The New Prospecting Frontier8 hour MCE

By Peggy Santmyer

To consider how we can incorporate the new opportunities that technology provides into the traditional prospecting we have used in the past.

To recognize the potential for doing more transactions by using the technology available to us to work more efficiently.

To explore different methods of managing contacts once we find them.

To review what the License Act, the Rules of the Commission, and the Code of Ethics require in regard to advertising and prospecting.

Learning Objectives

Choose a group to work with

Do the Pre Assessment on page 6

Discuss the question on page 7

Group Workshop

85% of Buyers start looking for homes on the internet

Sellers expect their agent to market their property on the internet

Consumers expect their agent to have computer knowledge

Laptop vs PC Wireless access

The New Prospecting Frontier

Branding for the agent

Can register for one to ten years

Go Daddy, WhoIs, Network Solutions

Cannot misrepresent your business

Domain Names

NAR rules say we cannot use the word “REALTOR” with descriptive terms

NOT Acceptable-BestRealtor.com, #1Realtor.com, FriscoRealtor.com

AcceptableJohnsmithrealtor.com Domain names do not have to use punctuation

or be separated from the agents name

Using the Word “REALTOR®”

Advertise your e-mail and web site everywhereYou Need Folders

Distribution List Automatic Signature

Out of Office Response

E-Mail

Do Not Use All CapsNever send an e-mail when you are angryAlways use spell checkNever criticize another business on e-

mailBe professional

E-Mail Etiquette

Inexpensive Web Sites AvailableMost offer templates to help you create your

site.Search engines (Google, yahoo, lycos, etc) use

bots to determine how your site ranksSearches keywords, text, page titlesThink like a consumer

Web Sites

Word Tracker.comWord Spot.comCheck out the Competition

Searching Key Words

Now we have the lead, how do we nurture it? Respond Quickly. Every Lead is an Important Contact. Knock Your Sock Off Service

Managing Internet Leads

More Leads=More Appointments= More Sales= More $$$$

Must register any assumed name with TREC Agent cannot use their name(or their team or

group name) in the ad without also having their brokers name appear.

Agent can never appear to be the one running the business

The broker may be a licensed LLC or Corporation Both agents and brokers must identify themselves

as agents

TREC Rules Regarding Names

Article 2REALTORS® shall avoid exaggeration, misrepresentation, or concealment of pertinent facts relating to the property or the transaction.

NAR Code of Ethics

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.

NAR Code of Ethics

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.

NAR Code of Ethics

Enables agents to respond faster to the consumer

Messages can be instantly received and answered.

Our office can be anywhere we are.Makes agents available 24/7.

Smart Phone

Many consumers prefer text messages to other forms of communication

If the consumer text the agent, the agent must respond

If you are unable to respond you may miss a valuable opportunity

Texting

Short messages140 total charactersCan include linksCan have followersCan become a follower

Tweet, Tweet

My SpaceFacebookLinked In

Social Networking

Linked In is for business and professional contacts. Advertising your business here is expected.

My Space, Facebook and many others are for social networking. Keep it primarily social.

You can set up a fan page on Facebook and it could be mainly business.

Contacts with many people giving you the opportunity to form relationships.

Social Networking

Be aware that anything you say here, any photographs, etc will be here for a long time

Can come back to haunt you laterIf you are going to advertise here all

advertising rules apply.Remember you are representing your company

as well as yourself. Be professional

Social Networking

Recognize they are NOT privateDo not say things to anyone or download

photos that would cause you embarrassment

Would you say it to your Grandma?Be cautious about accepting friends you

do not know.

Social Networking and Privacy

To have direct communication with potential clients

To establish yourself as an expert Inexpensive lead generation Differentiating yourself, establishing a

nicheBuilding relationships and trust

Why Blog??

Typepad.com, Active Rain.com and Trulia.com/Voices are active blog sites for real estate agents

You can also set up a blogging domain name such as www.stpaulrealestateblog.com

Where to Blog

Determine who will be your audienceKeep it focused on the audience and

interesting to themBlog oftenKeep it short

Decide Who Your Audience Is

Blogging will help Google to track you and your specialties.

