E-Sign) was signed into law.
      The Uniform Electronic Transactions Act of Texas (UETA) is consistent with the Federal law.
      Laws RegardingElectronic Signatures
    • The law now gives an electronic signature the same legal standing as a written signature.
      Considerations are (1) did the person agree with the document and (2) did they intend to sign the agreement and adapt it as their own.
      Legal Standing of E-Signatures.
    • Electronic Signatures and Forgery
      There is always concern about forgery.
      Electronic signatures can be forged just like pen and ink signatures can be forged.
      The risk may actually be higher with pen and ink.
      It is certainly important that real estate agents are communicating with clients about the documents that are being sent.
    • An electronic signature can be defined as any electronic process signifying approval to terms or a document presented electronically.
      Electronic signatures can include everything from an “I agree” button to an electronic tablet that accepts a handwritten signature to a digital signature tied to a digital ID or certificate.
      What is an Electronic Signature?
    • When using an electronic signature for a contract, a signature tied to an electronic ID is best. That has the added protection of knowing the document has not changed since it was signed and cannot be repudiated.
      Electronic ID
    • Agent Software offers a software program that provides both real estate forms and e-signatures.
      AgreeWorks also offers software (only to REALTORS) that provides for both TAR and TREC forms to be completed and signed electronically.
      Illumin, Sign on Line, Interlink Electronics.
      DocuSign has a relationship with Ziplogix who is the vendor that supplies the zipforms software.
      The user must establish an account with DocuSign to use it with Zipforms.
      Competition Among Vendors
    • Your Client Will Receive an E-Mail
    • The Document History
    • Contact Management Software
      Agents must have a method to stay in touch with contacts and past clients.
      Most clients would use their agent again. Few do.
      Make sure you have a plan so that they do not lose you.
      May start with Excel or Outlook and later go to a more professional contact management program. Do your homework before buying.
      No software is worth the money if you do not use it.
    • Mongo FAX
    • An on line mapping service that enables you to find the best route from point A to B to C to D and back to A.
      For $4.99 a month REALTORS® can plan up to 25 stops
      Can print maps with directions, e-mail the route and add points of interest
      Keeps your mileage records for IRS
      See the Benefits section of Texas REALTORS®
      Check out Dashfly.
    • And Now You Are Ready