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You might have noticed: I’ve been on a interactive voice response kick lately.

Why? Mainly because I’m getting phenomenol feedback from clients who are kicking butt in a market that’s done nothing but chewed up real estate agents…and spit them out.

In the last year alone 40% of the agents I know have shuttered their businesses. And gone to work for someone else. Not quite the end to their dreams they’d hoped for. 

What about you: Are you close to hanging up your real estate lisence? Deals collapsing all around you? Or not even materializing at all? 

Has all your normal shoe-ins for leads dried up? If so, you’re not alone. 

Yet a small pocket of agents using interactive voice response technology are having their best years. 

What gives? Part of the secret involves the psychology of IVR: most people don’t want to talk to a salesperson but would love to simply listen to a message. 

But there’s another part to the equation: How you craft your 800 number ads. Let me show just one way you can do it.

PAS Formula: Like Skimming Stunned Fish Off the Water Surface  

Pain and problems dominate us–especially in this economy. Every day and every hour people are constantly looking for solutions to their pain and problems. 

Because of this you can use the Pain-Agitate-Solve copywriting formula to stop people in their tracks, draw them closer, yearn for your answer…and beg for your solution.

Step 1: Point Out the Problem

This formula works especially well in short ads like 800 IVR numbers. For example, all you have to do to point out the problem is simply ask a question.  

“Are Going to Lose Your Home?”

It’s that easy. 

Step 2: Agitate the Problem

So, once you’ve pinpointed their pain, agitate the wound. 

“With this sinking economy–and no hope of it turning around soon–you’re not alone. Yet, losing your home will cost you your equity and destroy your credit scrore” 

Step 3: Solve the Problem 

Now, once you’ve got them wincing, introduce them to the resource that will answer their problem or cure their pain.

“Fortunately, there’s an answer. It’s called short selling. Call me for details.”

Don’t forget the call to action. Always ask them to do something. 

Conclusion

If you use this formula there’s a good chance your phone will go bezerk. Can’t promise that…but it’s happened before. 

Naturally, you can work this with all sorts of scenarios. You could craft simple ads that’s asking for listing apointments. Or target renters and move up buyers. 

In fact, the beauty behind IVR 800 numbers is that you can create multiple ads…and accurately track each one. And you don’t even need an IVR 800 number to use this formula. It works in any sales environment. Even face to face. 

So, interested in crafting an that will take off like something from the launch pad of Cape Caniveral? Or simply inject some feisty juice into your current yawn fests? If so, then get to work.

Did you find this article useful? If so, leave a comment. And if you like what you read, subscribe to the Real Estate Marketing Blog.

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Imagine: in less than 30 minutes you can map out a strategy to create good leads, convert more clients and sell more houses in the first quarter of a sluggish 2009 market. 

What do you have to do? Use these three keys to successfully enticing prospects to take you up on any offer and call you:

1. Demand. It has to be information they want. (Seems obvious…but this is crucial.)

2. Interesting. It has to be interesting and attention-getting. No one takes action to check out something that’s boring.

3. Easy. Then finally, it has to be EASY for your prospect to request or receive this ‘Free Information.’ (This is where technology comes in.)

By using technology that reaches prospects first eliminates your competition. You get to prospects before your competition. Then, once you’ve reached the prospects, you can use a little clever psychology to compel those prospects to respond.

Powerful One-Two Punch

In the process of using this startegy two things happen. First, by reaching the prospect first, you gain a 3 out of 4 advantage over your competition automatically. 

Then second, it completely eliminates any Do-Not-Call list issues. When a prospect calls you, you can call them back as many times as you like within the next 90 days, regardless of whether they’re on the national Do-Not-Call list or not.

What’s the Key to Delivering This One-Two Punch? 

Answer: Shift all your marketing to a ‘Free Information’ offer. (This is the psychological part.)

More importantly you need a tool like interactive voice response technology to really pull it off. IVR is a tool that will allow you to never again wonder how to get all the leads you need (and get them in the least expensive way possible)

It will also help you track every penny spent on advertising…warm up your prospects before you even talk to them…and even allow you to make an immediate profit in less than 30 days.

Take This a Step Further

I lay out this total strategy in a newsletter called The Real Estate Insider. This newsletter is completely free. And in it, you’ll learn how to use three trigger words with this tool to compel practically every single person who sees your ad to call you.

Inside this newsletter you’ll learn how to use the 3 steps described above in detail. Plus, I’ll share a truckload of explosive secrets we’ve discovered from twelve years of working with some of the most successful real estate agents and trainers.

Simply sign up and get insight to our most recent and reliable methods to creating good leads. Remember, these strategies are really only for you if you are struggling…if you are about to leave the business because nothing else is working…or if you see that things could turn south really quick.

Let me know what you think. 

Did you find this article useful? If so, leave a comment. And if you like what you read, subscribe to the Real Estate Marketing Blog.

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Lead generation. It can be a real witch.

Likely, in the early days of your career as a real estate agent, you’ll invest heavy amounts of time and energy into crafting ads. Finding sources to place those ads. And emptying your wallet to pay for them.

