Fundamentals in Real Estate Part 3 Prospecting Systems

Information about Fundamentals in Real Estate Part 3 Prospecting Systems

Published on July 9, 2014

Author: remaxmgm

Source: authorstream.com

Content

Fundamentals in Real Estate Part – 3 Prospecting Systems: Fundamentals in Real Estate Part – 3 Prospecting Systems Pranav Pandya Franchise Development Manager RE/MAX Mumbai Gujarat Maharashtra Recap: Recap Part 1 - Getting Started Nature of the work Market trends Become the Sales Associate of choice Four reasons why Sales Associates fail Sales Associate mission statements Goals Marketing plan Recap: Recap Part 2 - Marketing Needs and wants of consumers are changing The brand Marketing a service Building relationships Marketing rules Personal promotion Specialize Elements for your marketing plan Today’s Agenda : Today’s Agenda Repetition Seek opportunities for leverage Six steps to getting started Farming Direct response marketing Expired listings For Sale by Owner Ad/sign call system Open houses Methods of Prospecting : M ethods of Prospecting Passive – Waiting for business to come to you - floor time, website leads, and open houses. Active – Referrals, FSBO’s, expired listings, canvassing – door knocking, cold calls. Purchase – Ads, signs, flyers, personal brochures, media – radio, TV, billboards, ad words. Prospecting is:: Prospecting is : Giving a business card to everyone you meet. Letting everyone you meet know you are a RE/MAX Sales Associate Asking for business Farming and personal leads Preparing a personal brochure Advertising Sending thank-you cards to everyone who helps you Ask everybody for business - friends, relatives, the dentist, everybody . Remember, if you don’t ask, the answer is always “no !” Realize that prospecting is a numbers game. Repetition : Repetition PowerPoint Presentation: There are lots of myths about prospecting, like the one that “You can only call a prospect once .” Your prospect doesn’t want to buy from you today but they may tomorrow . Seek opportunities for leverage : Seek opportunities for leverage Some people are able to send you a lot more referrals: Some people are able to send you a lot more referrals Lawyers Loan Executives and bankers Builders and developers Companies needing relocation services Human Resources departments RE/MAX Sales Associates across the system Prospecting Method: Prospecting Method Online campaign Signs FSBO (For Sale By Owner) Mailers Open Houses Past clients and centers of influence Door knocking Farming 6 Steps to getting started: 6 Steps to getting started Get your current list all in one place . Make contact the way you usually do. Go ahead and categorize by how you know them . Develop your announcement content and send it out . Plan ongoing contact and do it ! Do some quick list-building activities. Farming: Farming A Farming System:: A F arming S ystem: Keeps your sales volume consistent. Avoids burn out . Increases your income. Offers you a better quality of life . PowerPoint Presentation: Neighborhood farm Look for Good Turnover Know Your Competition Consider Distance Give away and send out items of value Magnetic business cards or calendars Promotional flyers or postcards Notepads Just listed/just sold cards PowerPoint Presentation: Free market evaluation certificates Emergency (police, fire) contact phone numbers on a magnet or a letter opener Magnetic memo pad Effective mailers Results of farming Direct response marketing : Direct response marketing To be effective:: To be effective: Targeted Measurable Personal – you know who gets it Testable – test headers, copy, color Flexible – you can change it easily PowerPoint Presentation: Direct mail campaigns Identify your objectives Sell benefits not features Include an offer. Give your prospects a reason to respond—now Personalize Keep it simple Always include a call to action (CTA ) Include a response device Deliver Use targeted lists Track and measure your results Mention your offer immediately Show a picture Feature words Use testimonials Ideas for brochures and information pamphlets : Ideas for brochures and information pamphlets How to Sell a House That Didn’t Sell Easy Fix-ups to Sell Your Home for the Best Price First-time Buyer information booklet Home makeovers that every seller should know Relocation Handbook Buyer’s Guide / Seller’s Guide Expired listings : Expired listings For Sale by Owner (FSBO) System : For Sale by Owner (FSBO) System Ad Call System : Ad Call System Open Houses : Open Houses PowerPoint Presentation: Why Open Houses are Important Open House System Open house checklist After the Open House Thank you: Thank you

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