mfo exclusive: secrets to prospecting just listed/just sold properties
DESCRIPTION
Sell the entire neighborhood, rather than just one home with Cole Realty Resource and the Mike Ferry Organization. Senior Coach Cydney Fullen joins us on this exclusive webcast to give you details of how to extend your reach among your just listed/just sold properties. In 30 minutes, you'll get tips and strategies on maximizing your: • Mindset • Skills • Resources • Schedule The Mike Ferry Organization has been providing leading real estate training and coaching for more than 35 years and is a partner of Cole Realty Resource. If you're a real estate agent who is looking to take your prospecting efforts to new heights in 2013, you won't want to miss this!TRANSCRIPT
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