You’re Sure to Get a Response from Dead Prospects With This Email

You’re Sure to Get a Response from Dead Prospects With This Email

Real Estate Marketing Tips From The Home Inspection Man

by Mike Brooks

Ever had a client or prospect never get back to you?

Because you’re in sales, then I know it’s happened to you (or is happening with several of your clients or prospects right now!).

If you ever find yourself in a place where you’ve qualified a prospect, sent them information, then find that they just won’t return your calls or emails, I’ve got a guaranteed email that will get you a response.

In fact, don’t take my word for it. Check out this word for word email I received a couple of weeks ago from one of my readers who used this technique himself:

“Mike, just wanted to drop you a note and say thanks. Just one tip I took from you about your ‘guaranteed email’ worked so well I needed to say thanks.

‘Should I stay or should I go’

I had a 30% response from a group of prospects I could not get on the phone a second time and did not want to chase. It worked like a charm and of the 42 responses I picked up 2 sales I would not have gotten otherwise. I also made several people smile that day. Thanks again for the technique! – Eric K.”

You’re welcome, Eric!

OK, so if you’re ready to learn and use this technique, here it is:

(Note: this email technique was one I learned last summer when I spoke at the L.A. Chapter of the AA-ISP. One of the participants shared it with us and I’ve been passing it along ever since!)

Subject of your email: “Should I stay or Should I go?”

“(Prospect), while I’ve tried to reach you, I haven’t heard back from you and that tells me one of three things:

1) You’ve already chosen another company for this and if that’s the case please let me know so can I stop bothering you.

2) You’re still interested but haven’t had the time to get back to me yet.

3) You’ve fallen and can’t get up and in that case please let me know and I’ll call 911 for you…
Please let me know which one it is because I’m starting to worry…

Thanks in advance and I look forward to hearing back from you.”

Is that great or what??

This works on so many levels including using a “Clash” song everyone can relate to in the subject line, to giving them options and an out in case they’ve decided not to work with you.

And, of course, you give people a reason to smile and that always relieves the pressure from the sales situation.

Use it this week and see for yourself how it works to get your prospects to get back with you and how it gets you deals.

The Home Inspection Man

We strive to be a complement to your professional sales process and not a hindrance!

We’re the inspection firm that won’t kill your deal!

When it’s time for a home inspection for your client, please give us a call.

888 690-6903 or 815 690-6903

5 Tips to Use Your Sphere of Influence to Double Your Income

5 Tips to Use Your Sphere of Influence to Double Your Income

by Maya Bailey

I find that so many of my clients avoid marketing when it comes to their sphere of influence. And yet statistics show that your sphere of influence can be the greatest source of referrals. This article shows you how to dig in and get the “gold.”

Tip 1: Define and Rate your Sphere of Influence.
When is the last time that you took a good look at your sphere of influence? What is the total? What are the categories in that group? Do you have past clients, friends, acquaintances, people you hardly know? Before you do anything else, go into your data base and group your sphere of influence in categories.
Do you know who in your sphere is likely to refer to you? Do you know who in your sphere already works with another agent? How many have moved away? Start deleting the inappropriate ones.
Be sure to ask all of them this question at some point: “If you were buying or selling a home do you have another real estate agent that could help you?” If they say “yes” delete them. There is no point in continuing, they are not prospects. By keeping in touch With your sphere of influence as we will describe below, you’ll begin to find out who is an A, B, C, or D.
A= someone likely to refer to you
B= someone who with a little more contact with you, would refer to you
D= Delete

Tip 2: Send an item of value to your sphere each month.
In my 12+ years of coaching Real Estate agents to double their incomes, I am amazed at the fact that sometimes their sphere never gets a mailing. Or sometimes the mailing is not well thought out. I worked with a client today who admitted that the material she was sending to her sphere was standard and boring. We brainstormed about items of value that would be interesting, fun and unique. So far she has come up with recipes and inspiring quotes. What do you send to your sphere of influence?
Is it something you would want to receive and find valuable? If so, then I guarantee that your sphere will like it too. How many creative items of value can you come up with?

Tip 3: Overcome your blocks to calling your sphere.
Everyone I have ever worked with resists calling their sphere. They tell me things like:
“I don’t want them to think I want something from them”
“I’m afraid they won’t like me”
“I don’t want to be like a telemarketer”
The list goes on, but I think you get the idea. What you need to understand is that you’re a giver. When givers give to other givers, they get back. So, in other words, if you send an item of value, you are giving. When you chat with them and listen to what’s going on in their lives, you’re giving again. So at the end of the call, say something like, “Oh by the way, if you hear of anyone even whispering about buying or selling a home, please give me a call with their name and number.” Then say, “I’ll be happy to send referrals to your business, as well.” Guess what? You’re giving again.
After doing these calls monthly (after your mailings of items of value), you’ll begin to know your sphere of influence and they’ll know you. You’ll begin to learn which ones are your A’s, B’s, C’s and which ones to delete. Then what will happen is that you’ll be in their stream of consciousness. So you’re the first one they’ll think of when they think of real estate. Don’t be surprised if you get referrals in the first few weeks.

Tip 4: Be in the right mindset.
Don’t make these calls if you’re feeling anxious, upset or desperate. Remember, desperation doesn’t sell. So psych yourself up in the right mindset. Think of yourself as a giver and how happy they are going to be to hear from you. Tip: if you have been thinking negatively, switch your focus to what you are grateful for. That usually puts you in a much better mood to pick up the phone.

