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!…

<< Click the image below to get a PDF of the script >>

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.

One of the biggest mistakes new or struggling agents make is they spend too much time pursuing low quality leads. They believe that working with any prospect is better than no prospect at all.

Problem is, unqualified prospects rarely turn into income-producing clients. Nothing is more frustrating than investing large amounts of time, money, and energy with buyers who ultimately flake-out on you, get cold feet or end up working with another agent.

The secret to maximizing your income per hour practicing real estate is to “qualify” each buyer lead that comes across your desk before spending your valuable time with them. And the ONE item you want to qualify is…

Their True Motivation to Buy

How do you understand buyer motivation? By simply asking the right questions, then close your mouth and listen carefully.

Here are 7 “motivation-detective” questions you can use to screen buyer leads (some of them will work for sellers too). They can be used as a “phone script”, in person or even by email…

1. Why Are You Thinking of Buying?

Determine their legitimate reasons for buying: Move-up, empty nester, retiring, first time home buyer, investment, relocation, job change, lost job, etc. It also gives you an early indication if they’ll be a good client or a “time-waster.”

Also look for the “common connection” with the caller (kids go to same school, go to same civic organization or church). When you find something in common, or discover specific needs, communicate how you share the same interest, or have a specialty in what they need.

Your goal with this question is to begin building a relationship. While they’re talking about their life situation, identify a bridge to your unique services…how you can help them with their problems. As the conversation progresses, you can use this information to convert them to an appointment, that is, if you conclude the lead is a motivated buyer.

2. What Type of Property Are You Looking For?

This question identifies multiple things at once that you may not realize at first glance. If you ask this question and the response is that the potential buyer is looking to invest in a foreclosure…

• You can identify in your mind where you might look for foreclosures in your market area and how long it might take…
• You can identify how you might be able to help them (if your expertise is right for them)…
• And you can identify if they are realistic in their desires.

For instance, an unrealistic buyer may want to buy a foreclosure that needs some repair work to get a better price, but doesn’t have any extra money to do the repairs. You’re job is to identify any disconnect that could lead to you wasting your time.

You’ll end up frustrating them (and make yourself look foolish) if you show them homes that require no repair work but are out of their price range. Or, just as bad, showing them homes they can afford but that need immediate repairs (for which they don’t have money).

Don’t worry about getting every last detail of their search criteria now. You’ll get more information from them if you meet in person. Your critical objective is to see if they are motivated, realistic and a good client that provides a paycheck and not the run-around.

3. How Soon Do You Want To Be In Your New Property?

If it doesn’t come up in the discussion from the last two questions, ask this qualifying question to determine the time frame of the potential buyer.

You can also ask, “How Long Have You Been Looking?” If they’ve only been searching for a couple months and don’t have an urgent reason for moving, they’re probably not motivated enough to commit your most precious asset: your time.

If the prospect doesn’t want to move soon (generally in the next six months), you’re wasting your time meeting with them in person. You can still put them on your contact database, give them market updates, and send them your regular monthly newsletter… keeping in touch and developing a RELATIONSHIP with them until they’re ready to buy.

Wait to meet in person at a later date once their time frame is less than six months.

4. Have You Bought A Property In The Past?

You’re trying to gauge if they are familiar with the home buying process. Understanding how knowledgeable they are will allow you to better communicate your value in helping them in their search.

You may already know the answer to this question from prior discussion with the prospective buyer. This is a golden opportunity to highlight common problems and frustrations with the home buying process and to present your unique solution.

If they’ve bought a home in the past where the process seemed overwhelming and they didn’t think they got a great deal…Inform them of your buyer process that will find the perfect home for them, at the right price, and without the common hassles they’ve had in the past.

5. Have You Been Pre-Approved?

Notice this question doesn’t say, “have you met with a lender?” or “have you been pre-qualified?”

It asks about “approval.” Why? Because when your clients are pre-approved, you know 1) they’re serious about buying, 2) you know how much money they’re able to spend, and 3) they’re ready to buy NOW.

Chances are they are not approved, so you need to get them approved before moving forward. The best way to motivate buyers to go through the approval process is to say,

6. Are You Working With Another Agent?

You don’t work for free! Ask this question above early in the conversation to determine if you should even continue…

• If the person is working with another agent, you can ask them if they’ve signed an “exclusive” Buyer Broker Agreement.
• If they already signed an agreement with another agent, ask them why they’ve called you instead, and then explain that their agent would be better to answer questions.
• If they are unsatisfied with their current agent or their agreement with another agent is ending, investigate how you can help them.
• If they are NOT working with another agent, continue directly to the next question.

7. When Can We Meet To Discuss Your Property Search?

Notice the question was not, “can we meet…?”, but “WHEN can we meet?” Why? Because the latter question leaves little room for a “no” answer.

This is the ultimate way to determine how serious the buyer is in the search, because if they don’t want to meet in person in the next week, they’re not ready to buy and will waste your time.

Here’s a tip: try to meet in your office if possible. This way you will have control and can present your services, make copies of documents, and have their full attention.

