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MFO Exclusive: Secrets to Prospecting Just Listed/Just Sold Properties


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Sell the entire neighborhood, rather than just one home with Cole Realty Resource and the Mike Ferry Organization. Senior Coach Cydney Fullen joins us on this exclusive webcast to give you details of how to extend your reach among your just listed/just sold properties. In 30 minutes, you'll get tips and strategies on maximizing your:
• Mindset
• Skills
• Resources
• Schedule

The Mike Ferry Organization has been providing leading real estate training and coaching for more than 35 years and is a partner of Cole Realty Resource. If you're a real estate agent who is looking to take your prospecting efforts to new heights in 2013, you won't want to miss this!

Published in: Real Estate, Technology, Business
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MFO Exclusive: Secrets to Prospecting Just Listed/Just Sold Properties

  1. 1. The secrets of prospecting:Just listed / Just soldsLed by: Cydney Fullen
  2. 2. Lora UllerichDigital Media SpecialistLora.Ullerich@coleinformation.comSession FrameworkCydney FullenCoach/TrainerThe Mike Ferry Organization
  3. 3. Cydney:• Senior coach.• 15 years coaching several topproducing teams across the country.• 30 years experience as a real estateperson, broker, owner.
  4. 4. • North America’sLeading Real EstateCoaching andTrainingOrganization
  5. 5. Background•Cole Directory published in 1947.•Crisscross directory of addresses &phone numbers.•Invaluable information for:•Telemarketing•Debt collection•Law enforcement•Today, web-based lead gen for realestate agents.Jack Cole
  6. 6. Listings are Key…To your success!Increased demandLower interest rates
  7. 7. • “Front end”• Prospecting• Lead follow up• PrequalifyingFront End Vs. Back End
  8. 8. • “Back end”• Servicing of the listing• Negotiating the contract• Seeing the transactionto closingFront End Vs. Back End
  9. 9. Where are You Spending Your Time?
  10. 10. • Number of contacts• ResultsIt’s a Numbers Game
  11. 11. And continue to list salable listings?The answer: just listed/just sold calls! Calling past clients and center ofinfluence - 28% Just Listed/Just Sold Calls - 13% Expired - 11% FSBO - 9%How Can You Talk to Enough People
  12. 12. • What is your attitude about just listed- justsold calls?• Energy and enthusiasm• Top producer tip…when it comesto attitude, the energy you delivermirrors the response you get.Attitude
  13. 13. Communication is:•7% Words•55% Body language•38% TonalityApproach
  14. 14. • Write this down…learn the scripts.Approach
  15. 15. • Body language• Smile• Stand up tall• Use a headsetApproach
  16. 16. • Tonality• Present with power,confidence andexcitement!• Use a down swing• Be conversational• Listen carefully to theprospect•Approach
  17. 17. • Hours prospected• Contacts• Appointments•Expectations
  18. 18. Identify a Subject Propertywww.colerealtyresource.comJust Listed – Just Sold Scriptwww.mikeferry.comGet the Right Tools
  19. 19. • DNC numbers are clearly identifiedby Cole Realty Resource.• Always follow the law.• If you mistakenly call someone onthe list…Apologize and HANG UP.Do Not Call Laws
  20. 20. • Smile!• Dial!• Have fun!• Get ready for success!Remember…Action= Results
  21. 21. • July 16-19, 2013• MGM Grand Hotel & Casino3799 Las Vegas Blvd. SouthLas Vegas, NV 89109Phone: (877) 880-0880• Purchase your ticket today bycalling: (800) 448-0647 or go are over ONEHUNDRED specific things youneed to do to build yoursuccessful sales career...•The key to doing 50+, 100+and 150+ transactions peryear•Exact techniques to handlethe current objections•How to earn at least 20%more from your Center ofInfluence and Past Clients© 2013 Mike Ferry Organization.All Rights Reserved.
  22. 22. Jump Start Your Sales•Cole Realty Resource:•800-965-8476••Mike Ferry Organization•