The difference all comes down to systems. So, the questions is are you ready to change and change again as business becomes overwelming? So let us begin...
How to generate seller leads:
Step one, you need a database. And once you have a database of past clients, your sphere of influence, etc., you need to use it. This may seem like an unbarable task, yet time blocking is the answer. Set up daily time blocked calls each day to get through your database two times a year. Leave three messages before moving on. This is to be done by the agent, not an assistant. Send four letters a year. Letter preparation can be done by an assistant, but the "rainmaker" should add personal notes to each of the letters. Also, add weekly emails about new listings or small points of interest regarding market. Yes, this can be done by an assistant too.
Next, focus on expired. Yet, you need to do better research, and focus your process. This means calling in the morning with a voice mail message. Then send an agressive letter or marketing envelop. Next, make an evening call. In this manner they have received three touches and should be aware of your prescense even if they do not choos you this time around. Finally, make an effort to visit one expensive expired per day. This will need to be time blocked as well, but will pay off in the end. Too many agents expect business to come to them, differentiate yourself by being teh agent who is willing to go to the business.
Now we move on to your website. This a very important tool, escpecially with 84% of today's buyers going to the web first. Firstly, you need to think...information, information, information. Have FSBO information, expired information, information about the market, home buying tools and of course your listings. Once you have established a list of informative materials, next you will need to make sure you do not miss the contact by giving it up for free. This means having a site that has the prospective client fill out a form in order to recieve the information. Yes, we do want to creat awareness and provide information, but we also do not want to miss the opportunity to capture leads for you or your clients. Also, reality is seller's are better and more efficient leads so make sure to cater more to sellers at any opportunity. Honestly, your listings will produce all the buyers you need. Also, change your email address to match your website. You need to build market awareness and consistency, thie will help build your business.
Also, be aware of your resources. Most agents overlook builders and attorneys. Send builders notifications of land listings and your extended services. Send attorneys information about your services and expertise. Builders mean multiple listings and attorneys can be great referral sources since they constantly interact with divorces, estates, and foreclosure proceeding.
Back to Time Blocking:
Knowing what to do is great, but if you can't find the time to get these things done, nothing will work and you are no better off. You need to time block everything. At a high level of productivity, you need to control the interruptions, this means that you should make everyone aware that you will be unavailable for a designated period each day, and if this does not work, make it work...don't pick up your phone. Voice mail can be monitored and problems handled. Yet, most calls received are just wasting your time.
Also, another thing that needs to be done is you need to assign priority to your leads and activities. Number one on your priority list should be anyone interested in listing in the next 90 days. These individuals should get a call once a week. If they say, "Don't call me for 60 days" look for something of value to call them with anyway. Also,you should nicely request referrals in almost every contact.
Current sellers also hold top priority. Sellers should be contacted once a week. The goal is to have them feel that you are working toward their goals and also to achieve a price reduction or a value enhancement.
Active buyers also hold top priority, they should be called once a week. Yet, make sure to give inactive buyers more of a soft push and call them biweekly or even monthly.
Also, make sure to educate yourself and keep up to date with office issues weekly. This mean go to the office meeting weekly, and review hotsheet and news in your market.
Finally, make sure to always confirm your appointment. The worst thing is to waste your time and this is exactly what happens when a client does not make an appointment or you have a no show with a new lead.
These are the basics, but your creativity will take you through the steps from good to great. Best of luck!
For More Information!
Check Out Our Website:
For FREE Buyer AND Seller Reports!
Or call my cell phone at 440.336.0612.