Full transcript
0:00hey everyone my name is chris lincell
0:02and i'm here with
0:03seven of my favorite real estate
0:05prospecting hacks
0:07let's go
0:12people often quit when they don't see
0:13the results immediately that they're
0:15looking
0:16for which is why i've put together seven
0:18of my
0:19favorite real estate prospecting hacks
0:22that you can use
0:23to up your game get better results and
0:26push
0:27forward to the next level so let's talk
0:29about them here's hack number one
0:31it's use a compelling market statistic
0:33to start the conversation but
0:35not be the conversation guys your
0:38prospect's attention span when it comes
0:40to numbers
0:41is extremely short numbers are a great
0:44way
0:44to grab a hold of somebody's attention
0:47but you need
0:48to pivot the conversation so it becomes
0:51about something
0:52that they can stay better engaged with
0:55unless your prospects are mathematicians
0:57statisticians or people who are obsessed
1:00with numbers
1:01and spoiler alert most people are not
1:03that
1:04you need to get the conversation about
1:07well about
1:07them turn a conversation with a prospect
1:11from a number to your prospect's
1:13personal story
1:15everyone loves talking about themselves
1:17so use that
1:18as a way to get to the next spot in
1:21the pipeline hack number two
1:25make your prospecting goals about work
1:28done not about appointments set
1:31this one is tough especially for folks
1:33who
1:34need some immediate feedback on their
1:36own success
1:37but guys real estate prospecting is a
1:40multi-touch
1:41process even the most successful
1:44prospectors across the united states
1:46in the real estate field require upwards
1:49of five
1:49six even seven touches with cold
1:52prospects
1:53before they start having serious
1:54conversations about appointments about
1:57listings about
1:58representing them as a buyer so you
2:01can't set your goals
2:02just when it comes to appointments or
2:04just when it comes to
2:05signing a buyer you've got to set your
2:08goals about
2:09meeting markers making contacts
2:12creating elements of conversation that
2:15are going to
2:15set you up for the next conversation if
2:18you make your
2:19goals about work done and not about
2:22appointments being set
2:23you're going to feel more successful and
2:25i promise
2:26those appointments are going to come you
2:28just got to stick to it
2:31hack number three use an auto dialer
2:35look i know not everybody likes to
2:37prospect on the phone
2:38but phone prospecting is one of the most
2:41effective ways to reach your potential
2:45clients you can send them letters you
2:47can send them emails you can send them
2:49postcards
2:50you can even send them text messages but
2:52a phone call
2:53is the best way to connect one on one
2:56with somebody they can hear your voice
2:58they can read your intonation and you
3:01can do the same with them
3:03phone prospecting though can be really
3:05inefficient
3:06you've got to dial each number manually
3:08you've got to set up your big phone list
3:10you've got to gather those numbers in
3:12the first place
3:13by using an auto dialer which is just
3:16technology to keep you
3:17in the flow to keep numbers dialing you
3:20can dial
3:21upwards of 400 percent the number of
3:25calls that you would be making if you
3:26were dialing
3:28manually now you can use services like
3:31red x or maybe your crm has
3:34an auto dialer to it but the fact of the
3:37matter
3:37is the more calls you make the more
3:40appointments you are going to set
3:42so why wouldn't you use technology that
3:44is going to allow you
3:46to make more calls during your
3:48prospecting
3:50okay next one outsource your direct
3:54mail yeah i know hear me out here
3:57you don't want to be doing your own
3:59direct mail and
4:00this is why your direct mail
4:04it is something that is an easy way to
4:06make a connection with your clients but
4:08it's really
4:09time consuming in fact there is so much
4:12busy work that comes with direct mail it
4:15isn't the best use of your time you can
4:18pay somebody
4:1910 bucks an hour or less to
4:22stamp to seal to deliver your
4:26letters to the post office or your
4:27postcards to the post office
4:29if you want to be a hundred thousand
4:30dollar agent you've got to be billing
4:32your time at about
4:3350 bucks an hour think about what you
4:36could be doing
4:38with the hours that you have to spend
4:40going through all of the administrative
4:43process of getting your direct mail
4:46you could be following up with people
4:47who have responded to your other direct
4:49mail
4:50you could be out with clients doing
4:53appointments you could be
4:54door knocking in neighborhoods there are
4:56so many prospecting things that you
4:57could be doing
4:59and if you have to build your time at 10
5:01bucks an hour instead of
5:0250 bucks an hour you are gonna miss out
5:07all right we're rounding here's my next
5:09hack
5:10connect your prospecting efforts across
5:14platforms okay i've listed
5:17a lot of different prospecting methods
5:19you could prospect using direct mail
5:21you could prospect using the telephone
5:23you could prospect using text messages
5:25i even mentioned the much feared door
5:28knocking
5:28you could do all of those things but if
5:31you're doing them individually
5:32and you're not keeping in mind the
5:35entire effort together
5:36you are missing out here's an idea of
5:38what i mean when i say connect your
5:40prospecting
5:41efforts let's say you're prospecting an
5:44individual
5:44neighborhood now you could just send
5:46them all a letter and if they don't
5:48respond
5:48that's it but think about how effective
5:50it would be if you created
5:53a social media ad targeted just at this
