The Real Estate Word: real estate prospecting

Showing posts with label real estate prospecting. Show all posts

3.05.2014

Prospecting Scripts, Dialogues & Objection Handlers

Use these powerful real estate prospecting scripts as a part of your daily income producing activities to build a consistent and independent real estate business. The following scripts, dialogues and objection handlers have been vetted and utilized by top producing agents industry wide. Watch how these scripts are presented by two successful real estate prospectors in the video below, and don't forget to practice and role play the written scripts below prior to commencing your actual prospecting calls.

Top Producing Prospecting Scripts, Dialogues & Objection Handlers

Ron Henderson & John Harris reveal their favorite prospecting scripts

Script - Initial Contact on the Phone:

"Hi this is John Smith with ABC Realty. I'm sure you know by now that your home showed up on the Multiple Listing Service as an expired listing, and I'm calling to see when you plan to hire the right agent to sell your home?"

Objection Handler - When Not Interested:

"Just out of curiosity, if I were to present a contract for the sale of your house tomorrow, would that pose a problem for you?"

Leave this Voice Mail Message:

"Hi this is John Smith with ABC Realty. I saw that your house is not longer on the market and I just wanted to know if you are still interested in selling? If you are still interested in selling PLEASE CALL ME BACK TODAY at 555-5555."

2.25.2014

Designing a Realtor's Business Blueprint

A real estate agent's business plan should be simple to ensure effectiveness. The plan's action steps should also lead to a Realtor's predetermined goals. Successful agents treat their real estate business by design and not default, so they chart a course based upon preset objectives to take control of their desired results.

KNOW YOUR NUMBERS & YOUR SCORE
High producing agents should always know their numbers and the score. Because they are always aware of the activities that they need to complete in order to realize their desired outcomes, agents that run their business by design are held accountable and remain motivated to focus on income producing activities. If they have not finished the business generation activities that they had planned for a certain day, the scoreboard will show that they are behind.

ACTIVITIES MUST BE PREDICTABLE & REPEATABLE
The activities must be predictable and repeatable so that they can be calculated to lead to an agent's desired results. To ensure predictability, it is a good idea to establish conversion ratios for all income producing activities. Repeatable actions can be perfected over time with practice for increased efficiency. Agents can then focus on specific business generation activities with the assurance that their desired results will follow.

CREATE YOUR PLAN
Goals should always be written down. The process for creating a lead generation plan should take no more than about 10 minutes to complete. Top producing agent Brad Baldwin and real estate trainer Brian Icenhower explain a simple process for designing a business development plan that ties specific daily lead generation activities to a Realtor’s annual income goals in the following video:

Creating a Realtor's Business Plan

With Brad Baldwin & Brian Icenhower

2.05.2014

Expired Listing Prospecting Scripts

Why is it that so many real estate agents possess such a strong aversion to prospecting for expired listings? The people on the other end of the phone have just had their listing agreement with another agent expire, and they likely still want to sell their home. Yet many agents still view this as a cold call simply because they do not have a personal relationship with the homeowner. Let's look at how so many top producing agents have overcome this fear of the unknown and made a career out of expired listings.

THEY ARE NOT COLD CALLS

Real estate prospectors would much rather call expired listings than their own client databases because people they know don't necessarily want to sell their home. Expired listings are the low hanging fruit because they already have their hand up wanting to sell. Isn't it worse to call all of your friends, family and clients just to keep in touch than it is to call people that actually want to sell their home?

ANYONE CAN PROSPECT FOR EXPIRED LISTINGS

You don't need a large database of past clients or people you know to succeed in real estate if you prospect for expired listings. In fact, prospectors' businesses are totally independent and transportable as they can relocate to any geographic location and instantly start generating business after a move.

Watch John Harris reveals his expired listing prospecting

scripts & dialogues to Brian Icenhower

EXPIRED SELLERS ARE GREAT CLIENTS

Expired homeowners have already tested the market, so they are no longer overly optimistic about their list price. This also makes them much more willing to make necessary improvements to their homes. Also, since an expired owner's chief complaint with the first agent is always a lack of communication, by comparison the second agent appears to provide amazing customer service.