New Realtor, Get Face To Face With A Prospect

     In today's modern world, we have Skype, text, email, instant message.  We can send a photo around the world in a minute.  People claim to be so busy, they don't have time to talk on the phone.

Ron Climer lives in Tryon, North Carolina. If you need sales training,

     Some things are as constant as the rising sun.  Here is one constant.  The main most number one most likely reason that people do business with you is.......  Do you know?  Are you sure? Finish that sentence.  What is the answer?  The answer is the main most number one most likely reason that people do business with you is they like you.  The number one main most likely reason they don't do business with you is they don't like you or they like your competitor better.

     You don't have to go far to prove this to yourself.  Who is your favorite mortgage person?  Who is your favorite title insurance person?  Who is your favorite real estate school?  People today and people when Jesus walked the earth do business with people that they like, personally.

     That is the good news.  It is also the bad news.  Have you had a sales trainer tell you,"Don't take rejection personally."?  Have you had a sales trainer explain the law of averages?  The more you see, the more you will sell.  That sounds good when you are standing in front of a classroom.  Try it in person.  You go see ten prospects.  Nine of them list with your competitor.  What does that tell you?  Nine out of ten people don't like you.

     That is big time, first class, deluxe rejection.  That is for tough guys only.  Sissies need not apply for that gig.  What is the solution?  It is simple.  Don't call any prospects.  Don't go see any prospects.  You won't have any rejection.  Rejection is less painful on the phone than it is in person.  True or false?  I think most of us will agree rejection is painful.  It is less painful on the phone than it is in person.

     You get all dressed up.  You go see a forsalebyowner or an expired listing or a foreclosure victim or a referral from a friend.  You show them your fabulous listing presentation.  They list with  your competitor.  That is a dagger in the heart. 

     Apparently, sales trainers are teaching new Realtors to qualify buyers on the phone the first time you meet them.  Apparently, sales trainers are teaching their students to do their listing presentation on the phone.  Tell the prospect about our wonderful marketing program on the phone.  If your sales trainer is telling you that, Ron says,"Get face to face with a prospect.".  I know gasoline is expensive.  I know time is money.  Ron says," Get face to face, eyeball to eyeball, knee to knee with a prospect.".

     If you get face to face with a prospect and they list with your competitor that only talked to them on the phone, you might want to work on your people skills.  I say that to be funny.  I say it as a joke.  It may not be a joke.  How are your people skills?  Do you know how to make people like you?  Are you a ten on a scale of one to ten?  You need to be.  How do you get to be an excellent people person?  The same way that you get to Carnegie Hall, practice, practice, practice.

     What better way to practice your people skills than to go visit with a couple of forsalebyowners every day.  Practice letting them talk.  Practice using their name in conversation.  Practice asking questions.  Practice admiring their home.  Practice listening to stories about how cute their grandchildren are.  Practice steering the conversation.  If you did that two or three times a day, you would get really good.  Get face to face with a prospect. 

     Forget the phone.  Forget Skype.  Forget text.  Get face to face with a prospect, someone that needs or wants your product, can afford it and will most likely buy  it from you or your competitor in the near future.

     What are you doing with all of your time?  Young Realtors tell me," I don't have time to waste on unqualified prospects.".  Why not?  What are you doing with ten hours a day?  Do you have an appointment with a more qualified prospect?  Ron says," Get face to face with a prospect.".  Face to face is where the action is.

     The phone is for making appointments.  I want you to do business with me is for FACE to FACE.  If you are closing twenty listing per month on the phone, you don't need to read my article.  Please, leave a link to your article in the comments on how to do that.  I want to read that article.

     Mr,. FSBO " Can I stop by and take a look at your house at two or is three better for you?"
     Mr. Referred by a friend,  " May I stop by your home at noon today or is tomorrow better?"
     Mr. Expired " I would like to stop by and show you what XYZ can do to get your house sold quickly. Is ten thirty good or is two thirty better for you?"
     Mr. New Licensee," I know you have decided to go to work for Bozo Bob Realty, I would love it if you could stop by the office just for a quick tour.  Are you available today at four or is tomorrow at ten better?

     If you don't have a face to face appointment today, get on the phone and get one.  What are you doing with your time?  If you are a new Realtor with less than ten listings in inventory, you have plenty of time if you will quit wasting your time on trivial matters.  Get face to face with a prospect.  Get yourself rifle barrel focused on this.  Get an appointment, face to face, with a prospect.  If you have forgotten what a prospect is , go back and read my previous blogpost about prospects.  http://rondclimer.blogspot.com/2014/09/new-in-real-estate-find-prospect.html  A face to face appointment with a prospect every day will change your life and your lifestyle.  YOU MAKE LISTING PRESENTATIONS IN PERSON.  The phone is for making appointments.  Ask your trainer if I am right.

     I know I am right but I want you to convince yourself.  Do you have an appointment to get face to face with a prospect?  Get one.  If you will get on the phone right now and start calling prospects, you would have to be awful on the phone to not get some apointment with somebody sometime.  Start dialing.  You will hit a winner.

