I’m going to get right down to business and give you a hotline script that converts 9 out of 10 callers to pre-sold clients…
If you’ve been wondering how to create a great voice mail message – one that will motivate callers to leave their name, address, etc. for you – then this strategy will help you immensely because how you structure your voice message is the little-known secret for making big money using a real estate hotline.
If you do not have a hotline, get one. You can still use the script below for your regular office line, but there are literally hundreds of ways you could use a hotline in your practice to multiply your production… including promoting your listings with multiple extensions to track leads. If you’re looking for a hotline system that’s got additional pre-written scripts and templates to use with your marketing system, you can take a look at Proquest Technologies (www.SixFigureHotlines.com).
BACK to my main point…
The sole purpose for your message is to get callers to leave their basic contact information. Anything else is wasted time and money (including jumping in to why they should work with you).
Here’s how you create a great script to motivate prospects to take another step closer to you…
The Little-Known, Step-By-Step Formula For Creating
A Money-Making Voice Hotline Message!…
Special Note: This script offers a Free Report. I strongly suggest you use this type of “lead magnet” to get interested prospects calling you for information. If you’re using your hotline for listings, create a similar message for callers to get information about the property and a free report at the same time. You can write a report and give it a benefit-rich title, like the example above, or I have 8 pre-written special reports that are part of the Service For Life!® personal marketing system.
One last thing… if you want more strategies for using hotlines in your business to generate quality buyer calls, check out this past real estate marketing article.
Special Interview with Dennis Tarrant, REALTOR® and Gary Elwood, President of Proquest Technologies
If you’re interested in learning “what’s working now” to generate RIGHT NOW business, check out this audio interview with Top Agent Dennis Tarrant.
Dennis is building a booming production when are other agents are struggling in today’s economy. He’s relatively new to real estate (starting just over four years ago), but has over 20 years of seasoned entrepreneurial experience. On this interview he’ll share exactly what he’s doing to generate leads and get signed contracts.
Here’s just a sample of what you’ll learn on this 1-hour audio call:
How to generate 100 to 200 quality buyer leads every single month (investing only $100-$200 per month in marketing)…
The best scripts to use to follow-up and close leads (while being super helpful to people)…
How to demonstrate your systems for generating and closing leads to win every listing presentation…
And much, much more…
PLUS: Check out his resources and templates below the audio call. These are powerful tools you can use in your local real estate market.
Or, to download the audio call, simply “right click” the following link and choose “Save Link As” or “Save Target As” to save the mp3 file to your computer…
How to Get 300% to 500% More Sign Calls That
Go Straight to You… Not a Receptionist!
What’s the key? Again, just like everything else in your marketing, make it easy and inviting for your prospect to call you. Recorded Info / 24 Hours is the perfect hook!
Most agents go from few, if any, sign calls to 3-5 sign calls per month, per listing. So an agent with 10 listings might go from 3-5 calls per month, total, to 30-50 calls per month by putting this simple message on a sign rider…
For Recorded Information –
24 Hours Toll-Free
1-800-XXX-XXXX ID# 2100
Sign riders are a very good lead source. They won’t produce as many calls as your homes magazines and other sources, but the calls you get will be high quality leads. You’ll get good quality drive-by callers and you’ll also get the neighbor who’s been thinking about selling. Plus, an added benefit of the rider is it makes your sellers happy. It’s a constant reminder that you are giving them 24-hour-a-day advertising.
There are several points to consider with sign riders. The first is visibility. One time I heard a top-producing agent say, “The most important thing about my riders is that they get noticed. I want everyone who drives by to see the 24-hour recorded information sign. That’s why I printed it on both sides of the rider and I mount it on top of my sign.”
To summarize the key points:
1. Have the recorded info message on both sides of your rider
2. Be sure to include the specific words “24-Hour” and “Free Recorded Info”
3. Mount the rider on TOP of your sign
4. Position your sign in the yard for maximum visibility
OK! So a prospect calls your “RECORDED INFO” line and you’re sent the lead. Here’s where the rubber meets the road. If you open things up “the right way” prospects will love you. If you don’t…they won’t. It’s as simple as that!
So how do you open things up “the right way?” Well, here’s an unbelievably simple, yet POWERFUL follow-up script!
Dennis calls back and says:
“Hello this is Dennis Tarrant with XYZ Realty. A few minutes ago you called my recorded information line and listened to some information about the home on Elm Street that we’re advertising in the homes magazine.
I know you weren’t expecting me to call you back, but there’s a couple reasons I wanted to touch base with you. First, I wanted to thank you for calling about that particular home. I appreciate your interest. It’s such a beautiful home. But the second reason is I was hoping to tell you a little bit more about the home, because in the 30-45 second recording I couldn’t really tell you all that much about it – and it’s such a beautiful home!