I Google You, You Google Me

Skype to Skype voice and video calls are completely free anywhere in the world they have internet access

You will need a computer with a microphone and for video a web camera

There are fees for Skype to land lines

Skype is FREE

Face to face with your client and you neither one need to leave your office

36 billion minutes of Skype to Skype calls in 2009 and 1/3 were video calls

More About Skype

Market your services with a video on YouTube

Market your listings with a video on YouTube

YouTube

Agents must monitor their timeNeed to be face to face with buyers and

sellers every day…need to prospect every day

Technology can help us keep the pipeline full

Prospecting is the lifeblood of our industry

Can You Go Overboard?

These contacts need to be integrated into all your contacts.

Every contact is valuable. Keep in touch often.

Social Networks Expose the Agent to Many Contacts

And the questions is “What is the difference between agents that make it and agents that don’t” ?

Learn to use the tools

Never, never, never give up.

Commitment is the Answer

Prospecting is defined as: finding a lot of leadsdiscarding the unqualified leads and

keeping the gold.

Traditional Prospecting

What makes a lead unqualified?1. In your group list three reasons for

sellers and three reasons for buyers that would make you say unqualified for now.

Answer the following:2. Is your contact list different from your

list of leads? How will you manage the different groups?

Group Workshop

Create t-shirts that have your company name and your contact information on them.

Send flyers to a group of contacts with your contact information and something personal (photo of your new grandbaby, new puppy, etc.)

 

More Creative Prospecting

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.

Attend meetings regularly. The Chamber of Commerce card exchanges can be very valuable. Add these business contacts to your database.

Wear your name tag everyday. It starts conversations.

Creative Prospecting

  Ask an attorney and for referrals

Offer to cater a “Meet the New Neighbors Party”.

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.

. Creative Prospecting

Latest Update-ZipForm6® Professional

Forms AvailableTREC LibraryTAR LibraryLocal Association Library

Zip Forms

Complete the Cover Sheet and many of the blanks will auto-populate.

Forms can be added to the transaction by dragging or dropping them.

Searching for forms can be done alphabetically or by form number.

Zip Forms

Strikeout- can strike through preprinted text Clause Editor-create clauses that are

frequently used Templates-can be created for any type

transaction Spell Check Mortgage Calculator Sticky Notes

Zip Forms Features

zipForms®6 Toolbar

Zip Forms and Electronic Signatures

Cut costs related to printing, sending, storing, and managing paper contracts and agreements

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.

Electronic Signatures

Allow signers the convenience brought online, so they can sign anytime, from anywhere they have online access.

See exactly when a contract or agreement is viewed, signed, or rerouted.

Electronic Signatures

On June 30, 2000- the Electronic Signatures Global and National Commerce Act (E-Sign) was signed into law.

The Uniform Electronic Transactions Act of Texas (UETA) is consistent with the Federal law.

Laws RegardingElectronic Signatures

The law now gives an electronic signature the same legal standing as a written signature.

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.

Legal Standing of E-Signatures.

There is always concern about forgery. Electronic signatures can be forged just like pen

and ink signatures can be forged. The risk may actually be higher with pen and

ink. It is certainly important that real estate agents

are communicating with clients about the documents that are being sent.

Electronic Signatures and Forgery

An electronic signature can be defined as any electronic process signifying approval to terms or a document presented electronically.

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.

What is an Electronic Signature?

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.

Electronic ID

Agent Software offers a software program that provides both real estate forms and e-signatures.

AgreeWorks also offers software (only to REALTORS) that provides for both TAR and TREC forms to be completed and signed electronically.

Illumin, Sign on Line, Interlink Electronics. DocuSign has a relationship with Ziplogix who is the

vendor that supplies the zipforms software. The user must establish an account with DocuSign to

use it with Zipforms.

Competition Among Vendors

Your Client Will Receive an E-Mail

The Document History

Agents must have a method to stay in touch with contacts and past clients.

Most clients would use their agent again. Few do.

Make sure you have a plan so that they do not lose you.

May start with Excel or Outlook and later go to a more professional contact management program. Do your homework before buying.

No software is worth the money if you do not use it.

Contact Management Software

Mongo FAX

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.

For $4.99 a month REALTORS® can plan up to 25 stops

Can print maps with directions, e-mail the route and add points of interest

Keeps your mileage records for IRS See the Benefits section of Texas

REALTORS®

Check out Dashfly.

And Now You Are Ready

THEEND