     Prospecting and presenting, everything else is a detail.  If you will start prospecting and presenting, it won't be long until you can hire someone to take care of the details.  Get focused.  get face to face with a prospect, today.

     I probably should write a separate article for this.  I won't.  Consider this.  How much money is a listing worth?  If an average house in Orlando is $175,000 and average commission is 6%. and you coop every transaction,and you are on a 60% split and only 70% of your listings sell, your average commission for a listing taken is $2250 whether it sells or not.  If you do not understand this , ask your manager to explain it to you.  two thousand, two hundred and fifty dollars, do you have time to drive to Longwood for that?  Do you have time to drive to Lake Nona for that?   Do you have time to drive to Ocoee for that?  YABUTT , only 25% of them list with me.  Whose fault is that?  Is that the prospect's fault?  How are you going to get smooth without practice?  How are you going to get good without practice. You are not.  Go practice your presentation on a prospect, face to face.

     www.ronclimer.com

October Tenth, Income Increase Challenge

     Here are today's instruction.  Run yesterday's expired listings off the MLS computer.  Find a website where forsalebyowners advertise.  Write down the name and number for at least five forsalebyowners  in your neighborhood.  Add ten names to your who you know list. If you did not spend a few minutes alone first thing this morning,  writing down the "ten ways to get face to face with a prospect today", find a few minutes to do this sometime today.

     I did this for years first thing in the morning. For the last five years, I didn't do it first thing in the morning.  I did it the when I first got to my classroom.  When I was teaching at Climer School of Real Estate, class started at 8 AM.  I always got to class at about 7:15.  I usually had about twenty minutes of alone time before students started to show up.  I wrote down my goal.  I wrote down things I could do to accomplish that goal.  This works.  If you are not doing this every day, start. I promise you you will amaze yourself. 

     Have you started sending mail to yesterday's expired?  I like the post cards from the post office if money is a problem.  If you read my previous blogpost about expired listings, you remember I told you that I sent a letter to every expired every day.  If you can't do a letter, do a post card.  If you can't afford to do them all, do five.  This works.

     Your prospect traps will only work if you put bait in them.  Post a blogpost on your blog.  Post a video on your You Tube.  If you can't do both, do one.  Need an idea,  http://activerain.trulia.com/blogsview/4506940/what-to-write-about-as-fall-hits-full-swing----1000-points-inside-  

     Today is Friday.  Here is a little  exercise for you to try.  Set weekly goals. Is one listing a week a superstar goal?  I don't think so.  It is certainly a worthy goal if you are currently doing less than that.  If one listing is your weekly goal, do this.  If you don't have a listing on Friday night when the sun sets on Friday, work on Saturday.  If you do meet your goal, reward yourself and don't work on Saturday.  If you don't meet your goal, get up Saturday morning .  Go to the office.  Start calling yesterday's expired listings.  Get face to face with a prospect today. 

     I have to give you one more instruction.  Go back to the October first expired.  Get a phone number for one of them.  Call that one expired.  Ask them if they have listed with a Realtor.  I will bet they have.  They are going to list with someone.  It may as well be you.

October Ninth, Income Increase Challenge

     Nine days into the Income Increase Challenge.  Here are today's instruction.  Run yesterday's expired listing off the MLS computer.  Send some mail to all of them.  Use the postcards from the post office for now.  It is easy and it is cheap.  Call at least one expired listing. 

     Add ten names to your who you know list.

     Put some bait in your prospect traps.  Do you have your You Tube channel started?  Post a link to your first video here as a comment or on Facebook.  Do you have a blogpost posted?  If not, for what are you waiting?  Put a link to that here as a comment.  Is this hard?  Is this difficult?  If it is call me and tell me.

     I posted a video yesterday.  You may not be personally interested in the subject matter unless you are taking your North Carolina real estate exam.  I want you to just go take a look at it. Does it look like I hired a professional studio with three production people or does it look like I set up the portable easel on the back porch and got something done now? Here is the link.  https://www.youtube.com/watch?v=wp0blrLu9xs   Don't use this link.  Go to You Tube.  Put in the search bar," North Carolina real estate exam"  This video will show up.  Why am I telling you this.  Post a video with this title,"  Why Your House In College Park Is Not Sold"  Post that today.  Tomorrow, Go to Google and search 'Why is my house in College Park not selling?'   This is a prospect trap.  Put some bait in the trap.  You will catch prospects.  For what are you waiting?

     Do you remember, yesterday, I instructed you to get up one hour earlier today and write down ten ideas on a legal pad.  If you have done that , do it now.  Write at the top of the page.  "Ten ways I can get face to face with a prospect today"   Ideas will POP into your head.  Write them down.  You may never act on any of these ideas.  You may come up with a revolutionary idea.  Try this for the next few mornings.  One thing I will promise you; getting face to face with a prospect will be on your mind. 
 