Would it be OK if I told you a little bit more about it?”
He does four things with this approach that work in just about any setting. First, he identifies with them. Second, he appreciates them. Third, he demonstrates he wants to serve. Fourth, he is respectful and asks permission to continue. If they don’t want him to, he ends the conversation. If they want him to continue, he starts building rapport!
How well does this work?
Out of a hundred calls, he gets 99% of the callers to talk with him and begin a rapport building dialog!
That’s how simple and easy it can be to open up the lines of communication between you and your prospect.
How to Completely Dominate Your Competition,
Win the Listing 95% of the Time or More, and Do it
All With Ease…Even If You’re Competing with the
Top Agent in Your Market!
OK, you now know all about how to generate and close buyer leads, but how can you use those incredible systems to get more listings?
Well, read through the following listing presentation that Dennis uses…
“It was the heat of intense competition!”
The listing was the most appealing home in the area. Dennis was given twenty minutes with the homeowners and if he didn’t impress them, the listing was going to the largest company in his area. His competitor was a firm that did over $475 million in transactions the previous year. So Dennis was up against pretty stiff odds.
Describing the evening of his presentation Dennis explained…
“I had prepared for the presentation just like you told me to. I did a recording describing the home. I prepared an on-demand brochure. I had my cell phone…”
“I was ready!”
“When I arrived, I was quickly let in. The homeowners seemed in a hurry. They wanted to get going because they said they had plans later that evening. But I think they had already decided they were going to give the listing to the other company. So I opened up with…
‘Folks I’ve set up this new system specifically for you and your home. It’s a system that gives you 24-hour-a-day advertising and it generates hundreds of sales leads! Here’s how it works. I advertise your home and offer prospects the opportunity to call for recorded information and brochures-on-demand anytime, 24 hours a day. Prospects dial in to hear a recorded description of your home and the best part is when they connect, I get their name, address, and phone number automatically – 100% of the time, whether they leave it or not! So I can follow up on every possible lead! Absolutely nothing slips through the cracks! Let me show you how it works! Grab the phone and dial this number.’
Bob, the husband, dialed my hotline number and entered the extension. As he began listening his eyes got bigger, he reached over and started to elbow his wife, and said, ‘honey, listen it’s our property!’ As they squeezed together my cell phone notification went off. I handed it to Bob and said, ‘Now here’s the best part.’
It was awesome because Bob was staring at his ‘unlisted’ phone number, the one he just dialed from fifteen seconds ago! Then I told him…
‘Whenever someone calls and listens to the advertisement describing your home, my system automatically notifies me in 15-20 seconds, with their phone number, name and address and the fact that they’ve inquired about your home. So I can call them back right away, while their interest is at a peak.’
Their heads started bobbing and
nodding like a doggie toy in the
back of a car window!
“Bob and his wife started to nod, scooted up to the edge of their seats, and really began tuning into everything I said. Then, as the recording finished, I said…
‘Here’s another great benefit. Press three and enter your fax number.’
He did. Ten seconds later the fax machine in Bob’s home office clicked on. It was so cool.
After the system sent my two-page brochure, Bob and his wife seemed to relax. They seemed to forget they were in a hurry and started to ask questions. We talked about my marketing plan and they could clearly see I had an advantage. Even though my competitor was huge, Bob and his wife understood the value of timing. They understood the importance of reaching the prospect while their interest was at a peak. Without this system for presentation my value, I don’t think I could have got Bob and his wife to slow down and listen.”
Isn’t this an awesome story? Dennis stopped them dead in their tracks! Without this powerful demonstration it’s likely they would have smiled and politely nodded for 15-20 minutes, then showed him the door! You’ve been there. You know that feeling! Instead he walked away with the nicest listing in the entire area! Now let’s take it a step further…
Their eyes get as big as pancakes
when you WOW them with this!
Dennis briefly explains to Bob and his wife…
“Most agents are available 40 hours a week. My business is open 24 hours a day, seven days a week!”
‘Now press zero.’
Seconds later, his cell phone rings. He answers and the sellers are talking to him from six feet away.”
Anyone, anytime, anywhere can call my recorded info line to get more details about your home and immediately reach me to set up a showing. My system works 24 hours a day, seven days a week to help me sell your home. Other agents give you 40 hours a week. That’s why I do a better job of selling homes than other agents. So who do you want to list with?”
Twenty minutes later he leaves with their listing.
Understand Dennis doesn’t work 24 hours a day. In fact, he shuts his cell phone off after 6:00 in the evening. He’s explaining how his system takes care of business 24 hours a day.
