[quote=lucky]I took 2 new listings last night from the same seller. I had showed them houses once last November. I put them on Top Producer as a sphere. Followed up once, they received my bi-weekly mailouts. They Called me to interview. Listed them last night. Sold one of my listings today, also from the post card mail outs. It was a past cloent's mothers house. He said he received my card on the mail and called me to list.

Told you the Post Cards Work! As I mentioned before, I believe it is a 20 to 1 return. You have to put out the Post Card system FIRST, then you reap the rewards. [/quote]

Lucky,
do you mail bi-weekly to your leads and SOI?

Yes, as of around NOV I am mailing postcards bi weekly.
Begining of the month I send a different Prospecting Post Card. Mid month I send Custom post card with my listings and couple of recent sale. Yesterday I received a call off one of my office listings which was on my custom card. I will be meeting them and evaluating their home this Saturday. Without the card I would not have gotten that call.

Hello to all! Estatereal might you have a sample script of what you give to your sales reps when making calls? If not where would I find them? By the way this is a great site. Thank you in advance.

A little bit of a late entry here, but on the fear of calling, just remember that the person you are calling will never ever remember your name anyway. So I don't worry about it. Rarely are people rude to begin with and even when they are it's not like they know you. I don't take it personally.

Y is hunter so negative??

Where is Hunter? Haven't heard from him in a while.

My first three weeks of prospecting expireds I am finding that the south florida expired leads are

a: hit really really hard by other prospectors

b: upside down usually in equity.

I have had several appointments in the last two weeks but nothing I wanted to take and market.

I think I may go to Luckys approach and load up a mojo dialer and go pure Just Listed/Sold to get more fresh leads that aren't at the tail end of their rope financially after 3-9 months of no selling at a above market price. I may have to make more dials but I won't have to be one of 8 agents (in one case) to go on a listing presentation.

also another agent who does expireds is finding that alot of folks are pulling off the market for awhile and they are relisting 4-8 months later.

So I think I may go after pure cold. More dials but if also less competition.

I appreciate Lucky's inspirational work ethic.

Eric;
I always felt working expireds was eating the crumbs that others have left behind that nobody wanted.

Eric;
The challenge I am having in my market is that there are 36,000 agents, when I get a motivated lead there is always some other agent after it also. The culture here is to interview almost one month prior to signing. Afterwards, the only I have is persistent follow thru and follow up, making an impression of persistence.

Do you or anyone else here experience this and what ideas or multi step systems are out there sway the seller to you convincing him that you are the right agent. This is rarely discussed. I'm not sure why. The talk is all prospecting prospecting but the MONEY is made in the follow thru!

Let's share ideas on this!

A lot of good points in this thread, and good marketing strategies as well. Thanks for sharing your insight, Lucky - I really learned a lot from reading your initial post.

Lucky

Your right...the follow-up is where the money is!

Lucky, how many follow-up calls do you make before getting the appointment?

This is something I'm going to track more closely, starting Monday. The deal is...where are people's motivation at the time of the follow-up calls. One fella Patrick Ferry mentioned at the Prospecting School, works FSBO, he gets the appointment on the 9th call. Rod Mosier was at the Prospect School when I went, he is featured in the latest Mike Ferry magazine, amazing guy! He uses Mike's scripts, but he starts off by asking them about any up grades, it gets them to talking. Then he goes to the script, however, he doesn't have 36,000 agents to complete with. How many of those 36,000 agents are working like you?

Lucky, yeah I can see the more contacts one makes the more fish in the kettle.

As always thanks for the information!!!

Morris

Erik

Now days with several expired gurus pushing their courses it has again awakened the go after expireds movement. So more then normal competition then there would be.

You have to remember that when a home listing expires there was a problem that your going to solve. Upside down, learn more about the outs for this problem it will put money in your pocket instead of a lead in the waste basket.

I have a ton of pre-formatted letters that you can mail merge if you want something to mail/email out in a cycle if you want them.

Just email me at erik.j.webster@gmail.com and I'll shoot them over to you.

Hey Lucky, do you do the entire MFO Just Listed/Sold script or do you have a abbreviated form of it for time efficency

I was looking at using the Matt Ferry script instead of the traditional MFO. We have a crapton of sold listings in our area to call around. What do you think of this scripted approach using Mojo and its Radius phone number search addon?

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1. Hi…this is Erik Webster with Keller Williams. We just sold your neighbor’s home on (street name). I am always looking for more people who want to buy or sell… and I was curious…if you had any plans on moving in the near future? Great!
2. I’m curious, how long have you lived in the neighborhood? Really!
3. You’ve been in there for a while…do you know anyone who’s
considering selling their home? Really!
4. So if you were to move…where would you move to? Exciting!
5. Are you looking at properties? Would you like to? Great!
6. What is a realistic time frame if we found you a great home, to sell this one? Excellent!
7. As you may know the market just picked up by 15% in the last 3 months…now is a great time to…put your home on the market.
Let’s get together so you can see what it will sell for and how long it should take…okay? Perfect!
8. Should we meet today at four or is tomorrow better?

Eric;
That's a great dialogue and scripts. I do not spend too much time on them if they are not moving. I use the scripts and dialogues on those that are moving. Not sure if I buy onto the reflex NO theory. I could be wrong about this but I feel sellers wanting to sell will ask for help and say YES.