Ben Kinney sells 1 and 1/2 houses a day. He just started selling real estate 6 years ago. Before that, he was a cable guy. Ben says, "Selling real estate isn't rocket science, its about knowing the math and sticking to it."
Rule #1 - Every time someone calls on one of Ben Kinney's signs he calls them back 3 times in 5 minutes until they answer - after 3 unanswered calls he leaves a message. Then he calls them once a day for 7 days, after that, he calls them once a week until they buy, sell or die. Follow up is everything.
Rule #2 - Ben Posts 80 Properties a day on Craigslist - If he doesn't have his own properties to post, he posts HUD properties and properties from other agents that he has called and asked if they could market their properties to buyers. For properties he is selling, he posts them every 48hours. (Ben generates 1,000 leads each month from Craigslist. He pays someone $800 a month to do these postings - that $0.80 a lead.)
Tip- your Craigslist postings should be ugly - they should have a paragraph, one pic and a link to your site - you don't want to sell a house on Craigslist - you want to turn them into a lead.
Rule #3 - A single buyers agent can only handle 30 to 40 leads a month. When you hire your first buyers agent - hire 2. Competition helps you understand who is doing well, motivates people, and gives you benchmarks. Off 30 to 40 leads a month a buyers agent should bring in 2 closings.
Rule #4 - You need listings. Listings are the inventory of your business. To get listings Ben calls FSBO's and expireds. He doesn't do this himself, he users a telemarketer.
Rule #5 - Ben has a marketing manager that handles all of his listing creations. This person takes pictures, makes fliers and syndicates the listing where it needs to go. Ben only spends $200 in the marketing of each listing.
Rule #6 - Don't advertise in the newspaper. If you get a seller who won't drop the face that they want you to advertise in the newspaper use this script: "I'll tell you what, I'll put an add in the newspaper for you and I'll send a bill to you. If we sell your home through a lead that comes from the newspaper I'll refund the money that you spent there. I've found that internet marketing is a far more effective route to getting your home sold and that is what I focus my attention on."
Rule #7 - Call your sphere, ask them for referrals. If you don't feel comfortable calling your sphere and asking them for referrals - get a buddy, you call their sphere and have them call yours -- or you can try Happy Grasshopper - they will contact your sphere for you.
What Ben is trying to tell us here is that staying infront of his contacts and customers on a regular basis is how he is successful in selling his properties. Relationship marketing and email marketing services in real estate are key to building a successful business. At Happy Grasshopper we understand how important that concept really is to our customers. That's why Our team of writers create fun, friendly, referral building email messages. You simply approve them! No more forgetting to keep in touch or struggling with what to say. It's free to get started, works automatically, and is guaranteed to get results!
You can learn more about Ben's system at IMSD.net
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