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1
Get Neighbors
On the Move
2
• Tyler Steenken
• Business Development
• Cole Realty Resource
• Lora Ullerich
• Brand Journalist
• Coleinformation.com
...
Cole Directory
• Published in 1947
• “Blue Book”
• Crisscross directory
Invaluable information for industries:
Telemarketi...
Features:
•Webcasts
•Articles
•Buddy’s
Blog
•Resources
Free Online Community
5
A Changing Role
•90% search homes via Internet
•87% use real estate agents
•55% yard signs
•45% open houses
12 weeks
10 homes
Home Buyer Habits
Source: 2012 National Association of REALTORS® Profile of Home Buyers and Sellers
12%
66%
Listing Realities
Source: USPS & 2012 National Association of REALTORS® Profile of Home Buyers and Sellers
Powerful, easy to use tool
Just Listed/Just Sold search
Virtually prospect from your desk
Approach & offer
Questions
Sessi...
9
• Collateral and handout examples
• Success stories
• Testimonials
1: No Portfolio
10
• Collateral and handout examples
• Success stories
• Testimonials
11
•Ask yourself:
•Is the message I want to convey immediately obvious?
•Does this message resonate with my target market?...
12
• Lists decay 2% each month
• 45 million homeowners move each year
• 48 million workers switch jobs each year
• Errors ...
13
Neighborhood Search
•Google Maps™
technology
•Accurate
information
•Easy to use
14
• 42% home buyers start home search online
• Detailed marketing plan:
• Agent and real estate directory and syndication...
15
Research
16
17
18
19
• Come prepared with:
• Accurate intel on purchase price similar homes are
selling in the market
• Square footage
• Num...
20
5: No Open House
21
Virtual Walk-Through
Videos should be:
•Interesting
•Short
•How to
•Testimonial
•National ads
22
Try Instragram video:
•:15 max
•13 filters
•Edit capabilities during
filming
Virtual Walk-Through
23
6: No Schedule
24
InsideSales.com response audit results:
• Average company:
• Takes 44 hours for follow-up
• 1.5 call back attempts
• 55...
Once again, track and measure
Track & Measure
• Pull up the closest neighbors on the street
• Provides contact information for direct mail
and telemarketing campaigns
•...
27
• “If your goal is to do 3-4 transactions per year, you
don’t have to prospect, you don’t have to be a
salesperson and ...
• Customer Service:
1-800-283-2855
Jump Start Your Sales
29
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7 Deadly Real Estate Prospecting Sins

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A low housing inventory and relatively low interest rates are making now the perfect time to get homeowners on the move. If you're scratching your head and wondering why more clients don't come your way, you may be committing one of the 7 deadly real estate prospecting sins.
During this real estate marketing 101 webcast, we'll go over potential crimes you may be committing and strategies to change your behavior and get back on the road to absolution!
We'll also divulge:
• The tactic that gains new clients more than 66% of the time
• A way to take your prospecting on the go
• Case studies, best practices and more!

Published in: Real Estate, Technology, Business

7 Deadly Real Estate Prospecting Sins

  1. 1. 1 Get Neighbors On the Move
  2. 2. 2 • Tyler Steenken • Business Development • Cole Realty Resource • Lora Ullerich • Brand Journalist • Coleinformation.com Session Framework
  3. 3. Cole Directory • Published in 1947 • “Blue Book” • Crisscross directory Invaluable information for industries: Telemarketing Debt collection Law enforcement Today, web-based lead generation for Realtors Then and Now
  4. 4. Features: •Webcasts •Articles •Buddy’s Blog •Resources Free Online Community
  5. 5. 5 A Changing Role •90% search homes via Internet •87% use real estate agents •55% yard signs •45% open houses
  6. 6. 12 weeks 10 homes Home Buyer Habits Source: 2012 National Association of REALTORS® Profile of Home Buyers and Sellers
  7. 7. 12% 66% Listing Realities Source: USPS & 2012 National Association of REALTORS® Profile of Home Buyers and Sellers
  8. 8. Powerful, easy to use tool Just Listed/Just Sold search Virtually prospect from your desk Approach & offer Questions Session Framework Housing Snapshot
  9. 9. 9 • Collateral and handout examples • Success stories • Testimonials 1: No Portfolio
  10. 10. 10 • Collateral and handout examples • Success stories • Testimonials
  11. 11. 11 •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? Copy Tips
  12. 12. 12 • Lists decay 2% each month • 45 million homeowners move each year • 48 million workers switch jobs each year • Errors in human data entry 2: Outdated List
  13. 13. 13 Neighborhood Search •Google Maps™ technology •Accurate information •Easy to use
  14. 14. 14 • 42% home buyers start home search online • Detailed marketing plan: • Agent and real estate directory and syndication websites and timeframe • Virtual tour • Listing flier, direct mail and marketing collateral pieces • Ad and blog placements • Timely communication 3: No Marketing Plan
  15. 15. 15 Research
  16. 16. 16
  17. 17. 17
  18. 18. 18
  19. 19. 19 • Come prepared with: • Accurate intel on purchase price similar homes are selling in the market • Square footage • Number of bedrooms • All intel Cole Realty Resource arms you with 4: No CMA Knowledge
  20. 20. 20 5: No Open House
  21. 21. 21 Virtual Walk-Through Videos should be: •Interesting •Short •How to •Testimonial •National ads
  22. 22. 22 Try Instragram video: •:15 max •13 filters •Edit capabilities during filming Virtual Walk-Through
  23. 23. 23 6: No Schedule
  24. 24. 24 InsideSales.com response audit results: • Average company: • Takes 44 hours for follow-up • 1.5 call back attempts • 55% never called/emailed • Best practice: 6-9 call back attempts 7: No Follow-up Source: Insidesales.com/responseaudit
  25. 25. Once again, track and measure Track & Measure
  26. 26. • Pull up the closest neighbors on the street • Provides contact information for direct mail and telemarketing campaigns • Have snapshot of 75 closest neighbors Bird’s Eye View
  27. 27. 27 • “If your goal is to do 3-4 transactions per year, you don’t have to prospect, you don’t have to be a salesperson and you don’t have to have good skills and techniques. You simply have to be in the right place at the right time a few times a year to do a few deals. However, is that what you really want from this business?” - Mike Ferry Increase Listing Production
  28. 28. • Customer Service: 1-800-283-2855 Jump Start Your Sales
  29. 29. 29

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