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Increase your Daily Contacts And Get Neighbors on the Move

Today!!!

4 Parts To Every Sale

1. Traffic2. Relationships3. Call to action4. Follow up

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Ask Yourself

Where Is My Bottleneck?

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Agenda For Today

Tyler Steenken – Bus Development

MindsetDaily ScheduleBrandingMoney Making ActivitiesCase StudiesScripting ideasFollow up tacticsProduct Overview

• In most markets, 90% of the transactions are done by the top 10% of agents

• Most peope spend 80% of their time on the activities that make them 20% of their money.

• 8 out of 10 real estate agents are likely to fail within their first two years, Why?

Random stats…Did you know?

• Go from 10 to 20 transactions?• One additional transaction per month?• From 20 to 30?• Over 50 - 100 transactions?• Money goal? Higher Loan amounts!!!

You need to be having MORE conversations about buying and selling real estate with people who already know you and continue building up this list with people who don’t.

What are your goals for this year?

• Keep a daily schedule to manage your time• KNOW Your numbers (ie, 50-70% of transactions came

from Past Clients, 10-20% from Expireds, 10-20% JL/JS, etc.)

• Dedicate at least three hours in your schedule each day to prospect for NEW business (People you have NOT met before) to have at least 15-25 conversations

• Dedicate at least two hours each day for follow up calls (Utilize a CRM)

Interviewing hundreds of agents over the year year…this is what most told us:

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• Prospecting - Picking up the phone, do not confuse with marketing

• Marketing - spending two hours printing labels, etc. (Someone can do this for you)

• Accountability – use outside coaching programs, have accountability partners, etc.

• Have daily, weekly, monthly and yearly goals• $2,000 accountability check

Common Traits of Top Producers

“The Miracle Morning” by Hal Elrod

Eric Jon Melnikoff’s Daily Schedule:

4:45am Wake, pray, meditate, coffee5:15 - 6:15am Exercise6:30 -7:20am Eat healthy breakfast 7:30am Arrive at the office - download then upload phone

numbers7:45 - 8:15am Role play w/mega agent (practice scripts & dialogue)8:15 - 8:30am Mindset (review yearly, monthly, daily goals, take

inventory, watch one 3-5 minute video)8:45am - 12pm Lead Gen (Expired, FSBO, JL/JS, Lead Follow up)

Make 25 contacts (this is a contact sport) Set two new listing appointments Talk to two new real estate agents (build profit share=15 in 1st 11/01 ) Add six new people to my database (build my database to 5,000 by 04/01) Preview one new listing BOH (know new inventory & meet agents) List one new property (close 107 units by 12/31/14) Book Mega Camp (be a better agent) Call mom & Jessica (family)

What does your day look like? What’s your purpose?

Keller Williams, Austin• Prospects every morning from (9-12 p.m.) Monday

- Thursday (sometimes switches to evenings). • Starts with calling FSBOs and Expired listings where

he can find a phone number.• Calls around recently Just Listed/Solds.• Goal: get 20 contacts/day = 100 contacts

every week.• Contact is anyone he is able to have a conversation with (15

seconds ).• Goal: capture follow ups to add to his CRM for future follow up.• Focuses on follow ups every afternoon from (12-2 p.m.). • Business and Appointments (2-5 p.m.).

Case Study – Glenn Ross

Century 21, Virginia• Prospects to people he has never met from

(8-11 am) every morning. (uses auto dialer to make 400-500 calls).

• Goal: capture email information and make an appointment

• Follow-ups (11am – 1pm) – live calls w/out an auto dialer, creates folders that are color-coded to indicate prospect type.

• Appointments (2 pm-6 pm) Focuses on neighborhoods with high turnover rates and also

areas where 65+ crowd tends to live. Only uses Cole and a dialer – no other forms of advertising or

lead generation and is on pace to do 50+ transactions this year.

Case Study – Ron Windsor

• “Cold calls really catch a homeowner in the information gathering phase and

to me, and most often, they’ll end up choosing me when they’re ready to take the next step.”