Thus, it can be frustrating to do all this and find that no one is listening. Let alone responding.

It’s like being a slave. No, worse. It’s like being a crippled slave.

Yet, not advertising will leave your career deformed and lying in the dust…far behind your competition. What should you do?  

The Most Clever Tactic to Generating a Bonanza of Calls

Well, what I want to share with you is one of the simplest tatics I’ve found to effecctively getting people to call you. It’s obvious and very basic. But so many real estate agents don’t do it.

The tactic is simiply to turn your ad upside down…and make the caller’s response the primary focus.

 Here are a number of ways to do just that.

Start a Debate: Pick a controversial topic or one that you think people have strong opinions about. State the two sides of the argument. And let your callers go at it. Your voice mail will rack up with leads.

Ask for Advice: State a problem that you or your target consumer has and ask for help. Ask for a solution or advice. You could call this a community workshop and turn it into an event down the road.

Ask for Tips: Choose a topic that your target consumers might know something about and ask them for pratical help. You might then compile the tips and share them in a newsletter with those who called you. 

Ask for Examples: Give callers an invitation to submit examples of a topic that’s important to you or them. Again, you can then turn around and share the results with them in a newsletter.

Ask for Experiences: Propose a question about “your worst buying nightmare” or “best listing experience you ever had.” This is another great opportunity to share the results at an event or newsletter. 

Run a Poll: Pick a topic–say, the economic recession–and survey people. Ask them if they’ve been laid off, going to be laid off or super secure in their jobs. Then ask them to expand. Share the results as you like. 

Here’s the thing to remember: You need to promise your caller’s that you’ll share the results. And then actually share the results at an event or newsletter. Or something. Just make sure you share. 

This Is the Problem You Want to Have

As I’ve stated before, this approach works enormously well when you have an interactive voice response system tracking and capturing your leads. But it’s likely to swamp you with you with callers.

Don’t fear.  

This is lead generation 101. All you really want to do is get people calling you. Who cares if you generate 1,000 leads in a month?

That’s not a bad problem to have. Because once they’ve called, then you can rapidly disqualify them.  

Tell me what  you think. And feel free to share other examples in the in comments!

Did you find this article useful? If so, leave a comment. And if you like what you read, subscribe to the Real Estate Marketing Blog.

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Get this: the future is coming. Fast. 

Sometimes we don’t look outside our little angle of it, and that means we miss some good possibilities. Other times we simply sense something is out there…a piece of the puzzle we need. 

See, some people estimate that by mid-2010, close to half of the agent’s in business today will be out of business. 

Fortunately you can protect yourself from becoming that statistic. That’s where Interactive Voice Response comes in. 

I’ve compiled a list of 15 ideas, tools and strategies involving interactive voice response to help you grow your business in spite of the current economic fallout. Tell me what you think. 

1. Target the move up buyer. Strike while the iron is the hottest using interactive voice response and your listing inventory will soar. 

2. How to turn multiple transactions a month. Follow these 6 powerful steps to create a stable, low-maintenance monthly flow of leads from renters.  

3. Rejection free strategy to listing 1 FSBO a month. This strategy comes from a soft-spoken lady who nearly took over her real estate market with an original, but not new, approach: she was nice.

4. The ultimate listing presentation. This listing presentation closes 19 out of 20 interviews–in your favor. Here’s how to harness its persuasive power.

5. Shutting out competition.  Attract a flood of home buyer leads by learning how to correctly use the single, most potent lead generation source out there.

6. Make your magazine ads produce profits. This may shock you, but homes magazines produce profit. Use ‘em right and you could be at the head of a landslide of leads.

7. 5-step maverick secret helps ordinary real estate professionals turn unprofitable direct mail advertising into thousands of dollars a month. 

8. Key to listing expireds. Combine this crystal-clear 4-step postcard strategy with your UPS and you could accumulate expired listings almost effortlessly.

9. Four effective keys to contacting pre-foreclosures.  This is prospecting technique using interactive voice response will have astronomical effects on your listing inventory.

10. Buyer ads using interactive voice response that will have your phone ringing off the hook. 

11. How to get 300% more sign yard calls. A simple message with three trigger words on a sign rider can compel practically every single hot buyer or seller who sees your sign riders to call you.

12. Slash marketing costs. Learn how to easily track every single response from every single ad with pinpoint accuracy…so you can eliminate those sources that lose money and maximize those sources that make money.

13. Beautiful strategy to snap up listings. How to use every home owners curiosity and pre-occupation with the value of their home to your advantage. 

14. Generate FSBO leads for less. Did you know you can generate up to 45 leads a month for under $8? Find out how. 

15. The one quality all top producers share. Discover this secret and how top producers leverage interactive voice response to create a career that consistently and predictably generates cash. 

That’s all I’ve got. And feel free to add any other ways you’ve used interactive voice response to work with more clients. Looking forward to hearing from you. 

Did you find this article useful? If so, leave a comment. And if you like what you read, subscribe to the Real Estate Marketing Blog.

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