Your time is valuable. Guard it like Fort Knox. Properly qualifying buyers is one of the quickest ways to reduce the number of hours you work, get your commissions faster, and maximize your income per hour.

[Ed. note: To find out how to work with the highest-quality buyers and sellers, learn more about our new program Superstar Closing Secrets™ by clicking here...]

We all face endless distractions in work and in life.  But for real estate agents, juggling your practice with your personal life can be a big challenge.

Here’s a “special edition” article with my best advice for:

• Creating SYSTEMS to leverage your time…
• Maximizing your INCOME by doing what you do best…
• And, how to stay FOCUSED in a world of distractions…

If you want a Top Producer income without sacrificing your personal life, check out one or all of the articles below…

1.  Creating Systems To Leverage Your Time

ARTICLE: How To Create Seven-Figure Systems™ In Your Real Estate Practice

This article shows you how to create TIME and TASK systems to get more done in a week than you used to in a month.

This one simple skill can help you deliver outrageously-superior service to your clients every single time… manage multiple priorities with ease… maximize your income… and cut your work-effort in half or more – all at the same time.

Click Here To Read More…

2.  Maximizing Your Income By Doing Your Highest Valued Skill

ARTICLE: How to Double Your Hourly Income in Real Estate

This article lays out a simple path to double (or even triple) your hourly income in real estate in the next 3 months – spending less time and effort than you’re spending right now.

A tall claim, I know.  But, again, it’s simply a matter of having the right SYSTEMS in place so you can focus on your highest valued skill (which should be working with clients and closing deals so you get PAID), while your systems are attracting new prospects and capturing them as clients.

You’ll learn exactly how to set up “efficient” marketing systems that maximize the VOLUME and SPEED of your transactions, to easily grow your production while working less.

Click Here To Read More…

3.  How To Stay Focused And Get More Done

ARTICLE: The Worlds-Greatest Success Secret

The difference between those who actually see results (incredible results!) and those who just collect a “library of potential” will come down to a simple “Planning and Executing Technique” that involves 3 easy steps.

And because (above and beyond anything else) I want you to achieve great results in your business and life… I want you to learn a powerful process for achieving any size goal you ever desire.

Here are the 3 steps covered in this article…

1. How To DEFINE Goals For Your Business And Your Life
2. How To ORGANIZE and PRIORITIZE Your Work
3. How To STAY Focused And Get Important Work Done

These are skills common to all high-incoming-earning agents (that also enjoy their life, and time with family).

Click Here to Read More…

PLUS:

For more articles, look under the “Time Management” section (in the RIGHT side column under “Categories”)…

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.

1.  Listen to the call…

Dennis Tarrant

Simply turn up your computer speakers and click the link below to listen online…

<< CLICK HERE to Listen to the Audio Call >>

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…

<< CLICK HERE to Download the Audio Call >>

2.  Learn About The Tools And Systems Dennis Uses…

Information about the IVR lead generation Dennis uses
(Proquest Technologies)…

http://www.sixfigurehotlines.com

Information about the Personal Marketing System Dennis uses
(Service For Life!^®)…

http://serviceforlife.com/

3. Important Templates And Resources From The Call…

Dennis Tarrant’s Insert Template

To get access to the PDF insert template Dennis discussed on the call, click the link below…

<< Click Here To Download The Insert Template >>

Dennis Tarrant’s Sign Rider Template

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

Example of a 6″ x 24″ inch rider:

Click Here To Learn More About a Proven Call-Capture System…

Dennis Tarrant’s Follow Up Script

“Once you get the lead, what do you say?”

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.

Click Here To Learn More About a Proven Call-Capture System…

Dennis Tarrant’s Listing Presentation

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

If these ideas make sense take a closer look…

Click Here To Learn More About a Proven Call-Capture System…

Have you ever spent hundreds of dollars and countless hours on an ad or mailing program, only to stare at your silent phone?

If so, you’re not alone. Most agents spend an enormous amount of time learning about “real estate”, but very little learning about the “elements” that turn your advertising (or any marketing or prospecting efforts) from a “sunk cost” to a true “money-maker”.

The truth about real estate success is this: Even the most competent and knowledgeable agent will go broke without a steady, consistent stream of qualified, motivated buyers and sellers.

So while knowledge about real estate is essential to being a competent agent, it’s not going to write your ticket to success. You also need to develop prospecting and marketing skills designed to create an on-going flow of leads and clients.

Money-making marketing isn’t difficult if you know a few basics. In fact, all successful marketing has three essential components. I call them…

The Three “M’s” of Marketing Success

The next time you set-out to create a successful ad, post card, or even if you decide to cold prospect (or the next time you’re perplexed as to why your wonderful promotion didn’t work), think about these three ingredients…

#1: Select the Right MARKET

It sounds rather obvious, but most agents fail with their marketing right here – they fail to target the “hungry crowd“… people who are “right now” facing a problem about real estate, and are motivated and interested in what you may be offering.

What do I mean by “market”?

A “market” is a group of people who share a common demographic (statistical description, such as location, occupation, income, etc.) or psychographic (belief wiring). Your goal is to select a market that has an immediate, pressing desire for your services.