• Calling into neighborhoods doesn’t require a lot of money to get started. You aren’t competing with the other agents in town who are calling the Expireds and FSBO’s (and he will end up calling them anyways, just with a different approach).

• Think old school tactics such as sending a handwritten thank you to someone after you have a conversation with them.

“ My name is Ron Windsor with Century 21. I’ve seen several properties

sell at listing price in your area over the last few weeks. I’m curious with the recent activity in the market, what are your future plans for your property?”

Case Study – Ron Windsor

Reach out to neighbors through the power of:• Just Listed / Just Solds calls / Walk the streets• Open house / Walk the streets to tell the neighbors• Geographic Farming • We Have Buyers campaigns

Keep in mind: • 12% of homeowners are planning to move within the

next 12 months? (U.S. Census)• Nearly 70% of those sellers will ONLY interview one

agent to list and sell their home? (NAR)

Who can I reach out to that I don’t know?

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“The biggest thing I learned about scripts is that you want to get 1 of 3 things out of the call, so by making the scripts geared towards those three goals makes it very simple to tailor the script to any situation”

1. An appointment

2. A referral

3. Contact info & permission to stay in touch

Don Bass – Keller Williams Rivertown, MI

What’s the purpose of the call?

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“The possibilities of having new business by contacting people who don’t know you yet, that’s the power of Cole.”

Kristi Soligo

Reece & Nichols, Kansas City

Use a NEW LISTING as leverage to create conversations with neighbors!

Just Listed /Just Sold

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Your Own Listing “My name is XXX with XYZ Realty. I’m sure you recently saw the For

Sale sign at 2621 Sw 14th St. I’m not sure if you know the owners

Brenda and Dan Martin but they asked me to personally give you

a call to see if you know of anyone who might want to move into the

neighborhood. If you have any questions about the property, my

number is…”

I promised my client that I would call of the neighbors to see if they

know of anyone who wants to move into the neighborhood…

Whatever their house lists for and sells for DIRECTLY impacts the value

of your home (because you are just down the street from them…)!

Do NOT make it a sales call, make it an informational call

Scripting Ideas: Just Listed

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Someone Else’s Listing:“Hello, this is Don Bass with Keller Williams Realty. I'm calling the neighborhood today because your neighbors house at 123 Main St was just listed for sale. Are you familiar with that home? Great. It has 3 bedrooms, 2 full bathrooms and is priced at $219,000. I'm calling for a couple of reasons. Who do you know that would like to move into the area? (No) thank you for thinking of that for me. And secondly, we know statistically that when a house goes on the market, 1-2 more homes come on the market shortly after. Have you heard of any of your neighbors mention the possibility of selling soon? Great thank you for thinking of that for me as well. Have you thought about entering this great market that we are in? Would you be interested in knowing what your neighbors house sells for when it does sell? (Yes) great I will be happy to send that information to you. What is a good email address that I can send that to? Thank you so much and have a great day!”

Don Bass, Keller Williams – Grand Rapids, MI

Scripting Ideas: Just Listed

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Regarding Open Houses

“Wanted to share this video from an associate of mine, Eric Jon Melnikoff, prospecting with "Just Listed" calls, inviting the neighbors to an exclusive open house for his $1,770,000 listing at 102 Oval Rd., Essex Fells, NJ. From this 15 minute session, he gained the buyer and is under contract representing BOTH SIDES! You'll notice (and he wants me to mention), he's not the most polished on the phone, so the moral of the story is...anyone can do this!” Nick Baldwin – Kelller Williams, NJ

“Hi This is Eric with KW Realty. I’m just calling all of the neighbors of 102 Oval Rd, inviting them to an Open House tomorrow between 12-1…A lot of times people in the neighborhood say ‘I have a friend who’s looking in (this subdivision).’ I don’t know if you are familiar with this home. He’s done a lot of updates, completely gutted the kitchen…Do you know of someone who might be interested in buying something (in this subdivision…)?”

