The New Prospecting Frontier
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The New Prospecting Frontier

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REALTORS using technology for prospecting, managing and growing their business

REALTORS using technology for prospecting, managing and growing their business

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  • 1. The New Prospecting Frontier8 hour MCE
    By Peggy Santmyer
  • 2. 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.
  • 3.
    • Choose a group to work with
    • 4. Do the Pre Assessment on page 6
    • 5. Discuss the question on page 7
    Group Workshop
  • 6. 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
  • 7.
    • Branding for the agent
    • 8. Can register for one to ten years
    • 9. Go Daddy, WhoIs, Network Solutions
    • 10. Cannot misrepresent your business
    Domain Names
  • 11. NAR rules say we cannot use the word “REALTOR” with descriptive terms
    NOT Acceptable-BestRealtor.com, #1Realtor.com, FriscoRealtor.com
    Acceptable
    Johnsmithrealtor.com
    Domain names do not have to use punctuation or be separated from the agents name
    Using the Word “REALTOR®”
  • 12. Advertise your e-mail and web site everywhere
    You Need
    Folders
    Distribution List
    Automatic Signature
    Out of Office Response
    E-Mail
  • 13.
    • Do Not Use All Caps
    • 14. Never send an e-mail when you are angry
    • 15. Always use spell check
    • 16. Never criticize another business on e-mail
    • 17. Be professional
    E-Mail Etiquette
  • 18.
    • Inexpensive Web Sites Available
    • 19. Most offer templates to help you create your site.
    • 20. Search engines (Google, yahoo, lycos, etc) use bots to determine how your site ranks
    • 21. Searches keywords, text, page titles
    • 22. Think like a consumer
    Web Sites
  • 23. Word Tracker.com
    Word Spot.com
    Check out the Competition
    Searching Key Words
  • 24. 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 $$$$
  • 25. 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
  • 26. Article 2REALTORS® shall avoid exaggeration, misrepresentation, or concealment of pertinent facts relating to the property or the transaction.
    NAR Code of Ethics
  • 27. 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
  • 28. 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
  • 29.
    • Enables agents to respond faster to the consumer
    • 30. Messages can be instantly received and answered.
    • 31. Our office can be anywhere we are.
    • 32. Makes agents available 24/7.
    Smart Phone
  • 33. 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
    Texting
  • 34. Short messages
    140 total characters
    Can include links
    Can have followers
    Can become a follower
    Tweet, Tweet
  • 35. My Space
    Facebook
    Linked In
    Social Networking
  • 36. 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
  • 37.
    • Be aware that anything you say here, any photographs, etc will be here for a long time
    • 38. Can come back to haunt you later
    • 39. If you are going to advertise here all advertising rules apply.
    • 40. Remember you are representing your company as well as yourself. Be professional
    Social Networking
  • 41. 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
  • 42. 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??
  • 43. Typepad.com, Active Rain.com and Trulia.com/Voices are active blog sites for real estate agents
    You can also set up a blogging domain name such as www.stpaulrealestateblog.com
    Where to Blog
  • 44. 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
  • 45. I Google You, You Google Me
    Blogging will help Google to track you and your specialties.
  • 46. 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
  • 47. 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
  • 48. Market your services with a video on YouTube
    Market your listings with a video on YouTube
    YouTube
  • 49. 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?
  • 50. 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.
  • 51.
    • And the questions is “What is the difference between agents that make it and agents that don’t” ?
    • 52. Learn to use the tools
    Never, never, never give up.
    Commitment is the Answer
  • 53. Prospecting is defined as:
    finding a lot of leads
    discarding the unqualified leads and
    keeping the gold.
    Traditional Prospecting
  • 54. 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
  • 55. 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
  • 56. 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
  • 57.  
    • Ask an attorney and for referrals
    • 58. Offer to cater a “Meet the New Neighbors Party”.
    • 59. 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
  • 60. Latest Update-ZipForm6® Professional
    Forms Available
    TREC Library
    TAR Library
    Local Association Library
    Zip Forms
  • 61.
    • Complete the Cover Sheet and many of the blanks will auto-populate.
    • 62. Forms can be added to the transaction by dragging or dropping them.
    • 63. Searching for forms can be done alphabetically or by form number.
    Zip Forms
  • 64. 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
  • 65. zipForms®6 Toolbar
  • 66. Zip Forms and Electronic Signatures
  • 67. 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
  • 68. 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
  • 69. 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
  • 70. 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.
  • 71. 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.
  • 72. 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?
  • 73. 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
  • 74. 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
  • 75. Your Client Will Receive an E-Mail
  • 76. The Document History
  • 77. 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.
  • 78. Mongo FAX
  • 79.
  • 80.
  • 81. 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.
  • 82. And Now You Are Ready
    The
    end