Get Neighbors on the Move Preferred Vendor for

Get Neighbors on the Move Preferred Vendor for Agent Mastermind (AMM) 1

Session Framework • Tyler Steenken • Enterprise Sales • Cole. Realty. Resource. com • Lora Ullerich • Brand Journalist • coleinformation. com 2

Cole Directory Then and Now • Published in 1947 • “Blue Book” • Crisscross directory Invaluable information for industries: Telemarketing Debt collection Law enforcement Today, web-based lead generation for Realtors

Did you know? • In most markets, 90% of the transactions are done by the top 10% of agents • 8 out of 10 new real estate agents are likely to fail within their first two years

Common Traits of Top Producers • Keep a daily schedule to manage their time • Dedicate at least 3 hours in that schedule each day to prospect for NEW business (People they have NOT met before) to have at least 20 conversations • Dedicate at least 2 hours each day for follow up calls (People they have had previous correspondence with) • Accountability – use outside coaching programs, have accountability partners, etc.

Case Study – Ron Windsor Century 21, Virginia • Prospects to people he has never met from (8 -11 a. m. ) every morning. (uses auto dialer to make 400 -500 calls). • Goal: capture email information and make an appointment • Follow-ups (11 am – 1 pm) – live calls w/out an auto dialer, creates folders that are color-coded to indicate prospect type. • Appointments (2 p. m. -6 p. m. ) ü Focuses on neighborhoods with high turnover rates and also areas where 65+ crowd tends to live. ü 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 Century 21, Virginia • “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 • Think old school tactics such as sending a handwritten thank you to someone after you have a conversation with them

Case Study – Glenn Ross Keller Williams, Austin • • • Prospects every morning from (9 -12 p. m. ) Monday through Thursday. Starts with 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. Takes 15 dials to get one contact. 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. ).

Who can I reach out to that I don’t know? Did you know: • 12% of homeowners are planning to move within the next 12 months? • Nearly 70% of those sellers will ONLY interview one agent to list and sell their home? Reach out to neighbors through the power of: • • • Just Listed / Just Solds calls Geographic Farming We Have Buyers campaigns

Just Listed/Just Sold Session Framework Why Timing is Critical? Powerful, easy to use tool • Leverage: Just Listed/Just Sold search • Your visibility • Your credibility Virtually prospect from your desk • “Keeping up with the Jones’” Approach & offer Questions Alternative: Wait for another agent to contact them.

Just Listed /Just Sold “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 11

Scripting Ideas: Just Listed “My name is Tyler with XYZ Realty. I’m sure you recently saw the For Sale sign at XXX St. I’m not sure if you know the owners XXX and XXX 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…” 12

Scripting Ideas: Open House “My name is Tyler with XYZ Realty. The owners (XXX and XXX) of property XXX in your neighborhood asked me to personally invite you to an Open House we are having on Sunday from 1 -3. I’ll also have some market analysis on what homes are buying and selling for in your neighborhood that I’ll be handing out. My number is …” 13

Scripting Ideas: Just Sold “XXX and XXX wanted me to call you and share with you the good news. Their house just sold for 98% of asking price for XXX after only XX 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 buying or selling process, please let me know. My number is …” 14

Build your Pipeline • Ask questions to build rapport, look for signs: ü What do you like about this neighborhood? Don’t like? ü Where are you from originally? What brought you here? ü How long do you plan on staying at your house? • 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 yous). • DON’T MAKE IT A SALES CALL!!!!!!!!! 15

Where do I find the phone numbers? • Google Maps™ technology • Accurate information • Easy to use 16

Geographic Farming Session Framework • Powerful, easy to use tool • Agents know: • Just Listed/Just Sold search • The areas in town that you want to dominateprospect from your desk • Virtually • Particular subdivisions that tend • to. Approach & offer have a higher turnover • Questions How do you stay top of mind?

Geographic Farming “Most people want to cast a really wide net but the reality is that you want to cast a really 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. And 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…. ” Rob Chevez, Keller Williams, VA 110 transactions in 2013 18

Farming - Build Your Brand 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. 19

Rob Chevez’s ZONE Method 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) 20

Scripting Ideas: Farming Recently Solds – “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? ” -Script used and provided to us by Ron Windsor of Century 21 21

Scripting Ideas: Farming Referrals– “My name is Tyler with XXX. Your neighbors XXX and XXX who live at XXX 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. ” 22

We Have Buyers! Shortage of existing houses is critical to your success! • It provides context to your prospecting call. • May get interest and leads in other neighborhoods. • Provides future follow-up opportunities. • Do NOT ask if they are looking to sell. Ask if they know of anyone? If they are, it will come up in conversation. 23

We have Buyers! 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, Boston 24

Scripting Ideas: We Have Buyers “My name is Tyler with XXX. As I’m sure you know, there is a shortage of inventory of homes for sale in your neighborhood. I always have great families that are looking in your area. Do you know of anyone who is thinking about selling in your neighborhood right now? ” 25

Keep a Schedule… The Importance of Keeping a Schedule? “Paramount to long-term, major league success. Otherwise, this business will RUN you. Smart agents with business mindsets set their own boundaries and teach their market how business is meant to be done. Weaker agents let their clients dictate their schedules and as a result burnt out and have no life. ” - Amy Stoehr, Executive Coach Mc. Lean International 26

Jump Start Your Sales • Mention Agents Mastermind (AMM)for 30% discount: • $39. 95/Mo. or $395/Yr. • Get Mobile APP free if you purchase by Friday • United States: 800 -3271 or visit www. colerealtyresource. com • Available in Canada for provinces of Quebec and Ontario. Contact Mike Bognich at 402 -827 -4329 or michael. bognich@coleinformation. com for info.

Cole Works “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 Bill Dallas, Prudential Tropical Realty system, two were double-sided. (The product is) easy to use and well worth the investment…” 28

Cole Works "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 Lisa Flores Re/Max Southeast Sugar Land, TX 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. ” 29

Jump Start Your Sales • Mention Agents Mastermind (AMM)for 30% discount: • $39. 95/Mo. or $395/Yr. • Get Mobile APP free if you purchase by Friday • United States: 800 -3271 or visit www. colerealtyresource. com • Available in Canada for provinces of Quebec and Ontario. Contact Mike Bognich at 402 -827 -4329 or michael. bognich@coleinformation. com for info.

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