Eric Jon Melnikoff – Keller Williams, NJ

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“Dan and Linda Martin wanted me to call you and share

with you the good news. Their house just sold for 98% of

asking price for $220,000 after only 14 days on the market.

As you know, as soon as one house sells, typically 2-3

neighbors list their house soon after. If you have any

questions about the selling process Dan & Linda went

through, please let me know. My number is …”

Scripting Ideas: Just Sold

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“Hi, it’s Kimberly Harris with Real Estate One. As part of my

customer service, I wanted to let you know that we recently sold

a home in your neighborhood on X St for X amount of dollars.

(Really?) Yes! Our marketing created such a strong interest in

your neighborhood that we are contacting you to see if you or

someone you know are thinking about selling in the future. (No)

What would be a good email to send future neighborhood

updates to? Thanks for your time.”

Kimberly Harris – Clinton Township, MI

Just Sold – around a sold property in your office

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• Ask questions to create rapport, look for buying signs: What do you like about this neighborhood? Don’t like?

Where are you from originally? What brought you here?

How long do you plan on staying at your house?

• F.R.O.G, Family, Recreation, Occupation, Goals

• Capture contact information (email, cell phone, etc)

• Take good notes to help build relationship during your

follow up calls (kids, pets, hobbies, etc) .

• Follow up (Emails, phone calls, handwritten thank you’s).

• DON’T MAKE IT A SALES CALL!!!!!!!!!!!!!!!!!!

Goal - Build your Pipeline

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Keller Williams, Kansas City North• Takes notes on every lead (ie, son graduating from high

school next year…)• Handwrites a thank you to each lead (whether they are

moving in 2 months or 2 years)• Uses a CRM to continue engagement – mails out 12

postcards throughout the year• Personally makes a follow up phone call 4 times

throughout the year, “I’ve seen a few homes recently sell in your neighborhood. Would you like me to send you stats on what they are selling for?”

• He says he finds out that most folks do not have an agent they keep in touch with. By continuing to follow up, he gets them every time!

• 2014 stats – already has sold 96 homes with $19 million in sales

Case Study – Ron Henderson

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Rob Chevez, Keller Williams, VA110 transactions in 2013

Geographic FarmingMost people want to cast a really wide net but thereality is that you want to cast a small, narrow net. And be the one main thing for everybody within that net and community. Cole allows you to be able to gather that information and like an arrow, pinpoint who it is exactly that you want to go after.

Engage them in meaningful conversations that are relevant to them and their community. Then grow in concentric circles from there. So once you own one neighborhood then you can move onto the next.“

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Z.O.N.E. stands for:

– Zero in on your target market. (pick your area or niche)

– Own the mindshare of that market. (through telephone calls, door knocking, direct mail, advertising, email, etc.)

– Network with people of influence in your target market. (attorneys, accountants, HOA board of directors, pastors, business owners, etc.)

– Engage the community in service. (make sure you give back to your community)

Rob Chevez’s ZONE Method

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Which neighborhood to pick?

– Close to recent transactions and spheres of

– influence?

– The area YOU live in?

– Where your kids go to school?

– The neighborhood where your church is located?

– Near a place you volunteer at?

Start with one neighborhood…then two…then

eventually perhaps a zip code.

Farming - Build Your Brand

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“I use Cole Realty Resource to get phone numbers in a specific neighborhood, then go into my MLS to find market condition numbers. Next, I call neighborhoods with current market numbers. I start off by asking the homeowners if they have been keeping up with their real estate market in their area? (usually no) Then follow with questioning whether an agent is currently keeping them up-to-date with the market conditions? They usually say again, no one. I ask if I can provide that information for them. You will be surprised at how gracious prospects are for this. Then I start asking more open-ended questions including, ‘When do you think you might move next? Where? Why is that important?’ Just dive in and start having great conversations! I use Cole’s all of the time and love it, I get great results calling.” Kourtney Kuntz – Kara Moll Group

Scripting Ideas: Farming

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Ask Past Clients if you can call their neighbors and

mention their name – “My name is Tyler with XYZ

Realty. Your neighbors Andrew and Ashley Smithwho

have lived at 5900 S 72nd for a few years suggested I

give you a call. They have been clients of mine for

years. With the recent activity in your neighborhood,

they thought I should call and introduce myself.”

