Real Estate Insider | Chapter 11
__/ __/ __/ __/ __/ __/ __/ __/ __/ __/ __/ __/ __/
THE REAL ESTATE INSIDER E-NEWS!
www.realestategrowth.com
__/ __/ __/ __/ __/ __/ __/ __/ __/ __/ __/ __/ __/
1. "How a Rookie Case Study Reveals Hidden (and
Hugely Profitable) Benefits to Even the Most
Seasoned and Highly-Skilled Agents!"
(Think you're beyond studying rookie mistakes?
Shelve that thought...this is POWERFUL stuff!)
2. Simple mistakes that cost even the best agents
thousands of dollars and how to put systems in
place to end the bloodletting and profit massively
now...next week...and far into the future!
http://www.realestategrowth.com
3. Any questions about anything you've read about in this newsletter?
Just call 1-800-959-3959 to speak to Brad or Ann.
Dear Reader,
I'm going to share a story with you that has so many phenomenal benefits that you really need to sit down and study this newsletter and think about how these ideas effect you...
It's a story of a rookie agent in her first month in real estate. She plunged into real estate with a mountain of enthusiasm and borderline delusional expectations.
==================================
How a Rookie Agent Shocked
Me With Simple Mistakes Even
Seasoned Professionals Miss!
==================================
She thought that the moment her feet hit the ground she would be rolling in the dough and suddenly the land of milk and honey would welcome her with open arms.
Well, such is not life. You and I know that success in real estate takes planting the seeds, tending the garden, pulling weeds, fighting off the bugs and birds that would eat your crop, and then - only after good amounts of hard work - you take in the harvest!
But it's understandable she had a high-flying attitude about real estate because the rookie I'm talking about is my sister-in-law. She worked for my company for over two years and heard first-hand hundreds upon hundreds of stories from our agents, about how much money they were making using our ingeniously simple marketing tools.
So, after about two years of hearing story after story, she thought "enough is enough" and decided to get licensed and shoot for the brass ring herself. And I can't say I blame her - there's big money in real estate, and if I weren't building a large national company to serve REALTORS(R) I think I would throw my hat in the ring too!
So, as the story progresses, she gets licensed, parks her license with a local company, and starts marketing.
She gets permission from her broker to advertise nine of the broker's listings, sets up two homes magazine ads (just like we showed her) and boom... she's off and running!
===========================
She Blasts Out of the
Gate Like a Rocket!
===========================
The first 18 days of her real estate career she generates 156 unique new leads from two homes magazine ads, one full-page ad and one half-page ad.
The total cost was $145 for the full-page ad that produced 99 leads and $175 for the half-page one that produced 57 leads. Both have a little more "shelf life," but they've run about 90% of their course.
So, not bad, hmm? She's got 156 leads to work with. She knows what to say and how to say it, when she follows up and calls back. Again, boom... she's out of the gate like a rocket, right?
Well, not so fast.
Yes, she fires into the follow up calls like a hungry dog after a meaty bone and does a pretty darned good job. She reaches 112 of the 156. Of those, she makes good progress and gets to a point of fairly good rapport with over 50 of them, sets up a few showings, and gets permission to send the others more information and call back.
All this sounds pretty good so far, hmm? Well, it's not quite as good as it sounds because...
=======================================
No Skills = No Sales or Listings!
=======================================
You see, my sister-in-law has never sold anything. She doesn't understand some of the very basic elements of the process. She gets permission to send information but doesn't understand the need to qualify things a little more or for that matter doesn't know how.
So, here she is, sending information without a plan or the skills to get a deeper level of commitment from the folks she's spending her time and money on.
All that being said, I know in my gut my sister-in-law is going to make a carload of money in real estate.
Why?
Because she's tenacious and is bound and determined to make it happen. Plus she's got the most important element down - the phone is literally ringing off the hook! She can afford to take a few more swings before the ball goes out of the park because she's using our marketing system to drive tons of interested prospects through her marketing funnel.
And if you're wondering "Well, how good are these leads she's generating anyway?" ANSWER: a national survey of over 25,000 prospects showed that over 33% of those calling for recorded information about a property will buy or list a property within the next 30-60 days!
So the leads are fantastic leads!
==========================================================
If your not already using our system and would like
more information about the system she's using to
generate 156 inbound leads in her first 18 days as a
REALTOR Click Here:
http://www.realestategrowth.com/how_to_grow.asp
==========================================================
And yes, she's got a lot more room or "margin for error"
to work with than most agents. But, she's got to get
the basic fundamentals down before she's truly going to
be able to exploit this phenomenal marketing approach
to the maximum. And that's what I want to talk about...
=========================
Success Depends on This
=========================
I know, I know - I sound like a broken record! But it's
always been and always will be true. Success in life or
business is built on FUNDAMENTALS!
