1. You must prospect a minimum of 3 hours per day.
- This includes calling your sphere at least every 90 days.
- Calling Expired, Cancelled and Withdrawn listings. www.theredx.com This system makes this it really easy to organize your calls. When calling on this segment of the market, make sure the potential listing is SELLABLE and that the seller is MOTIVATED to sell. Otherwise, move on.
- Calling on FSBO’s. In today’s market, FSBO’s need realtors now more than ever. Make sure this potential seller is MOTIVATED and that it is a SELLABLE listing.
- How to get FSBO’s:
o www.Craiglist.com
o www.Backpage.com
o www.Forsalebyowner.com
o www.Owners.com
o www.Fsbo.com
o www.Byowner.com
o www.Homesbyowner.com
o www.Listbyowneronmls.com
o www.Theredx.com
o www.Landvoice.com
2. You must direct mail your farm, sphere and past clients.
- This can be done by snail mail or email and does not have to be expensive
- It should be simple, clear and powerful
- The piece must hit them within 10 seconds and then lets them move on
- It should make a positive impression so when they think of real estate, they think of you
- You should automate this by setting it up at the beginning of the year
- You must do this a minimum of 24 times per year whick will equate to every 2 weeks
- You can make them 12 buyer messages and 12 selller messages
- You can also mix in investor options if that is a market you are familiar with
- You can also reach your farm, sphere and past clients by doing charity events, client appreciation parties and pumpkin give aways.
- For the direct mail piece to send to your farm you should do the following
- Send a jumbo post card in white. On one side you will say the following: "Know the value of your home 24/7 in TODAYS REAL ESTATE MARKET by going to http://www.yourstealthsite.com/ On the other side you will put either a buyer or seller message. Mix this up. Put "For information on buying or selling in todays Real Estate Market, visit http://www.mothersite.com/
- This can be set up in advance as part of your marketing plan
3. You must have a web presence. this business is becoming a web based platform and if you are not up on that, you will be left in the dust. Your web strategy should include at least 4 websites which include
- A mother site - Mine is http://www.discoversandiegohomes.com/ This is a very powerful website when you are a Listing Agent and a powerful Buyer Lead Generation Website. I use NUMBER1Expert. Don't be fooled. This is the ONLY way to go
- A site for sellers - This is a STEALTH unbranded site that you can target sellers in your jumbo postcard campaign, classified ads, etc. The idea, is to drive potential sellers there by looking as if they won't be hounded by an agent. Mine is http://www.talmadgehousevalues.com/ This is targeted to one of my farms.
- A site for buyers - Mine is http://www.sd-mlssearch.com/ This I place ads in homes magazines, really cheap classifieds, etc to drive buyers to search the MLS. It tags their information, allowing my team members to follow up with them.
- Finally, a niche site. This can be one for second home owners, investors, Luxury Hirise Downtown Condos.
4. You must set up a blog. What your blog should talk about is the following:
- The REAL ESTATE Market, imagine that
- Localism - talk about things going on in your farm
- Client Questions and Concerns
- Pictures - preferably of homes in your farms
- Something fun. Show them a good side of you that you will be fun to do business with
- Other Local Blogs. Direct them to local blogs that you think will be helpful
- Blog and blog often. You need to blog daily if possible and keep it short and sweet
- Interesting vs Interested in
More ideas to follow