Want an example?

About 6 months ago an agent called me because she had been farming a “high-end” subdivision for over 9 months, and her efforts produced zero calls or listings. When I asked her to hop on her trusty MLS system and take a look at the market, she noticed that only 2 homes had sold in the entire area over the past year!

She had been fishing in an empty pond.

I then told her to select 5 decent markets in her area based on casual knowledge, and using here MLS system analyze each market for # of homes sold, average sales time, # of dominant agents in the market and a few other statistics.

By comparing 5 markets based on these criteria, all of a sudden one of the areas stuck out as a higher-potential market than the others – an area with lots of activity, high turnover, short sales times, fewer dominant agents, etc. Within 30 days working these markets she had her first listing, and is now making a small fortune from her farming efforts.

So how do you find hot markets? How do you find the well-stocked ponds that will produce consistent business for you, year-in and year-out?

The secret is to pay attention to where the dominant activity exists for the type of homes you specialize in selling.

If you’re a luxury market specialist, do your homework and locate luxury areas with better activity than others. If resort properties or horse properties are your specialty, then analyze the best resort or horse property subdivisions to target.

If you’re looking for buyers, examine your market for segments where the highest volume of buyers exist (get cozy with your local board and you can find lots of market data). Between your MLS and a trusty Excel spreadsheet, the answers are right at your fingertips.

But you want to know the one “market” that will out-perform anything else as much as 16 to 1? It’s your “Power List”…your list of past clients, friends, family and acquaintances.

If you’re interested in building a booming “Power List” business click here to learn more.

To sum up this first “M”… go where the pond is stocked from the beginning, and your odds of success will be much greater when you cast your line.

Let’s move on to the second “M”…

#2: Select the Right MEDIUM

Once you’ve found your market(s), the next question you should ask yourself is: “Where does my target market get information that’s important to them?”

The secret is to tap into the lines of communication and information that your market already finds credible and helpful.

Most agents are seduced into finding mediums (magazines, newspapers, etc.) based on the highest circulation, but that’s a BIG mistake because you’re going to pay for exposure to people who have no interest in your services – it’s called “waste circulation” and it’s very costly.

Find a medium that reaches your targeted prospect and only your targeted prospect.

You might choose to use direct mail after performing an analysis like the example above. You might locate a homeowner newsletter to contribute a helpful article about buying or selling in the area. Or you might find a bedroom newspaper that specifically targets the area you farm.

Either way, the “secret” to success is in finding well-targeted, small ways to reach your prospect and only your prospect. That’s because every dollar (and minute) counts when you’re prospecting for leads and clients.

The more you target by selecting the right medium for your promotions, the more money you make.

And the final “M” is this…

#3: Create the Right MESSAGE

All of your advertising, mailings or any other marketing should have one and only one objective: Motivate qualified buyer and seller prospects to CALL YOU or hire your services!

If they don’t call or hire you, you’ve wasted your money.

But most agents believe that, if they put up their photo with a “call me for more information” they’ve done the job. Wrong!

You will find volumes of books and courses about direct response marketing and ways to motivate prospects to call you, but here’s a quick 4-point checklist that will almost instantly improve the success of all your marketing.

• Capture Attention with a Benefit-Rich Headline and Lead. Your headline is your “ad” for your ad or letter or even your listing presentation – no it’s not your name or your big company logo. It’s the specific call-out message that causes your reader or listener to stop and take notice, just like a headline in a newspaper article works. Your “lead” is what you say in the first 5 seconds that captures the attention of your reader and motivates them to read on.
• Stimulate Interest by Harmonizing with Your Prospect. How do you get people interested in you? By talking about the problems they face and the desires they seek. It’s not about you; it’s about them! When you connect with your prospect and empathize with their situation (their immediate fears and desires), you instantly capture their interest and open their minds to be willing to listen to your solutions.
• Create Desire by Matching Your Services Perfectly to Their Fears and Desires. When you demonstrate how your services solve problems or deliver benefits for your prospects and clients better than any other option – in a way that’s risk-free for them – you automatically make yourself a stand-out choice for their business. The art of persuasion is simply matching your solution perfectly to the problems and desires your prospect faces.
• Stimulate Action with an Irresistible Offer and Call to Action. Remember this: No one will call you without a self-serving, almost irresistible reason for calling. So you need to give prospects reasons to call. For lead generation, offer special reports, preferred lists of homes and other “magnets” that will motivate people to seek you out. When closing a listing presentation, list out all the “things” you will DO for them, and make an offer that will have them saying, “we’d have to be fools to pass this up!” If you don’t include an offer, combined with an urgent call to action, chances are your prospects are going to procrastinate. And procrastination in this business means an empty checkbook!

One final note… these three “M’s” of marketing success are not magic bullet solutions.

It’s up to you to take action and consistently apply them in your marketing. Once you really understand each of these ingredients and USE them, you’ll have a reliable way of creating promotions that work instead of just a fizzle of response.

If you want your promotions to bring you a steady stream of commissions and clients, go and review every promotion you have right now against each of these ingredients of successful marketing.

You’ll be glad you did!