So I'm going to be like the preacher who kept preaching
the same message week after week. After the third time
preaching the exact same message, one of the church-
goers came up and said, "That was a great sermon pastor,
but do you realize it's the same message you preached
the last three weeks?" To which he replied, "Yes, and
I'm going to keep right on preaching it until you folks
get it right and live it!"
Not a bad idea.
But before I go any further, I want you to know the
fundamental skill I'm going to be "preaching" on today
is one that I've never touched on before in a newsletter
or in our course.
The reason I've never touched on it is because I've
always felt that if you're lacking basic fundamental
skills, you really shouldn't consider our services until
you've developed those basic skills. Well, I think I may
have been wrong about that.
Because after reflecting on the challenges my sister-in-
law is facing, it occurred to me that the message she
needs and the skills she needs to work on are the very
same skills every agent needs to polish, sharpen and
hone.
So, this message is not just for rookies. It's for any
agent who's ever lost a good prospect.
==============================
The Next Step in Creating
an Appointment
==============================
Ok, you've made the call-back, you've connected, you've
had a good talk with your prospect... now what?
First, let's talk about what not to do, then we'll get
into the basics of how to lead your prospect down the
gradual path of commitment.
In your first call, like I've said before, it's all
about getting to a point of rapport. You need to get to
a point with your prospect where it's a free-flowing
dialog and you're connecting. You're able to ask
questions and get honest answers.
Once you've gotten to a true level of "rapport," your
prospect begins to open up to you and tell you their
wants and needs. They feel they can trust you enough to
talk a little bit.
But...
================================
It's Like the Dating Game!
================================
At this phase it's kind of like dating. You wouldn't ask
someone to marry you on a first date, and the same could
be said of your relationship with your prospect. Now is
not the right time to ask them to buy or sell a house...
you've got to build the trust level to a point where
your closing questions make sense and the timing is
right.
Usually in the first call (if you get to rapport) you
will find out a little bit about your prospect, what
they're looking for, if they have a home to sell, etc.
And then, once they've opened themselves up to you, you
have an opportunity to demonstrate your willingness to
serve them.
How?
By offering things that they want and need and making it
easy for them to get it.
=========================
First Be a Servant!
=========================
For example, once you know they want a three bedroom,
two bath home in a certain neighborhood and price range,
you could offer to send them some additional information
about homes that might fit their needs.
But this is just the first step of the "commitment
process". After you send them information... now what?
=========================
Why YOU Desperately Need
to Move to the Next Level
=========================
Well, here's where the rubber really starts to meet the
road. Once you've sent them information, you've got to
start gently leading in a direction that will result in
them creating a transaction with you.
You're not simply an information source. You are a
professional who needs to earn a living by serving the
needs of your clients.
So how do you get them "off the dime"? How do you get
them to take the next step?
You need a well-thought-out plan with lots of carefully
crafted questions designed to lead them to meet with you
face-to-face.
So let's walk through your second follow up call after
you've mailed out information and demonstrated your
commitment to serving them. Visit the link below:
https://www.realestategrowth.com/ITZ/resources/power_script.asp
OK. Now you're pinning down a time and working towards
getting face-to-face. That's the goal! When you get a
lead, your first goal is to establish rapport. Your very
next goal is to get face-to-face as quickly as possible.
============================
The REAL Reason They
NEED to Meet With You!
============================
The real reason they need to meet with you face-to-face
as soon as possible is... it's to THEIR BENEFIT! Be sure
and always remember... IT'S ALL ABOUT THEM!
So what is it about getting together that benefits them?
Why should they want to meet with you and have you
consult with them?
Well, first it will save them a lot of time!
Why?
Because you can get a deep understanding of EXACTLY
where they are and where they are coming from. By
meeting, you will be able to serve them more effectively
by saving them lots and lots of time.
The other thing is, by knowing them at a deeper level,
you will be able to help them find the best possible
home for them. Without a deeper understanding you might
be able to help them find a home... but it's kind of
like shooting in the dark.
By meeting with them, you connect, understand and are
able to serve them far more effectively. So the benefits
are two fold. First, you save them lots and lots of time.
Second, you help them find a home that is better suited
to their true wants and needs. That's why they need you
to consult with them!
But, on the other hand, it's crucial for you too! You
have to position yourself to always be earning income
for the time you spend. You're a professional that needs
to earn a high-level income for providing superior
service to your clients.
============================
The Massive Benefits Behind
This Strategy
============================
So, by meeting with these prospects as quickly as
possible, you're able to sift the wheat from the chaff -
you're able to find out who is serious, qualified and
ready to make a move and who is not.
Does that mean you discard the other prospects? Heck NO!