Now you fire your final cannon! Here’s where
you pound your competitors into dust with…
As powerful as this presentation is…it’s not done yet! Now you show your sellers page after page after page of detailed call reports. Like Dennis explains…
“When I do this presentation to the letter, it’s enough to close the listing 95 percent of the time. But when I show them a stack of call reports with names, addresses, and phone numbers of hundreds of callers, they are in awe. If they’re the slightest bit skeptical during my presentation, now there’s no way they can dispute what I’m saying. I’ve just given them written proof that I’m generating 150-200 calls a month or more! Compared to the average agent who gets maybe 10.”
Now let me ask, do you think you could close a few more listings with this presentation? Does this seem like it would add impact and help swing a few more of those close ones? You know which ones I’m talking about. The ones you feel were almost ready to swing your way, but a week or so later you see a competitor’s sign in their yard!
This is your chance to add incredible power and impact to your presentation and win the listing 95% of the time or more!
“This is the best listing tool I’ve ever used. People are in awe when I go to a listing and they hear a recorded description of their home already done! Then they get physically involved in the demonstration! I’m ten steps ahead of my competition!” Beverly Frazier, RE/MAX Realty Select, Naples, FL
Would you like to have a unique system that produces referrals 24-hours a day?
Who wouldn’t, right?
You can give your House List (past clients, friends, family and acquaintances) and others 24/7 Access to send you referrals by setting up a simple “Referral Hotline System™.”
What is a “Referral Hotline System™ (RHS)?”
It’s a dedicated voice-mail system created exclusively for people to easily and conveniently send you referrals. It’s cheap to set-up and folks can easily send you referrals anytime they so desire.
Why is this important?
Well, a past client, friend, family member or acquaintance may think of someone needing your services, and then forget about it if they have to wait for a convenient time to call or email.
With an “always-on” hotline system, they can call immediately 24-hours a day, 7 days a week.
And here’s the most important point: The sheer fact that you’re promoting your “24-hour Dedicated Referral Hotline” subtly reminds people that you work by referral in a way they’ll remember.
Plus it’s so unique from what other agents do, it will set you apart in a very positive way.
Here’s how to set-up your referral hotline…
STEP 1: Rent a HOTLINE with a Dedicated Voice-Mail System
You should already have a hotline to capture new leads that come in from your promotions, but if you don’t have one, go to www.sixfigurehotlines.com. They’ll give you a great price and their system includes pre-done marketing promotions you can use with your hotline.
STEP 2: Record a Simple SCRIPT for Callers
Here’s a suggestion:
“Hello, this is _____, and thanks for calling my dedicated referral hotline. I created my hotline to help your friends and family save time and money when buying or selling real estate. My exclusive marketing systems and personal attention make buying or selling real estate easy and convenient. At the tone, please leave the name and phone number of your referral, and also leave your name and number so I can keep you updated on our progress. Thanks for thinking of me with your referrals!”
STEP 3: PROMOTE Your Referral Hotline
Keep in mind this service will be best received by people who know you, or know “of” you – I call this your House List. But it can be promoted in lots of different areas, by simply mentioning your “Free 24-Hour Referral Hotline.” Let’s face it, if you don’t ASK for referrals (in a professional way) you’ll never get them.
Here are a few ideas (plus see some prepared copy you can use below):
Use it with ALL your correspondence, such as in a “P.S.” of a letter…
Create a slogan around your RHS and place it everywhere…
Promote it with any Print or Email newsletters you send monthly – such as your Service For Life!® newsletter (www.serviceforlife.com)…
Put a snippet on the back of your Business Card…
Use a snippet with any social media sights you use, or your blog…
Make sure you place a message on your web site or any emails you send…
Place a RHS message anytime you run homes ads – whether online or print…
Use with any farming promotions you send…
The places to promote your RHS are really limitless. And you’ll be amazed – people WILL call it. The more places you use your benefit-rich message, the more referrals you will get.
Here are a few benefit-rich messages, or “slogans” to help in creating your promotions for your RHS…
Help a friend save time and money when buying or selling a home…Call my Dedicated Referral Hotline 24 hours at 999-9999, ext 1234.
My business is built on referrals from people like you. If you know a friend or family member thinking of buying or selling real estate, I’d like to help. Simply call my 24-hour “Dedicated Referral Hotline” at 888-8888, ext 1234.
Introduce a friend or family member to my Free Report, “Sell Your Home For All It’s Worth, NOW!” simply by calling my 24 hour Referral Hotline at 888-8888, ext 2222. I’ll rush their report out to them.
Bottom line: Every agent should have a referral hotline – if for no other reason than the process of promoting it makes you unique and puts you top-of-mind for referrals.
Plus, I frequently tell agents that the more “marketing systems” you have working in your business, the more clients you’ll generate, and the greater your production.
