MY ADVICE To The Lead Generation Companies...
Greg knocks it out of the park with this post. Great advice for lead generation companies who spend their days calling real estate agents around the country to purchase their systems or products. There is much to be learned in the are of "interruption marketing". Some of these boiler room telemarketing companies have not taken any lessons in permission based marketing where their profit margins would increase ten fold and more through creating happy customers.
Right now if you scroll through my phone and click on the contact "evil advertisers" you'll find over 80 contacts, all from real estate solicitors. When they call me my phone doesn't ring, it goes straight to voicemail.
Why do I do this?
Is it because I'm simply annoyed by real estate lead generation companies? No, it's much more involved than that. I actually enjoy talking to anyone who can help grow my business. If they are uneducated about their product or sound like a dummy on the phone then I quickly lose interest and want to end the conversation. Here's a list of suggestions I have for any company attempting to sell an agent for business.
1. Avoid this stupid question: "Are you willing to work with anymore buyers?"
2. Avoid this even more stupid statement: "We are looking for just ONE Realtor in Houston and...."
3. When you call us show an ounce of respect and ask ... "is this a good time?"
4. It's obvious you are in a hurry when you call us. We can hear this rush, panic and aggression in your voice. Consider QUALITY conversations versus sprinting through your calls for the day.5. Don't act like a jerk because we don't like your company, pitch, or slogan.
6. If we tell you we're not interested it means we're not interested. There is no need to say.. "So you aren't interested in making more money?" Do not call us every 2 weeks with the same line..."Hi this is XXX with XXX and I was curious if you were still a Realtor?"
7. Remember that we get called weekly...as in EVERY week, EVERY month, EVERY YEAR. We're tired of answering and listening to the same statements... "Hi, we represent Realtors on Google and..."
8. Never call a Realtor and act like you know them, worse... don't call and try to sound like a buyer when you aren't!
9. Do you know what you are selling? If I ask you.. "how many leads a month will your product yield me," you should be able to give me SOME kind of answer. You saying.... "I have no idea" puts you and your company in a really bad light.
10. Don't insult or criticize an agents approach about getting business. Nor should you tell an agent how to sell a house. How the hell do you know? You sell real estate leads and have never once represented a buyer or seller in your life.
11. Don't lie about how many people in my market are using your product. I'll ask who they are and call them. If you lie, you'll get caught.
12. In the background is chatter of other people just like you saying the exact same thing. Your office sounds like a boiler room. This sounds untrusting. I get calls ALL the time from companies where multiple people are saying..... "I can get you on the first page of Google."
13. Don't insult anything. Many times we test you. I'm writing this post right now on Activerain... a wonderful part of my business. If you tell me AR is a joke, then you have zero chance in separating me from my money.14. Be prepared for lots of hard questions. You can't suggest your product is the best because it's the most expensive. There is no such thing as an "Exclusive Lead." Leads go to MULTIPLE websites for information. They could be receiving correspondence from a dozen agents.
15. I'm a Realtor with RE/MAX. If you want to sell me real estate leads or some be like me video then don't call and ask how long I've worked with Realty Associates.... and do I have time to work with buyers.
16. The most annoying thing I've ever been asked was... "Are you accepting any buyers right now?"
17. Don't tell me how "good" your leads are if you haven't worked them YOURSELF. You can suggest you hear good things about them, but don't attempt to tell me that they "ROCK."
18. Don't tell me that your cost is nothing in comparison to what I'll make. Have you seen my books? No. You have no idea about my budget.
19. It's important that YOU LISTEN instead of talk 200 miles per hour about how awesome you and your company are.
20. Finally, talk to some Realtors that you've sold to and simply ask them how you can be a better sales person for other Realtors. Realtors know how Realtors like to be treated and spoken to.
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