The New Prospecting Frontier


Published on

REALTORS using technology for prospecting, managing and growing their business

Published in: Real Estate, Technology, Business
1 Like
  • Be the first to comment

No Downloads
Total views
On SlideShare
From Embeds
Number of Embeds
Embeds 0
No embeds

No notes for slide

The New Prospecting Frontier

  1. 1. The New Prospecting Frontier8 hour MCE<br />By Peggy Santmyer<br />
  2. 2. Learning Objectives<br />To consider how we can incorporate the new opportunities that technology provides into the traditional prospecting we have used in the past.<br />To recognize the potential for doing more transactions by using the technology available to us to work more efficiently. <br />To explore different methods of managing contacts once we find them.<br />To review what the License Act, the Rules of the Commission, and the Code of Ethics require in regard to advertising and prospecting.<br />
  3. 3. <ul><li>Choose a group to work with
  4. 4. Do the Pre Assessment on page 6
  5. 5. Discuss the question on page 7</li></ul>Group Workshop<br />
  6. 6. 85% of Buyers start looking for homes on the internet<br />Sellers expect their agent to market their property on the internet<br />Consumers expect their agent to have computer knowledge<br />Laptop vs PC<br />Wireless access<br />The New Prospecting Frontier<br />
  7. 7. <ul><li>Branding for the agent
  8. 8. Can register for one to ten years
  9. 9. Go Daddy, WhoIs, Network Solutions
  10. 10. Cannot misrepresent your business</li></ul>Domain Names<br />
  11. 11. NAR rules say we cannot use the word “REALTOR” with descriptive terms<br />NOT,,<br />Acceptable<br /> <br />Domain names do not have to use punctuation or be separated from the agents name<br />Using the Word “REALTOR®”<br />
  12. 12. Advertise your e-mail and web site everywhere<br />You Need<br />Folders<br />Distribution List<br />Automatic Signature<br />Out of Office Response<br />E-Mail<br />
  13. 13. <ul><li>Do Not Use All Caps
  14. 14. Never send an e-mail when you are angry
  15. 15. Always use spell check
  16. 16. Never criticize another business on e-mail
  17. 17. Be professional</li></ul>E-Mail Etiquette<br />
  18. 18. <ul><li>Inexpensive Web Sites Available
  19. 19. Most offer templates to help you create your site.
  20. 20. Search engines (Google, yahoo, lycos, etc) use bots to determine how your site ranks
  21. 21. Searches keywords, text, page titles
  22. 22. Think like a consumer</li></ul>Web Sites<br />
  23. 23. Word<br />Word<br />Check out the Competition<br />Searching Key Words<br />
  24. 24. Managing Internet Leads<br />Now we have the lead, how do we nurture it?<br />Respond Quickly.<br />Every Lead is an Important Contact.<br />Knock Your Sock Off Service<br />More Leads=More Appointments= More Sales= More $$$$<br />
  25. 25. Must register any assumed name with TREC<br />Agent cannot use their name(or their team or group name) in the ad without also having their brokers name appear.<br />Agent can never appear to be the one running the business<br />The broker may be a licensed LLC or Corporation<br />Both agents and brokers must identify themselves as agents<br />TREC Rules Regarding Names<br />
  26. 26. Article 2REALTORS® shall avoid exaggeration, misrepresentation, or concealment of pertinent facts relating to the property or the transaction.<br />NAR Code of Ethics<br />
  27. 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. <br />NAR Code of Ethics<br />
  28. 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. <br />NAR Code of Ethics<br />
  29. 29. <ul><li>Enables agents to respond faster to the consumer
  30. 30. Messages can be instantly received and answered.
  31. 31. Our office can be anywhere we are.
  32. 32. Makes agents available 24/7.</li></ul>Smart Phone<br />
  33. 33. Many consumers prefer text messages to other forms of communication<br />If the consumer text the agent, the agent must respond<br />If you are unable to respond you may miss a valuable opportunity<br />Texting<br />
  34. 34. Short messages<br />140 total characters<br />Can include links<br />Can have followers<br />Can become a follower<br />Tweet, Tweet<br />
  35. 35. My Space<br />Facebook<br />Linked In<br />Social Networking<br />
  36. 36. Linked In is for business and professional contacts. Advertising your business here is expected.<br />My Space, Facebook and many others are for social networking. Keep it primarily social.<br />You can set up a fan page on Facebook and it could be mainly business.<br />Contacts with many people giving you the opportunity to form relationships.<br />Social Networking<br />
  37. 37. <ul><li>Be aware that anything you say here, any photographs, etc will be here for a long time
  38. 38. Can come back to haunt you later
  39. 39. If you are going to advertise here all advertising rules apply.
  40. 40. Remember you are representing your company as well as yourself. Be professional</li></ul>Social Networking<br />
  41. 41. Recognize they are NOT private<br />Do not say things to anyone or download photos that would cause you embarrassment<br />Would you say it to your Grandma?<br />Be cautious about accepting friends you do not know.<br />Social Networking and Privacy<br />
  42. 42. To have direct communication with potential clients<br />To establish yourself as an expert<br />Inexpensive lead generation <br />Differentiating yourself, establishing a niche<br />Building relationships and trust<br />Why Blog??<br />
  43. 43., Active and are active blog sites for real estate agents<br />You can also set up a blogging domain name such as<br />Where to Blog<br />
  44. 44. Determine who will be your audience<br />Keep it focused on the audience and interesting to them<br />Blog often<br />Keep it short<br />Decide Who Your Audience Is<br />
  45. 45. I Google You, You Google Me<br />Blogging will help Google to track you and your specialties.<br />
  46. 46. Skype to Skype voice and video calls are completely free anywhere in the world they have internet access<br />You will need a computer with a microphone and for video a web camera<br />There are fees for Skype to land lines<br />Skype is FREE<br />