Look at your business as a wagon wheel and spokes: The more spokes you have, the stronger your wheel. Your RHS is a powerful “spoke” that will pay for itself many, many times over, and help you create a lasting, ever-growing production in real estate.
Oh…and do I REALLY need to say this? Yes I do (well, for some agents at least)…
Don’t forget to, CHECK your hotline regularly, immediately CALL the referrals you get, AND to reinforce the “referral behavior” of those who send you referrals by:
Keeping them posted on the status of the transaction,
Showing your sincere appreciation for their confidence in you, and…
Finding a way to reciprocate the behavior.
Promise me you’ll get yours created today, and that you’ll Promote it, OK?
You’ll be glad you did!
[Ed note: This article is a small excerpt from the "Fast-Track to Success" Turn-Key Real Estate Business Building System. To learn more click here.]
Now that the new year is upon us, I’m getting calls and emails from agents who want a better, easier way to grow their businesses.
Below, in no particular order, are FIVE strategies and in-the-trenches “marketing wisdom” that will help you generate more clients, and build a long-term viable business. Many of these suggestions are further detailed in the 3-Steps Marketing System.
1. Prioritize Your Marketing Time, Money and Effort According To the QUALITY Of The Prospect/Market
“Quality” is defined as how well the prospect already knows you and is most predisposed to use you over any other agent. Remember: never chase cold prospects at the expense of higher potential prospects. Here’s how I believe you should prioritize your marketing:
Build a “house list” and market to them on a monthly basis (this is your “market share”, where 70% or more of your business should come from – more on this later).
Market off “Transactional Leads” (from your listings for buyers) and other listings (once you have them).
Work hot leads – follow-up is essential. At the very least, you know they’re in the market to buy/sell, and most agents hopelessly ignore follow-up.
Do your research homework to select market niches that have the most promise, and work them (i.e. fish in a stocked pond) – this includes geographic markets (farms), specialty markets (resort, golf, vacation, etc.).
Work FSBOs and Expireds – but notice the low quality of this group. We both know the reason. Here’s a revealing fact: The National Association of REALTORS® produces an annual research report called Profile of Buyers and Sellers. It’s filled with lots of facts and figures, but the most startling fact they’ve discovered is that approximately 74% of all real estate transactions occur because the client either 1) knew the agent already, or 2) was referred to the agent from a trusted source.This means that 3/4 of all transactions happen because of a relationship – yet only 4% of all agents have any “systems” to harvest deep relationships and build market share. So about 4% get the lion’s share of business and 96% wrestle each other over the scraps. THIS fact alone is why I told you (above) to create a “house list” of friends, family, past clients, acquaintances, etc., and market to them first and foremost. It’s also why I created Service For Life!® at www.ServiceForLife.com as a ready-to-use tool to capture that business. I’ll cover this in more detail later.
2. When Starting Out, Spend 80% of Your Time Prospecting
Whether it’s cold prospecting or establishing marketing systems, focus your resources on getting business. Don’t allow distractions (self imposed or otherwise) to interfere with this task. At the same time, don’t neglect establishing other marketing systems so you can quickly stop manual prospecting.
3. Get a Hotline and Use it
Your hotline will become the foundation of your marketing systems, and will become the “mechanism” that generates leads and clients automatically from ALL your other marketing, so you can do your job: working clients, closing deals and cashing commission checks. You’ll use it for classifieds, display ads, sign tags, info tube flyers, listing presentations, and lots more. Go to www.SixFigureHotlines.com and subscribe to the free course there and examine Proquest’s hotline service – it’s first-rate and they give you extra marketing tools to use in your practice.
4. Product-Ize Your Real Estate Services
This industry is a mass-commodity of agents all screaming the same thing to prospects. You need to be seen as different. So create unique products out of your services.
For example: “Your Maximum Value Home Marketing Plan,” or “Preferred Buyer Program”.
Another example: Rather than give CMAs, agents will offer a “Maximum Home Value Audit” to examine and determine ways to maximize the value of a home and sell in least time.
The secret is to weave the greatest benefit for the client into the name. Then, make a simple list of everything you do for the client as part of your program – even if other agents do it, it’s likely they don’t promote it, so you have the advantage.
5. Make Yourself A Self-Proclaimed “Specialist” in Your Market
Farming a resort area? Make yourself a “resort property specialist” and title your product specifically to it: “Ventana Canyon Golf Property Specialist” and “Ventana Canyon Maximum Value Golf Property Program.” Use your creativity and match your services specifically to the market.
Your success in 2010 and beyond require intense focus on your highest priority activities. This list will get you started down the right path of where to make changes to grow your real estate practice this year, and for the future.
if you don’t have a hotline system, you can examine many different
options by searching online. Just make sure the company you choose is
inexpensive, offers world-class support, and gives you additional marketing
tools to use with your hotline.
