Making Contact

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Making Contact
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Objectives

• To Understand the Correlation Between Activities
  and Success.
• Explore The Advantages of Different Prospecting
  Methods.
• Learn The Benefits of Becoming a Listing Agent.
• Recognize the importance of variety and balance
  in your methods of real estate prospecting.

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Activity PowerActivity Sales

• Contact Sphere of Influence Regularly
• FSBO Contacts
• Expired Listing Contacts
• Giving DOORS Presentations
• Activity Calls On New Listings/Sales
• Open House Pre-contacts
• Holding Open Houses
• Open House follow up
• Farming activities (mailing, follow up calls,
  face to face)
• Attend Sales Meetings

From ONE Basic Activity
5000 Contacts Per Year
500 Leads Per Year
100 Appointments
20 Sales Per Year
50,000 Income Per Year
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Why Listings?
Benefits of Becoming A Listing Agent
Exposure Control/Time Awards Income
60/40 Rule
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Questions

• Why do so many new Associates become buyer
  specialists instead of listing agents?
• Who can make more commissions sitting on the
  beach, a listing agent or selling agent?

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Building A Client Base
A client base is made of customers past, present
and future.
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Building a client base involves these components

• Building name recognition and reputation as a
  Weichert Neighborhood Specialist.
• Working a sound business plan that includes daily
  prospecting, weekend Open Houses, and reinvesting
  some of your commissions.
• Thrilling every customer with whom you come in
  contact.
• Having a system for routinely staying in contact
  with your customers and clients.

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Building Name Recognition
Ways to market yourself
Business Cards (photo) Name Badge Car
Signs Personal Brochures Internet
Presence Newspaper and other print media Direct
Mail Public Relations
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Building Name Recognition
Community Networking
Become involved in organizations such as
Rotary Club, Kiwanis, Exchange Club, etc. PTA
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Building Name Recognition
Community Networking
Be a sponsor of community events such as.
Little League Baseball Community Festivals
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Prospecting
Active vs. Passive
Passive
Something or someone else generates the lead.
Active
You directly generate the lead.
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Prospecting
Active vs. Passive
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Bottom Line On Active VS Passive Prospecting
Passive methods can be effective and an important
part of an overall plan. But relying too much on
these methods is hazardous to the health of your
career!
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Prospecting
Most of your efforts should be focused on
sellers. Its the best way to prospect for buyers!
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Prospecting Methods
Face to Face Telephone Snail Mail e-Mail
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Prospecting
Methods
Uses all of the senses
When canvassing Time inefficient
Bad time for customer
Allows for two-way communication
Can write a contract
Makes a more lasting impression
Others?
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Prospecting
Methods
Time efficient Many contacts in short amount
of time
Voice has to carry the entire message
Allows for two-way communication
telemarketer stigma
Weather not an issue Can do it Most any time
Others?
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Prospecting
Methods
Time efficient Many contacts in short amount
of time
cost
File 13
Potentially long shelf life
Can communicate much information
Others?
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Prospecting
Methods
Time efficient Many contacts in short amount
of time
Spam
Easy to disregard
Convenient for (and desired by) customer
Allows for two-way communication
Address lists difficult to build
Others?
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Task Assignments

• Meet with Mentor.
• Contact 10 people you know
• Plan First Open House (assist)
• Complete Results Activities sheet