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#459915 - 11/27/17 11:10 PM Re: I MAKE 100 COLD CALLS EVERY DAY & LOVE IT! **** [Re: Lucky Leonardo]
Mr. Clean Offline
Member

Registered: 04/03/17
Posts: 200
Loc: Western Canada
Originally Posted By: Lucky Leonardo
Originally Posted By: Mr. Clean
Originally Posted By: AbbasM
I have a problem when I follow up with my leads. Almost none of them recall our conversation/remember me when I call. What do you guys do to get them to actually remember you? (IE Whats your follow up system like?)

Also, whats your follow up script? I'm using one very similar to MFO now.


I donít think it really matters if they remember you or not. You are just calling to see if they are ready to get started with listing there home and if so then book the appointment.


If they remember you, you will be top of mind and a good percentage of them will call you for the listing appointment.


Agreed. I donít think it is something to get worked up about though, the ones that remember you remember for a reason.. good rapport, no other realtor in mind, serious about selling etc. The ones that donít remember you also likely donít remember for a reason and arenít as qualified. Natural qualification process. Work with the people who like you and want to work with you and donít wreck yourself chasing those who donít... just dial more and meet more people

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#459925 - 11/28/17 03:01 PM Re: I MAKE 100 COLD CALLS EVERY DAY & LOVE IT! [Re: Lucky Leonardo]
gitmonee Offline
Veteran Member

Registered: 10/23/13
Posts: 601
Loc: LA California
don't worry.
if they don't remember you, they don't remember anyone else either.
just keep calling them back and bugging them.

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#459927 - 11/28/17 03:44 PM Re: I MAKE 100 COLD CALLS EVERY DAY & LOVE IT! [Re: Lucky Leonardo]
Logan Five Offline
Member

Registered: 01/18/17
Posts: 20
Loc: Northern CA
I use Kevin Ward's lead follow-up that can be found in his The Book of YES, since I doorknock people tend to remember me. I tell them " we talked at your doorstep about a month ago ".

How do you get your leads?


Edited by Logan Five (11/28/17 03:57 PM)

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#459932 - 11/29/17 07:51 AM Re: I MAKE 100 COLD CALLS EVERY DAY & LOVE IT! [Re: Logan Five]
leaf fan Offline
Member

Registered: 10/01/16
Posts: 55
Loc: Ontario
Originally Posted By: Logan Five
I use Kevin Ward's lead follow-up that can be found in his The Book of YES, since I doorknock people tend to remember me. I tell them " we talked at your doorstep about a month ago ".

How do you get your leads?


I am considering adding doors to my prospecting...how many contacts do avg per hour? Do you have any personal stats re: contacts to leads/deals etc?

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#459941 - 11/29/17 11:00 AM Re: I MAKE 100 COLD CALLS EVERY DAY & LOVE IT! [Re: Lucky Leonardo]
CaliRealtor23 Offline
Member

Registered: 11/08/17
Posts: 13
Loc: CA
Can you guys post your recent numbers? IE contacts to leads, leads to appts in this time of the year?

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#459950 - 11/30/17 02:27 PM Re: I MAKE 100 COLD CALLS EVERY DAY & LOVE IT! [Re: leaf fan]
Lucky Leonardo Offline
Major Contributor

Registered: 12/26/09
Posts: 2035
Loc: CA
Originally Posted By: leaf fan
Originally Posted By: AbbasM
I have a problem when I follow up with my leads. Almost none of them recall our conversation/remember me when I call. What do you guys do to get them to actually remember you? (IE Whats your follow up system like?)

Also, whats your follow up script? I'm using one very similar to MFO now.


I have 500 in my "lead/nuture data base" this took a couple yrs to develop on an avg of 50 per day (need to increase that and be consistant).
I will close 41 deals this yr my wife did another 24 deals.
I closed 17 deals from follow up and 4 deals from calls initiated in 2017.
My follow up is:
1) Hand written note after phone convo (take good notes of our talk for my CRM)
2) 4 weekly mailers (trying to buy name awareness)
3) put on my monthly mailer
4) call back at appropriate time
5) set appt or reschedule another call based on time frame

My criteria is they need a specific reason for moving, move within a year and don't have an agent they are commited too.

The money is in the followup and I personally find it profitable to spend my marketing dollars on this group.



