The secrets of prospecting:
Just listed / Just soldsLed by: Cydney Fullen
Lora UllerichDigital Media Specialist
Session Framework
Cydney FullenCoach/Trainer
The Mike Ferry Organization
Cydney:• Senior coach. • 15 years coaching several top
producing teams across the country.• 30 years experience as a real estate
person, broker, owner.
• North America’s Leading Real Estate Coaching and Training Organization
Background•Cole Directory published in 1947.•Crisscross directory of addresses & phone numbers.•Invaluable information for:
•Telemarketing•Debt collection •Law enforcement
•Today, web-based lead gen for real estate agents.
Jack Cole
Listings are Key…
To your success!
Increased demand
Lower interest rates
• “Front end” • Prospecting• Lead follow up • Prequalifying
Front End Vs. Back End
• “Back end” • Servicing of the listing• Negotiating the contract• Seeing the transaction
to closing
Front End Vs. Back End
Where are You Spending Your Time?
• Number of contacts• Results
It’s a Numbers Game
And continue to list salable listings?The answer: just listed/just sold calls! Calling past clients and center of
influence - 28% Just Listed/Just Sold Calls - 13% Expired - 11% FSBO - 9%
How Can You Talk to Enough People
• What is your attitude about just listed- just sold calls?
• Energy and enthusiasm • Top producer tip…when it comes
to attitude, the energy you delivermirrors the response you get.
Attitude
Communication is:•7% Words •55% Body language•38% Tonality
Approach
• Write this down…learn the scripts.
Approach
• Body language• Smile• Stand up tall• Use a headset
Approach
• Tonality• Present with power,
confidence and excitement!
• Use a down swing• Be conversational• Listen carefully to the
prospect•
Approach
• Hours prospected• Contacts• Appointments
•
Expectations
Identify a Subject Propertywww.colerealtyresource.com
Just Listed – Just Sold Script www.mikeferry.com
Get the Right Tools
• DNC numbers are clearly identified by Cole Realty Resource.
• Always follow the law.• If you mistakenly call someone on
the list…Apologize and HANG UP.
Do Not Call Laws
• Smile!• Dial!• Have fun!• Get ready for success!
Remember…Action= Results
• July 16-19, 2013 • MGM Grand Hotel & Casino
3799 Las Vegas Blvd. SouthLas Vegas, NV 89109Phone: (877) 880-0880
• Purchase your ticket today by calling: (800) 448-0647 or go to MikeFerry.com.
There are over ONE HUNDRED specific things you need to do to build your successful sales career...
•The key to doing 50+, 100+ and 150+ transactions per year •Exact techniques to handle the current objections •How to earn at least 20% more from your Center of Influence and Past Clients
© 2013 Mike Ferry Organization. All Rights Reserved.
Jump Start Your Sales
•Cole Realty Resource:•800-965-8476 •colerealtyresource.com•Mike Ferry Organization•www.mikeferry.com
