LEAD GENERATION THAT EVERYBODY CAN DO TODAY IN REAL ESTATE
The real estate market is expected to pick up over the next six months since mortgage rates will be low, plenty of inventory from bank foreclosure, and tax credits available until first half of 2010. This is a perfect storm. However, I meet real estate agents that do not know how to generate their own leads. They continue to take educational courses because their broker tells them to attend as many classes as possible. Then, these agents are ready to do their first deal. Real estate is a contact sport which means we have to converse with people to generate real estate leads. Agree? I mentor agents to learn what to say in different situations such as listings, investors or just people who want to purchase a primary home. They can at least create the lead to have me with them during the meeting so I can control the outcome of the meeting. I am a resource for them.
I have learned the 4 Cs of the Real Estate Business
- CREATE-Gary Keller reminds us in both of his real estate books that Realtors are in the lead generation business. That means we have to create leads. There are too many real estate agents waiting for the phone to magically ring on a daily basis. I have learned to master this skill to create leads through multiple web sites for niche markets I represent, weekly radio show, monthly newsletters, market my listings to generate leads both local and Internet, sphere of influence, Craigslist, word of mouth, passing out my business cards to everyone I come in contact with on a daily basis, contact my database throughout the year, hold workshops for public to attend, loan officers, ActiveRain Blogging, and COFFEE.
- CAPTURE-Here is another skill by itself. How do you capture the lead? It is very exciting when people call you from one of your call capturing skills. However, we must do something with this lead to make it happen. Personally, I keep my writing pad with me all the time to obtain the simple information such as Name, Contact Phones, Address, Email Address and purpose of the call. Then, I go for the direct close by asking them can we meet in the next couple of days. I have dedcued that the direct close is my best method since I am from New York.
- CONVERT This is ones ability to ask for the business. The client must know that the real estate agent is confident enough to do the task in front of them. Steps 3 and 4 are quite easy for most agents since they know how to close business. I believe most real estate agents have a hard time with #1 and #2. Personally, I have developed this skill to a science.
- CLOSE-I have a saying "Done Deal with Delia." I close my deals. Are there obstacles to overcome? Yes! One must listen to their client to deliver the goods. That means we have to listen to our clients needs and show them the product needed by the client. There are times we must use other means to find real estate deals other than the MLS. This is where I have differentiated myself from the wolf pack.
Did this come to me overnight? No, I have developed this system over the last seven years. I have learned that we are in the lead generation business. My goal this year is to fine tune #2 and #3 to close more deals. I have set up a system to track each call so I know where my marketing efforts are paying off or not when it comes to lead generation.
I have created the Real Estate and Beyond Team so I am able to service each lead. I am the ultimate "RainMaker" on my Team. I take this job very seriously. Again, I am always looking for new ways to generate leads. My grandfather told me, "Always ask it because if you do not ask then you do not get."That was his simple advice to his grandson. I have taken this advice into my adult life. I am teaching my children to do the same thing in life. Just Ask For It-Assume The Sale.
Make the Call, Set the Plan, Do the Deal$!
Feel free to listen to my Radio Show to learn more about the phoenix real estate market, new trends, and the latest opportunities. The Real Estate and Beyond Radio Show Airs every Saturday from Noon-2:00pm on Conservative Newstalk KKNT 960am in Phoenix, Arizona. You can listent to past shows, or stream on-line.