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Get Neighbors on the Move

Preferred Vendor for Agent Mastermind (AMM)

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• Tyler Steenken• Enterprise Sales• ColeRealtyResource.com

• Lora Ullerich• Brand Journalist• coleinformation.com

Session Framework

Cole Directory • Published in 1947• “Blue Book”• Crisscross directory

Invaluable information for industries: Telemarketing Debt collection Law enforcement

Today, web-based lead generation for Realtors

Then and Now

• 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

Did you know?

• 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.

Common Traits of Top Producers

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

• Appointments (2 p.m.-6 p.m.) 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

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 – Ron Windsor

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.).

Case Study – Glenn Ross

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

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

Powerful, easy to use tool

Just Listed/Just Sold search

Virtually prospect from your desk

Approach & offer

Questions

Session FrameworkJust Listed/Just SoldWhy Timing is Critical?

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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

Just Listed /Just Sold

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“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…”

Scripting Ideas: Just Listed

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“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 …”

Scripting Ideas: Open House

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“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 …”

Scripting Ideas: Just Sold

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• Ask questions to build rapport, look for 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?

• 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!!!!!!!!!!!!!!!!!!

Build your Pipeline

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Where do I find the phone numbers?

• Google Maps™ technology

• Accurate information

• Easy to use

• Powerful, easy to use tool

• Just Listed/Just Sold search

• Virtually prospect from your desk

• Approach & offer

• Questions

Session FrameworkGeographic Farming

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“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, VA110 transactions in 2013

Geographic Farming

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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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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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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

Scripting Ideas: Farming

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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.”

Scripting Ideas: Farming

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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.

We Have Buyers!

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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, Boston

We have Buyers!

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“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?”

Scripting Ideas: We Have Buyers

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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

McLean International

Keep a Schedule…

• Mention Agents Mastermind (AMM)for 30% discount:

• $39.95/Mo. or $395/Yr.

• Get Mobile APP free if you purchase by Friday

• United States: 800-800-3271 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.

Jump Start Your Sales

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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

• Mention Agents Mastermind (AMM)for 30% discount:

• $39.95/Mo. or $395/Yr.

• Get Mobile APP free if you purchase by Friday

• United States: 800-800-3271 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.

Jump Start Your Sales

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