  47. 47. Face to face with your client and you neither one need to leave your office<br />36 billion minutes of Skype to Skype calls in 2009 and 1/3 were video calls<br />More About Skype<br />
  48. 48. Market your services with a video on YouTube<br />Market your listings with a video on YouTube<br />YouTube<br />
  49. 49. Agents must monitor their time<br />Need to be face to face with buyers and sellers every day…need to prospect every day<br />Technology can help us keep the pipeline full<br />Prospecting is the lifeblood <br /> of our industry<br />Can You Go Overboard?<br />
  50. 50. Social Networks Expose the Agent to Many Contacts<br />These contacts need to be integrated into all your contacts.<br />Every contact is valuable. Keep in touch often.<br />
  51. 51. <ul><li>And the questions is “What is the difference between agents that make it and agents that don’t” ?
  52. 52. Learn to use the tools</li></ul>Never, never, never give up. <br />Commitment is the Answer<br />
  53. 53. Prospecting is defined as: <br />finding a lot of leads<br />discarding the unqualified leads and <br />keeping the gold.<br />Traditional Prospecting<br />
  54. 54. What makes a lead unqualified?<br />1. In your group list three reasons for sellers and three reasons for buyers that would make you say unqualified for now.<br />Answer the following:<br />2. Is your contact list different from your list of leads? How will you manage the different groups?<br />Group Workshop<br />
  55. 55. Create t-shirts that have your company name and your contact information on them. <br />Send flyers to a group of contacts with your contact information and something personal (photo of your new grandbaby, new puppy, etc.)<br /> <br />More Creative Prospecting<br />
  56. 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. <br />Attend meetings regularly. The Chamber of Commerce card exchanges can be very valuable. Add these business contacts to your database.<br />Wear your name tag everyday. It starts conversations. <br /> Creative Prospecting<br />
  57. 57.  <br /><ul><li>Ask an attorney and for referrals
  58. 58. Offer to cater a “Meet the New Neighbors Party”.
  59. 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.</li></ul>. Creative Prospecting<br />
  60. 60. Latest Update-ZipForm6® Professional<br />Forms Available<br />TREC Library<br />TAR Library<br />Local Association Library<br />Zip Forms<br />
  61. 61. <ul><li>Complete the Cover Sheet and many of the blanks will auto-populate.
  62. 62. Forms can be added to the transaction by dragging or dropping them.
  63. 63. Searching for forms can be done alphabetically or by form number.</li></ul>Zip Forms<br />
  64. 64. Strikeout- can strike through preprinted text<br />Clause Editor-create clauses that are frequently used<br />Templates-can be created for any type transaction<br />Spell Check<br />Mortgage Calculator<br />Sticky Notes <br />Zip Forms Features<br />
  65. 65. zipForms®6 Toolbar <br />
  66. 66. Zip Forms and Electronic Signatures<br />
  67. 67. Cut costs related to printing, sending, storing, and managing paper contracts and agreements <br />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. <br />Electronic Signatures<br />
  68. 68. Allow signers the convenience brought online, so they can sign anytime, from anywhere they have online access. <br />See exactly when a contract or agreement is viewed, signed, or rerouted.<br />Electronic Signatures<br />
  69. 69. On June 30, 2000- the Electronic Signatures Global and National Commerce Act (E-Sign) was signed into law. <br />The Uniform Electronic Transactions Act of Texas (UETA) is consistent with the Federal law. <br />Laws RegardingElectronic Signatures<br />
  70. 70. The law now gives an electronic signature the same legal standing as a written signature. <br />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.<br />Legal Standing of E-Signatures.<br />
  71. 71. Electronic Signatures and Forgery<br />There is always concern about forgery. <br />Electronic signatures can be forged just like pen and ink signatures can be forged. <br />The risk may actually be higher with pen and ink.<br /> It is certainly important that real estate agents are communicating with clients about the documents that are being sent. <br />
  72. 72. An electronic signature can be defined as any electronic process signifying approval to terms or a document presented electronically.<br />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.<br />What is an Electronic Signature?<br />
  73. 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.<br />Electronic ID<br />
  74. 74. Agent Software offers a software program that provides both real estate forms and e-signatures. <br />AgreeWorks also offers software (only to REALTORS) that provides for both TAR and TREC forms to be completed and signed electronically.<br />Illumin, Sign on Line, Interlink Electronics.<br />DocuSign has a relationship with Ziplogix who is the vendor that supplies the zipforms software. <br />The user must establish an account with DocuSign to use it with Zipforms. <br />Competition Among Vendors<br />
  75. 75. Your Client Will Receive an E-Mail<br />
  76. 76. The Document History <br />
  77. 77. Contact Management Software<br />Agents must have a method to stay in touch with contacts and past clients.<br />Most clients would use their agent again. Few do.<br />Make sure you have a plan so that they do not lose you.<br />May start with Excel or Outlook and later go to a more professional contact management program. Do your homework before buying.<br />No software is worth the money if you do not use it.<br />
  78. 78. Mongo FAX<br />
  79. 79.
  80. 80.
  81. 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.<br />For $4.99 a month REALTORS® can plan up to 25 stops<br />Can print maps with directions, e-mail the route and add points of interest<br />Keeps your mileage records for IRS<br />See the Benefits section of Texas REALTORS®<br />Check out Dashfly.<br />
  82. 82. And Now You Are Ready<br />The<br />end<br />