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5 Secrets to Generate More Leads at Your Next Open House

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Dread open houses because it's two hours of your Sunday you can't get back? Learn the 5 secrets of generating more leads with your next open house.

The 30-minute webcast will cover the hot search you need to use to quickly alert your top prospects. Plus, we'll cover script and marketing copy ideas and that's not all!

• How to alert the neighbors around your just listed house
• Unique ways to attract new prospects
• How to capture prospect contact information including email addresses

Published in: Education, Business, Technology
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5 Secrets to Generate More Leads at Your Next Open House

  1. 1. 5 Ways to Generate More Leads
  2. 2. Home Buyer Habits 12 weeks 10 homes Source: 2012 National Association of REALTORS® Profile of Home Buyers and Sellers
  3. 3. Home Buyer Habits By the Numbers • 90 Home Search Info Sources • Internet • 87 • Real estate agent • 53 • Yard sign • 45 • Open house • 27 • Newspaper ad Source: 2012 National Association of REALTORS® Profile of Home Buyers and Sellers
  4. 4. Session Framework • Current Housing snapshot • 5 ways to generate more leads • How Cole Realty Resource can help • Questions
  5. 5. Then and Now Cole Directory • Published in 1947 • “Blue Book” • Crisscross directory of addresses and phone numbers Invaluable information for a number of industries: • Telemarketing • Debt collection • Law enforcement Today, web-based lead generation for real estate agents
  6. 6. Features: • Webinars • Articles • Buddy’s Blog • Resources
  7. 7. Housing Snapshot Session Framework • Powerful, easy to use tool • Just Listed/Just Sold search • Virtually prospect from your desk • Approach & offer • Questions
  8. 8. 1) Invite Neighbors • Builds relationships • Motivates • Spurs conversations • They know people 9
  9. 9. Neighborhood Search • Google Maps™ technology • Accurate information • Easy to use 10
  10. 10. 2) Generate Buzz A few weeks before: – Email contacts – Make friends with the Homeowner’s Association – Open house signs 11
  11. 11. New Marketing Tools 12
  12. 12. Combined with Tried & True Tactics 13
  13. 13. Marketing 101 • Telemarketing • Postcards – 80% effective and keeps you top of mind. • eNewsletters – Provide updates on home sales, industry news, decorating and season/decorating information. 14
  14. 14. Up-to-Date MKTG List • List decay 2% each month – 45 million American’s move each year – 48 million people switch jobs – Human data entry error 15
  15. 15. Effective Copy Elements • • • • • • • Clear and concise headline Graphic supports headline Colors that pop Benefits Offer Clear call to action Contact information 16
  16. 16. Creative & Copy 17
  17. 17. 18
  18. 18. Copy Tips • Ask yourself: – Is the message I want to convey immediately obvious? – Does this message resonate with my target market? – Are the benefits or features of my product/service highlighted? – Is my offer something prospects can’t refuse? – Is my call-to-action easy and direct with clear contact information? 19
  19. 19. Creative & Copy www.colecommunity.com 20
  20. 20. Cold Calling Success • Number’s Game • First 10-seconds count! • Focus on “local” in your introduction • Use your best inflection and tone • You’re calling to advise and consult, not sell • Time & day matter 21
  21. 21. 3) Encourage a Showing • Ask for RSVPs – Send out reminders a few days beforehand – Call them! • Give something away • Create a virtual walk through – Show common areas, leave a secret to be learned at the open house 22
  22. 22. Virtual Walk-Through Videos should be: •Interesting •Short •How to •Testimonial •National ads 23
  23. 23. Incorporate Video Try Instragram video: •:15 max •13 filters •Edit capabilities during filming 24
  24. 24. 4) Create Curb Appeal • Outside: – Mow, trim, straighten, balloons, banners, luxurious cars, bounce house • Inside: – Stage the home, eliminate clutter, personal pictures 25
  25. 25. 4) Create Curb Appeal • Music • Refreshments – Wine and cheese – Beer and pretzels – Punch and cookies • Up the WOW factor 26
  26. 26. 27
  27. 27. 5) Timely Follow Up • Takes 42 hours for follow up • 1.63 call back attempts • 50% never called/emailed • Best practice: 6-9 call back attempts Source: Insidesales.com/responseaudit 28
  28. 28. Track & Measure Once again, track and measure
  29. 29. • You know: • • • Your Agency’s Big Advantage The local market area The customer’s preference The product • You have the power: • • • To adjust your marketing Track and measure Figure out what’s working/what’s not 30
  30. 30. Jump Start Your Sales • Customer Service: 1-800-283-2855

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