5:56neighborhood
5:56and they go on facebook and they see
5:58your ad they get introduced to who you
6:00are
6:00and then once that ad starts running you
6:02drop a postcard in the mail
6:04it extends the message of introduction
6:07after that ad uh and after that ad and
6:10that postcard are delivered
6:12you follow up with a text message maybe
6:14you're using a platform like red x and
6:16you've got
6:17phone numbers for members of the
6:18community you can follow up with a text
6:21message and say
6:22hey i think you may have gotten a letter
6:24from me earlier this week
6:26i was in the neighborhood performing
6:28some uh some
6:29evaluations for properties would you
6:31like me to stop by i do one for free for
6:33you
6:34and then connect that with oh by the way
6:37i'm was just out hanging door hangers uh
6:40for for
6:41my recent sale just down the street here
6:43wondering if we could talk
6:44i'd love to talk about what i could do
6:46for you as a real estate professional
6:49all of these things working together
6:51create a warmer contact
6:53at every stage so by the time you get to
6:56that door knock
6:57when you're hanging that door hanger
6:59you've got somebody who has heard
7:00about you or from you upwards of three
7:03or four
7:04times okay
7:07coming close to the end we've passed the
7:09halfway point
7:10the next hack is ask expired
7:14listings the right question
7:17now we all love expired listings expired
7:19listings
7:20are the prospector's dream these are
7:22people who have said
7:23i want to sell my house and it didn't
7:26happen
7:27these are people who said my house was
7:29on the market
7:30i even listed it with an agent i agreed
7:32to pay a commission and it didn't happen
7:35so how do you connect with these people
7:37well you asked them the right question
7:39which is why didn't your house sell when
7:41it was last on the market
7:43and then you listen very carefully
7:46because
7:46inevitably what these people are going
7:48to tell you
7:49is what they think their last agent
7:52did wrong if you want to scoop
7:55that listing and put it in your pocket
7:58listen to what they say
8:00and then create a plan while you're on
8:04the phone with them
8:05on how you wouldn't make the same
8:07mistake twice
8:08if you can address what their last agent
8:11didn't do
8:12right and convince them that you won't
8:15make that same mistake
8:16you've got yourself a new listing
8:20last last but certainly not least
8:25our seventh prospecting hack make
8:28fsbo sellers an offer they can't refuse
8:32okay fsbos in my mind are very close
8:36second
8:37to how valuable uh prospecting
8:39opportunities are
8:41to expires okay fizbos they're coming in
8:44they got the silver medal they're so
8:45close and so we want to make sure we're
8:47paying attention to these guys
8:49too so how do we make a fsbo seller an
8:51offer they can't refuse
8:53well first we have to find out what
8:55their make me
8:56move number is okay they've probably got
8:59their property
9:00listed at a certain price but that's not
9:02the price that they
9:04would accept to get out of their house
9:06nine times out of ten
9:08you gotta find out what that number is
9:10and
9:11often that number is markedly lower
9:14than what their actual list price is if
9:17you can tease out their make me
9:19move number you then have a starting
9:22point
9:23that you can build a listing strategy
9:26around
9:26let's say their make me move number is
9:30maybe a little unreasonable maybe it's
9:31not something that the market can bear
9:33that's okay you know that their house
9:36under normal circumstances is not going
9:39to sell
9:39for that number and so you can keep in
9:42contact with them
9:43you can continue to nurture that
9:46relationship
9:47so once they get frustrated with the
9:49fsbo market
9:50you can come back and say you know i did
9:52a little valuation on your home
9:53i know you said this was your make me
9:55move number what if we got you
9:57this one maybe just a little bit below
10:00and they're gonna say well
10:01yeah of course that would be great but
10:03then i'd have to pay your commission and
10:04i wouldn't be anywhere close to that and
10:06you say no no
10:07we've got a plan so we can get you your
10:09proceeds
10:10to that number now listen fsbo sellers
10:14often are trying to do the process on
10:17their own because
10:18they think it will save them money what
10:21you have to do as an agent if you want
10:23to convert fsbos
10:24is create a conversation where you can
10:27one
10:28demonstrate your value and two
10:31show them that there is a path to a
10:33number that will make them
10:34happy by using the traditional
10:37listing system and all of that starts by
10:41finding out
10:41what that nugget is what that make me
10:44move
10:45number is well that's it my seven real
10:48estate prospecting hacks
10:50thanks for watching i really hope that
10:52you found some value here and i want to
10:53hear about it
10:54tell me in a comment below how is real
10:57estate prospecting going for you
10:59what are you excited about what are you
11:00frustrated about and how are these hacks
11:02helping you
11:03i really want to know and i'd love to
11:05start a conversation about it
11:07if you're looking for prospecting tools
11:10we've got some fantastic real estate
11:12prospecting letter templates
11:14that i want to pass on to you they are
11:16in the description follow the link in
11:18the description below
11:19check out these real estate prospecting
11:21letter templates and get them plugged
11:22into your prospecting strategy
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11:45thanks for watching hope you have a
11:47fantastic fantastic day
11:49and we'll see you next time