Scripting Ideas: Farming

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Calling into neighborhoods is a non-intrusive

way to build your pipeline for 30-180 day follow

ups. The ultimate goal is to always be working

90 nurtures in my database. Traditionally, for every

30 nurtures that I am following up with, I can get one

transaction. So I always want to be calling into

neighborhoods so I can introduce myself to new people

and start building relationships.

David Mortiroso, DNA-Realty, BostonLeverage recent shortage of inventory as reason for call…

“We have Buyers” campaigns

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Aaron Wittenstein,Keller Williams, Westchester NY

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“We have Buyers!” Tell their story… • “I have a great family with two school aged children who would

love to get into Maxey Elementary…

• “A client of mine is looking for a house in this subdivision so he can move his family closer to their in-laws…”

• “Long time clients of mine are now empty nesters. Since their kids are out of the house, they can now move into their dream neighborhood. We are just looking for the right house to come on the market…”

• “Our company always has clients looking in this neighborhood….”

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“Hello this is Don Bass with Keller Williams Rivertown and I am calling the neighborhood this morning, talking with all of your neighbors because as I'm sure you’re well aware, we have very low inventory right now. We have buyers that are looking to move into your neighborhood and there’s not really anything to show them. So I was wondering have you heard of any of your neighbors that are thinking about selling now or in the near future? (no) Great, thank you for thinking of that for me. By chance have you thought about entering into this great market that we are in? (no) Excellent, once again thank you for thinking of that for me. As a resident of this neighborhood I believe that you are entitled to know what is going on, would you like me to update you with sale prices that happen within your neighborhood? (yes) Great, what is a good email address that I could send that information to and I promise not to sell it to anyone and I will not bombard you with spam? I'll just send you an update every 4-6 weeks or so.

Don Bass – Keller Williams Rivertown

We Have Buyers

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Nov 2014 Jan 2015

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February 2015

Jumpstart Your Sales: • 800-800-3271• Yoursuccess@coleinformation.com• 30% discount for “Make More Contacts”• $395/year for landlines (retail $559)• $1195/year for landlines+cells (retail

$1699)• Split into 3-4 monthly payments

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“I subscribe to Cole’s cell phone service as a

way to find people who no longer have a

landline. I look up individual addresses to

find phone numbers.  Since I signed up

three months ago, it has helped me get

six listings. The first unpublished number

I got resulted in a 10k payday! I also use

Cole to find landlines and cell phones in

my farms (Just Listed/Solds, etc).”

Adding cell phone subscription?

Tracy MorganThe Morgan Group LLC

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 “Cole Realty Resource has been awesome for my team, from lead generation to prospecting to marketing our listed properties. It has been so easy to use and training any new staff is unbelievably simple. In the past month alone, we have procured 5 listings just from calling the landlines and cell phone numbers of expired listings found on Cole Realty Resource. We also use Cole Realty Resource to create targeted mailing and calling lists, revolutionizing the way we advertise for open houses.”

Adding cell phone subscription?

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“I started using Cole last year for Just Listed &

Sold calls. When my coach suggested I move

my prospecting up to a higher price point, I

used Cole to target the neighborhoods…I have

listed and sold four homes so far using this

system, two were double-sided. (The product

is) easy to use and well worth the

investment…”

Cole Works

Bill Dallas,

Prudential Tropical Realty

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"I moved to Houston, TX after selling real estate in IL

for 10 years. The move forced me to build my client

list from scratch. I used Cole to call people around

Just Listed/Solds and neighborhood farming in

general. I use information such as square footage,

purchase date and additional intel to chat with

prospects and strike up conversations. I’ve had my

best year yet and it’s thanks in part to Cole for the

accurate intel.”

Cole Works

Lisa Flores

Re/Max Southeast

Sugar Land, TX

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