For 2018 I am going back to mailing a real estate update newsletter every two months and postcards in between.....ironically, this is how I started this thread in the beginning! I calculate Iíll be spending an additional $15,000 or 3% of my gross. Iíll let you know how it goes


Edited by Lucky Leonardo (11/30/17 02:32 PM)

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#459962 - 12/01/17 08:16 AM Re: I MAKE 100 COLD CALLS EVERY DAY & LOVE IT! [Re: Lucky Leonardo]
RonnieEmz Offline
Veteran Member

Registered: 08/20/14
Posts: 640
Loc: NY
Originally Posted By: Lucky Leonardo
Originally Posted By: leaf fan
Originally Posted By: AbbasM
I have a problem when I follow up with my leads. Almost none of them recall our conversation/remember me when I call. What do you guys do to get them to actually remember you? (IE Whats your follow up system like?)

Also, whats your follow up script? I'm using one very similar to MFO now.


I have 500 in my "lead/nuture data base" this took a couple yrs to develop on an avg of 50 per day (need to increase that and be consistant).
I will close 41 deals this yr my wife did another 24 deals.
I closed 17 deals from follow up and 4 deals from calls initiated in 2017.
My follow up is:
1) Hand written note after phone convo (take good notes of our talk for my CRM)
2) 4 weekly mailers (trying to buy name awareness)
3) put on my monthly mailer
4) call back at appropriate time
5) set appt or reschedule another call based on time frame

My criteria is they need a specific reason for moving, move within a year and don't have an agent they are commited too.

The money is in the followup and I personally find it profitable to spend my marketing dollars on this group.



For 2018 I am going back to mailing a real estate update newsletter every two months and postcards in between.....ironically, this is how I started this thread in the beginning! I calculate Iíll be spending an additional $15,000 or 3% of my gross. Iíll let you know how it goes


I can't find a newsletter I am in love with ... any suggestions?

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#459964 - 12/01/17 09:29 AM Re: I MAKE 100 COLD CALLS EVERY DAY & LOVE IT! [Re: RonnieEmz]
leaf fan Offline
Member

Registered: 10/01/16
Posts: 55
Loc: Ontario
Originally Posted By: RonnieEmz
Originally Posted By: Lucky Leonardo
Originally Posted By: leaf fan
Originally Posted By: AbbasM
I have a problem when I follow up with my leads. Almost none of them recall our conversation/remember me when I call. What do you guys do to get them to actually remember you? (IE Whats your follow up system like?)

Also, whats your follow up script? I'm using one very similar to MFO now.


I have 500 in my "lead/nuture data base" this took a couple yrs to develop on an avg of 50 per day (need to increase that and be consistant).
I will close 41 deals this yr my wife did another 24 deals.
I closed 17 deals from follow up and 4 deals from calls initiated in 2017.
My follow up is:
1) Hand written note after phone convo (take good notes of our talk for my CRM)
2) 4 weekly mailers (trying to buy name awareness)
3) put on my monthly mailer
4) call back at appropriate time
5) set appt or reschedule another call based on time frame

My criteria is they need a specific reason for moving, move within a year and don't have an agent they are commited too.

The money is in the followup and I personally find it profitable to spend my marketing dollars on this group.



For 2018 I am going back to mailing a real estate update newsletter every two months and postcards in between.....ironically, this is how I started this thread in the beginning! I calculate Iíll be spending an additional $15,000 or 3% of my gross. Iíll let you know how it goes


I can't find a newsletter I am in love with ... any suggestions?


Make your own!! Market stats / news release etc plus your personal propaganda and maybe a small business discount or coupon (small cafe or pizza joint). Once you get a template you like , you can get your printer to create it monthly or bi monthly (print , stamp & mailout) that way its easy.


Edited by leaf fan (12/01/17 09:32 AM)

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#459965 - 12/01/17 10:18 AM Re: I MAKE 100 COLD CALLS EVERY DAY & LOVE IT! [Re: RonnieEmz]
Lucky Leonardo Offline
Major Contributor

Registered: 12/26/09
Posts: 2035
Loc: CA
Originally Posted By: RonnieEmz
Originally Posted By: Lucky Leonardo
Originally Posted By: leaf fan
Originally Posted By: AbbasM
I have a problem when I follow up with my leads. Almost none of them recall our conversation/remember me when I call. What do you guys do to get them to actually remember you? (IE Whats your follow up system like?)

Also, whats your follow up script? I'm using one very similar to MFO now.


I have 500 in my "lead/nuture data base" this took a couple yrs to develop on an avg of 50 per day (need to increase that and be consistant).
I will close 41 deals this yr my wife did another 24 deals.
I closed 17 deals from follow up and 4 deals from calls initiated in 2017.
My follow up is:
1) Hand written note after phone convo (take good notes of our talk for my CRM)
2) 4 weekly mailers (trying to buy name awareness)
3) put on my monthly mailer
4) call back at appropriate time
5) set appt or reschedule another call based on time frame

My criteria is they need a specific reason for moving, move within a year and don't have an agent they are commited too.

