20 Quick Listing Tips #2 - Brian Rodgers

By
Real Estate Agent with Brian Rodgers Companies, Realty Executives

Question: What script or marketing communication is best to get my foot in the door and beat other agents.    

  • First you have to market to the right target.
  • Have a strong, consistent follow-up system in place. "The Fortune Is In The Follow-Up"
  • A person has to see us an average of eight times.
  • Very few agents follow-up so if you do you will win most times.

The best way to develop a steady pipeline of leads and then listings is to market to the right target. That would be Expireds, FSBO's and your Sphere of Influence.

Have a system in place that you stay in touch with people on a regular basis with postcards, e-mail, phone calls and letters.  E-mail alone is not good enough, trust me!

My favorite saying concerning this is "The Fortune Is In The Follow-Up"

The main reason that a strong follow-up system is so important is two fold; first a person has to see us an average of eight times before they will even consider doing business with us, these are the new statistics. That number used to be six times. The increase comes form the amount of advertising that we are so bombarded with on a daily basis. 

The second reason that a follow-up system is so important is because very few agents do follow-up. I have been told by many sellers, expireds in particular that the other agents will contact them in the first day or two and that's it. And that was the reason that I was there because I kept on following up with them.

So to sum this up and the direct answer to the question is put a follow-up system in place that is consistent. The example that I will give you is my Expired Listing follow-up system that you can download free over at http://busyagentpro.com. I mail them ten postcards and the postcards are mailed every Monday Wednesday and Friday and they also receive a few calls mixed in between the cards.

Comments (4)

Endea Thibodeaux
Lanham, MD
Solar Energy Consultant, CDPE, CLHMS
Way to go.  The really is the key to working those expireds and FSBo's.
Feb 26, 2008 12:44 PM
A&M Mortgage Group: Larry Penilla
A&M Mortgage Group - Merrillville, IN
Northwest Indiana Mortgages - Home Loans

Hi Brian,

 

I've been trying to design a postcard follow up system for my mortgage business. I am a BAP member, but couldn't find the 10 postcard campaign you mentioned above to give me some ideas. Could you point me in the right direction or offer any additional tips...

Thanks!

All good wishes,

Larry Penilla

www.LarryPenilla.com

Larry@LarryPenill.com

Mar 01, 2008 01:37 AM
Brian Rodgers
Brian Rodgers Companies, Realty Executives - Hutchinson, KS

Hey Larry,

 

Two places to look:

 

1.  In the complete campaigns section

2. Do you use an AdTrakker System?  Take a look in the PowerLeads Toolkit that comes with the system.  If you don't have an AdTrakker, submit a support ticket and I will send it to you. 

Mar 01, 2008 01:44 AM
A&M Mortgage Group: Larry Penilla
A&M Mortgage Group - Merrillville, IN
Northwest Indiana Mortgages - Home Loans

OK, I'll look for it there. I do use AdTrakker (thanks to your endorsement). I don't recall seeing a follow up postcard system in there, but I will take another look. Thanks again Brian. You're the best!

All good wishes,

Larry Penilla

www.LarryPenilla.com

Larry@LarryPenilla.com

Mar 01, 2008 01:49 AM