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
In a previous article, I talked about how “multi-sequence” mailings have a higher ROI than one-shot mailings.
If you want an easy way to triple the effectiveness of your marketing efforts, it’s your lucky day, because today I’m going to share why multi-sequence mailings are the real “secret” to finally make your marketing work.
Now before you dismiss this as hype… I’ve proven this system myself with 4, multi-million dollar companies including a successful real estate development and brokerage company.
So take two minutes to read this profit-multiplying article on how to create a “Multi-Sequence Farming System”…
When you decide to farm, you may send out one of the following farming pieces to a defined area:
a post card
a letter
a flyer
an email
And in most cases, you send it only once, get little to no response and think it’s money flushed down the drain.
What if you could increase the response by sending follow-up mailing to the same area?
Here are some eye-opening numbers…
If you can improve your conversion rate by just 4% – instead of converting 1 out of 50 prospects you now convert 3 out of 50 – your income could TRIPLE.
With actual numbers… let’s say your average commission is $4,000, and if you mail to 500 prospects, and only convert 2% (a common response for a direct mail piece). You would get 10 clients from this mailing, and at $4,000 each, you’ll make $40,000.
But what if you could raise your conversion rate from 2% to 6%? You would now have 30 clients, and at $4,000 each, you’ll make…
$120,000 From The SAME List!
How do you do that?
STEP 1: get a great mailing list. When farming, narrow your efforts to a focused area in your community where there is 1) enough turnover in home sales and 2) fewer “dominant” agents. You can use your computer and MLS data to research this in under an hour.
STEP 2: use “Multi-Sequence” Marketing that I teach in Step 1 of our 3-Steps System and that I explain below.
This type of marketing uses a SERIES of letters, post cards, or emails sent over a short time period which dramatically increases response.
How To Create A Multi-Sequence Farming System…
Contact/Mailing #1: Should be a promotion sent to a specific prospect with a specific offer (or offers) about something important to them.
Remember to test your farming pieces on a smaller list before ramping up your efforts to a large group. You want to know if the offer on the marketing pieces works before spending money to farm hundreds or thousands of prospects.
Here’s an example #1 letter for farming a specific area (click image to download):
Contact/Mailing #2: Should be a follow-up (a “SECOND NOTICE”) that is sent about 7 to 10 days after the first contact, referencing that first contact in the introduction, and continuing the offer.
Here’s an example #2 letter for farming a specific area (click image to download):
Contact/Mailing #3: Should be a follow-up (a “FINAL NOTICE”) that is sent about 5 to 7 days after sending the second notice, and making a stronger appeal for your offer. At this point you should emphasize an expiration date, or motivate action through some type of urgency (such as a limited quantity of free reports if that is your offer).
Here’s an example #3 letter for farming a specific area (click image to download):
You can continue this process as long as it is profitable for you, but years and years of marketing have proven the “Multi-Sequence” marketing strategy to be very, very profitable.
The letters I provided here should give you an idea on how to create your own farming campaign – only this time, you’ll start making money!
[Ed note: These letters include specific OFFERS for a reader to take action and call you. You can create your own "Home Audit" template and "Special Report", or get the ones included with the “The Million Dollar Agent Marketing Toolkit”™. These resources come as bonuses along with a powerful collection of pre-written letters you can use in your practice. Click here to learn more...]
Submitted by Rob Hernandez, REALTOR® (Thanks Rob. You’re now in the running for a New FLIP Video Camcorder for submitting your idea at this this link)
Would you like an easy way to attract buyers to your business for free?
Agent Rob Hernandez went from struggling rookie agent to attracting hundreds of buyer leads, without listings. He explains how he gets unlimited access to new listings and how he promotes these listings for free on Craigslist.org. Rob also includes an example ad you can use as a template to quickly post ads to Craigslist and start profiting immediately.
Here’s Rob’s description in his own words:
“When I first started in the real estate business, I only worked with buyers. My problem was that I wanted to generate buyer leads, but I had no homes listed to advertise to attract those buyers.
And then I discovered the secret on how to legally advertise hundreds of listings that were not mine. The US Department of Housing and Urban Development (HUD) allows you to advertise their homes to attract buyers. In my area, HUD pays a 5% buyers agent commission, which makes it worth it to sell just about any property they have available.
Fast forward to present day – I am still advertising HUD properties, but now instead of paying for classified ads I generate tons of free leads on www.craigslist.org. HUD supplies me with a new batch of listings every week and I take about 20 minutes a day to post them on Craigslist.org.
Last month I generated over 100 leads who were interested in getting a list of foreclosures in my area. I hope this helps some of the new buyers agents out there who are hungry and ready for new business. Go to www.hud.gov to find out which homes are available in your area.”