The money is in the followup and I personally find it profitable to spend my marketing dollars on this group.



For 2018 I am going back to mailing a real estate update newsletter every two months and postcards in between.....ironically, this is how I started this thread in the beginning! I calculate Iíll be spending an additional $15,000 or 3% of my gross. Iíll let you know how it goes


I can't find a newsletter I am in love with ... any suggestions?



I'm using Clear Communications for the newsletter....not sure if they do USA. They use local real estate board stats in the newletters. I found therm by google best real estate newsletters. I suggest you use their mailing house so that it doesn't get cumbersome when you get busy.

Going to go back to postalrealtor for post cards.


Edited by Lucky Leonardo (12/01/17 10:19 AM)

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#459968 - 12/01/17 03:05 PM Re: I MAKE 100 COLD CALLS EVERY DAY & LOVE IT! [Re: Lucky Leonardo]
Trouble Offline
Member

Registered: 02/14/16
Posts: 333
Loc: GTA Ontario
I have used Lentzdesign.com for postcards. Pretty nice cards and fast delivery. Maybe I'll mix it up with postal realtor.

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#459976 - 12/01/17 10:46 PM Re: I MAKE 100 COLD CALLS EVERY DAY & LOVE IT! [Re: leaf fan]
Logan Five Offline
Member

Registered: 01/18/17
Posts: 20
Loc: Northern CA
Originally Posted By: leaf fan
Originally Posted By: Logan Five
I use Kevin Ward's lead follow-up that can be found in his The Book of YES, since I doorknock people tend to remember me. I tell them " we talked at your doorstep about a month ago ".

How do you get your leads?


I am considering adding doors to my prospecting...how many contacts do avg per hour? Do you have any personal stats re: contacts to leads/deals etc?


The goal is to talk to 25 people per day/ I can do that quicker if I doorknock on Saturday or Sunday..that's when people are home. I have to talk to 80 to 90 people for one lead, all my leads at the doors have turned into listings ( I don't know if I am just lucky or what ).

The other agents in my office don't do this kinda prospecting. They don't knock on doors and some look down on it. I use Kevin Ward's Hot Market script from his The Book of YES.

Doorknocking during the week varies, once when I just started I talked to 63 people at the door one time in one day lol. I am fair skinned so I just get in my 25 contacts. I don't work with buyers unless I know their going to let me write it up.

Give it a shot!




Edited by Logan Five (12/02/17 02:06 AM)

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#459978 - 12/02/17 12:04 PM Re: I MAKE 100 COLD CALLS EVERY DAY & LOVE IT! [Re: Lucky Leonardo]
agentjunior Offline
Member

Registered: 01/06/14
Posts: 78
Loc: Candian EH!
Looks like the public is winning the fight with the sales prices being openly available to the public very soon, and commission charged as well!

Wonder what this will do to the industry for us agents.

Although in the US, they have trulia and zillow giving data and life goes on!

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#459979 - 12/02/17 12:28 PM Re: I MAKE 100 COLD CALLS EVERY DAY & LOVE IT! [Re: agentjunior]
Long Walk Offline
Member

Registered: 06/27/08
Posts: 305
Loc: New Hampshire
In the US, the majority of states are disclosure states. The 17Ī non-disclosure states are out west and the largest of them is Texas. I don't know if any service is disclosing sale prices in those states, but I tend to think that they aren't.

WRT commissions being reported, I don't see how that information could hurt you or any agent. When I brokered in Florida, residential agents would advertise their commission structure in the newspaper. And it didn't affect anyone negatively.

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#459980 - 12/02/17 03:14 PM Re: I MAKE 100 COLD CALLS EVERY DAY & LOVE IT! [Re: Lucky Leonardo]
Mr. Clean Offline
Member

Registered: 04/03/17
Posts: 200
Loc: Western Canada
The amount of people who hire realtors for the sale of their home has risen in the US since public information like sales history was released.

Consumers have all the info, but they donít know how to interpret it. Data overload makes them even more nervous and they want a professionals guidance..

Heck, even many realtors have a tough time doing a cma to within 3% of market value

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#459992 - 12/04/17 02:12 PM Re: I MAKE 100 COLD CALLS EVERY DAY & LOVE IT! [Re: Lucky Leonardo]
Mr. Clean Offline
Member

Registered: 04/03/17
Posts: 200
Loc: Western Canada
Average DOM for the typical detached house in my market this year is 55. Average list to sale price is 92.8%, selling on average $95,000 below original list price.

For detached homes I'm at an average of 15 DOM and 98.3% list to sale price, selling on average $19,000 below list.

I love motivated clients who trust me to get the job done, and after I do my job they love me!


Edited by Mr. Clean (12/04/17 02:13 PM)

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