Tip 5: Make it a daily ritual.
Just like brushing your teeth, calling some people out of your sphere of influence is essential. Even one a day is OK. Only call several times a day if you want your income to raise quickly.
Decide when to make your calls and keep at it until you’ve reached the people you were trying to call. Expect that several weeks after doing this; it will feel a lot easier. An extra perk is that you’re going to be deepening some great relationships and you’ll experience the same pleasure of calling them us as you would with a good friend.

For more Real Estate Marketing tips, call The Home Inspection Man. 815 690-6903

EXPIREDS: Don’t Call Them – They’ll Call You! by Julie Escobar

EXPIREDS: Don’t Call Them – They’ll Call You!
by Julie Escobar

Expireds looking for help will participate in conference calls–if they can phone in anonymously!

Want a creative way to work Expireds without the worries of do-not call violations? The Expired conference call is a powerful guerilla-marketing tool that will put you in touch with a lot of prospects.

Knowing that a large number of Expireds will eventually re-list their homes for sale with a real estate agent, why not try a rejection-free approach that will literally get them to call you? This is a creative, easy, cost-effective, and painless strategy that will get your phone to ring and increase your listing inventory. A word of caution: This tool isn’t for everyone. But if you are the type of person who believes in the magic of creating a relationship first and making the sale later, you’ll love this!

How can I get Expireds to call me?
Contact your local telephone company or do a Google search for conference call companies. We have many clients who like the services that provides, but shop around and find out what makes the most sense for you!

Once you’re all set up, you’ll receive a special phone number and pass code and instructions on how to use your new conference line. What’s great about a lot of these services is that they can allow you to record your calls, and even keep track of who has dialed in with a phone number record! Perfect for follow up prospecting!

Create and print fliers letting Expireds know that they can participate in a free, anonymous 30-minute conference call each week to help them sell their homes. Let them know what day and time to call and any instructions they’ll need to join the conference call. Try not to pick a time and day of the week that conflict with a popular TV series or major sporting events.

Next, distribute your fliers/invitations to as many Expireds as you can find in your area. Go through the daily expired list in your market, and even take a look at those which expired 3-6 months ago and were never re-listed. They’ll be happy to hear that they were not forgotten!

You can also place your fliers on local bulletin boards in your area. Grocery stores, home-improvement stores, and shopping centers are all great places to start, especially outside those areas where you may have noticed a high percentage of Expireds.

Now, for zero cost you can e-mail your flier directly to the sellers of those Expireds with an invitation to participate in your FREE Expired Listing Conference Call each week. (Make sure that you include your return e-mail address and postal address, have a means to unsubscribe, and comply with all other state and federal e-mail and anti-spam rules.

Your flier should let Expireds know that they can talk with other people who have had similar experiences, and that they can talk with you, one of the area’s top real estate professional.

What will you talk about?
Your job during this call is simply to carry the conversation. Thank your callers for joining in and let them know you are available for private consultation if they’d like to call you directly. Have a prepared list of subjects you plan to talk about and a list of sample questions they may want to discuss.

Offer free advice on some of the most common factors that cause a listing to expire as well as some of the things that can be done differently to insure a successful and expedient sale for those homeowners who are still eager to sell. Here are just a few examples of free information you can offer the participants of your call:

Selecting the right price to attract the most buyers
Making the right improvements to avoid wasting money on unnecessary, unprofitable projects
Advertising tips, so you don’t waste money
Preparing your home for a good showing
Marketing strategies that have worked for clients in the past
How the current market affects their selling power
Move up market solutions
Now, imagine you were a caller. What would you ask? What would you want to know about selling your home?

How to choose the right agent
What went wrong with their listing
What other homes are selling for in their area
You can also invite guest speakers, such as loan officers, staging experts, home inspectors, or real estate attorneys to discuss specific topics relating to the sale of a home. You can ask your guest speakers to pay for the cost of the call that week in exchange for the opportunity to market their services to home sellers.

Throughout the conference call, offer free services. A price analysis, an equity analysis, or any service you can provide to begin building a relationship.

Finally, wrap up your call by asking the participants to call back often and discuss what new topics will be on the table for the following week. This is a great way to build confidence and eventually gain business.

Will Expireds call in?
You bet they will, and here’s why:

It’s free
It’s anonymous
It’s more comfortable to them than meeting face to face with a real estate agent
Anybody with a touch-tone phone can call in from any location.
In fact, you can moderate the conference call from the comfort of your own home while you’re wearing pajamas and eating your favorite ice cream.

This is a definite “give before you get” proposition, so be patient. If you expect immediate results, you will be disappointed. Often, there will be a few people on the line who will not talk. After a couple of calls, most people will feel more comfortable and will chime in.

Keep in mind that while some may still choose to sell their homes on their own, or may re-list with another agent. Your value proposition in exchange for offering this free service is that you are simply asking that should the time come when they do decide to re-list, you hope they will think of you. If they do sell on their own, perhaps you can help them with the purchase of their new home.

Remember to ask everyone on your calls for referrals.

Could this strategy be worth an extra listing (or two or three) per month to you? Set up the call, invite as many Expireds as you can, and find out!

Hope this helps my friends
The Home Inspection Man