You take those prospects and you plug them into your
monthly contact system and stay in touch. It costs you
about $8-$9 a year to stay in touch with someone... and
will that pay off? You bet! It will pay off in a huge
vein of gold that will literally explode over time!
So yes! Work through your prospects and determine who's
a today prospect, who's a 3-month prospect and who's a
little farther out. And then stay in touch with them
accordingly.
But the key is first getting face-to-face. And remember
the reason for getting face-to-face is NOT you... it's
all about them!
====================
So to recap...
====================
When you get a lead:
1.) Your first goal is "rapport." Once you have rapport,
2.) Demonstrate your willingness to serve by sending
them information and following up. Then...
3.) Immediately after sending them information, follow
up and engage them in a process that will get you face-
to-face as quickly as possible.
I realize this thought process is very basic and
fundamental but frequently even seasoned, highly-skilled
agents drift away from these basic fundamentals and miss
significant opportunities.
Again, once you have rapport, demonstrate you are a
"servant," and then move towards getting face-to-face.
If they aren't willing to get face-to-face, you may not
really have a prospect. You may just have someone that
is dreaming or is a 6-12 month type prospect.
If you find through this phase of qualifying them and
softly attempting to get face-to-face your prospects are
further out (6-12 months or more) you may need to back
off and just plug them into your monthly contact follow-
up system. And if you don't have a monthly contact
follow-up system, you need to get one!
Now for that I have just the thing!
=============================
An Amazing Relationship
Marketing Tool!
=============================
A couple weeks back I introduced you to a relationship
marketing tool that a couple hundred of our agents are
now sending out each month. It's a complete turn-key
monthly contact system (that takes all of about 30
minutes a month to implement!) created by a good friend
of mine, Craig Forte, with 3-Steps Marketing Group.
Craig is a master of direct response, he's a phenomenal
copywriter, and this relationship marketing tool he's
put together is an absolute gold mine!
It's called "Service For Life!" It's the best direct
response system I've ever come across for helping agents
generate more business from their network.
To confirm how effective it is, I personally talked with
over a dozen agents using it. They've all told me nearly
the same thing - it's producing like gangbusters! The
results have been astounding!
In fact, this marketing method is so powerful, many of
Craig's agents have abandoned most other forms of
prospecting because they're getting so many clients
BEFORE other agents even know they exist!
This thing has been kept so secret, I had to practically
go to war with Craig to even mention it to you the first
time. But I managed to convince him to share his special
'relationship marketing' package 'Service For Life' with
you...for FREE.
The package includes:
1) a CD of a proprietary tele-coaching call
describing this marketing method (including the 7
key psychological triggers that make it work!),
2) a confidential "Clients Only" Training Report,
3) a complete real live SAMPLE of this amazing
relationship marketing tool and...
4) actual comments and strategies agents are employing
to make incredible sums of money using it.
Some of our subscribers and clients missed out on this
fabulous package. So a few days ago, I asked Craig if
I could once again offer to share it with you. And after
a little prodding and polite "arm-twisting," I got him
to agree.
=========================
Don't Put This Off!
=========================
If you didn't request your free package earlier, this
is one LAST CHANCE for you to get the inside scoop.
Just click here to request your FREE "relationship
marketing" package (if you already requested it, you
don't need to request it again). He'll send it out by
First Class mail immediately.
http://www.realestategrowth.com/cs/sfl.asp?ch=11
The marketing wisdom and golden nuggets of direct
response are well worth your time to preview. Even if
you have no interest at all in Craig's "Service For
Life" relationship marketing tool, you will benefit
immensely form the knowledge you'll receive.
So check it out... again, it's well worth your time!
In closing, what's the overriding lesson I learned from
my sister-in-law, the rookie REALTOR(R)?
Yes - you've got to get to rapport, but the next step is
just as important as rapport. You've got to get face-to-
face as fast as humanly possible.
Again, it's all about relationships and the next step in
the relationship process has to be getting one-on-one,
face-to-face as quickly as possible!
======================================
More Lessons from the Trenches
======================================
Keep an eye out for the next chapter. I'll share with
you a simple, easy solution to getting the deep level of
commitment from your prospects that leads to a transaction...
And how two massive frustrations can flood your bank
account with money...and what happens when you ignore them.
If you aren't careful, you can ruin everything.
Until next time I remain...
Yours For A More Profitable Real Estate Business!
All my best,
Gary Elwood
__/ __/ __/ __/ __/ __/ __/ __/ __/ __/ __/ __/ __/
Proquest Technologies, Inc.
gelwood@proquest-tech.com
1-800-959-3959
"Secrets to Unleashing a Six-Figure Plus
Real Estate Income with Response Hotlines"
__/ __/ __/ __/ __/ __/ __/ __/ __/ __/ __/ __/ __/