     One last instruction.  Read my article about forsalebyowners. Watch the video if you haven't already.  https://www.youtube.com/watch?v=XhzCdscDqxc   Call at least one forsalebyowner today. 

     www.climerconsulting.com                     www.ronclimer.com

       

October Eighth, Income Increase Challenge

     Today is the eighth day of the challenge.  How many listing do you have written down on the rear view mirror?  How many listings have you taken this month?  The month is one quarter gone.  If you have four written on the mirror, you should have one so far.  The number on the mirror is called a goal.  Goals are critical to your success.  Talking to prospects is critical to your success.

     Run yesterday's expired off the MLS computer.  Look up five phone numbers and call five of these red hot super duper primo prospects.  They are going to list with someone.  Call a few of them.

     Add ten names to your who you know list.

     Have you set any prospect traps?  Did you post a blog post yesterday?  That is a prospect trap.  Did you start your You Tube channel yesterday?  That is a super prospect trap.  Post a video there today.  You could go to Trulia Voices or Bigger Pockets and answer some questions.  This is a great prospect trap.  You know how I know this is a great prospect trap?  If you will go to these websites, you will see many real estate agents that are there constantly.  Your competitors are not there for entertainment.  They are finding prospects there.  It is free. Here is video for you https://www.youtube.com/watch?v=lYZapLJ5AaA   Have you watched any of my videos on You Tube?  Did you notice that is MY video?  If you will post some worthwhile content on You Tube, other people will "steal" your videos and put them on their website.  It is a subtle form of plagiarism.  It is OK with me.  You notice in all of my videos, my name and phone number is right there in the background.  As you start to post some video,  put your name and phone number in the background  and in the description.  You Tube is a wonderful prospect trap.  If you don't have any prospect traps, you are not going to trap any prospects. My new phone number is 828 440 1064.

     Here is one last instruction for today.  Set your alarm clock for one hour earlier tomorrow.  Get out of bed.  Get a cup of coffee and a legal pad and a ball point pen.  Write at the top of the page,"Ten ways I can get face to face with a prospect today"   Write down ten ideas for ways you can get face to face with a prospect.  Do not let the sun set on your head without finding a prospect to talk to.  If you would make that a daily goal, you would amaze yourself. If you don't have a number on the rearview mirror, please watch this video.  https://www.youtube.com/watch?v=kavX3HhII6Q   Write down your goals.

    www.ronclimer.com

For Sale By Owner, A Prospect For Realtors In Disguise

     We need to talk to a prospect every day.  Do you remember the definition of a prospect?  A prospect is someone that needs or wants your product or service, can afford it and will likely buy it from you or your competitor in the near future.  Does that describe someone trying to sell their own house?  They have their house for sale.  They need the services of a Realtor. They will likely list with some Realtor within a few weeks.  It is unlikely that the forsalebyowner will be successful selling his house on his own.

     The odds are against him.  Most forsalebyowners have a hard time being objective.  When the buyer tells them that there drapes are ugly, they get offended.  Most forsalebyowners have a severe lack of knowledge.  They don't understand financing.  Most forsalebyowners believe that a buyer is going to show up with a suitcase full of cash or a A plus credit rating.  If you have been selling real estate long, you know it rarely happens that way.  I could go on and on about the perils of being a forsalebyowner.  The bottom line is it is tough. A forsalebyowner's likelihood of success is very low.   Most people (80%) give up and list with a Realtor. 

     If that is true and it is true, what would you have to lose by going to see Mr. and Mrs. Forsalebyowner?  You could admire their house.  You could get to know them.  You could get them to like you.   You could bring them a gift like a refrigerator magnet.   What would you have to lose?  You would have nothing to lose unless you are so busy because your phone is ringing too much.

     Forsalebyowners are prospects.  Go back to the definition of a prospect.  Does the definition mention that thet KNOW they need or want your product.  No, that is not in the definition.  I like to use this analogy in my live classes.  If you were a life insurance salesperson, would this person be a prospect?  Would a thirty year old man with two kids and a pregnant wife that is living payday to payday be a prospect for life insurance?  What if he is so broke that he can hardly make his car payments and pay his cable bill?  Would he be a prospect for life insurance?  Does he need the product.  He needs life insurance like a drowning man needs a life raft.  Does he know that he needs life insurance?  No, he needs a good salesperson to point out to him that he needs life insurance.  He is a prospect for life insurance by any definition.  

     Forsalebyowners are the same way.  They meet the criteria of a prospect by any definition.  They need a Realtor.  They have to afford it. What they are doing isn't working.  They (80%) will list with a Realtor soon.  It will probably be you if they know you.  Call them.  Go meet them.  The only reason to NOT call aforsalebyowner is fear.  Let's take the fear out of it.

     Working forsalebyowner prospects requires a patient salesperson.  It is like fishing.  There is no hurry.  Relax and enjoy the process.  I have two videos for this.  https://www.youtube.com/watch?v=XhzCdscDqxc    If you need to know what to say on the phone, watch this video.  If you need to know what to say when you go see them, watch the other video.

    If there is a secret, the secret is just go see Mr. and Mrs. Forsalebyowner.  Get them to like you.  Do not over complicate this.  You need to talk to prospects.  Forsalebyowners are prospects.  I don't know what else you are doing with your time.  If it is not seeing prospects, call a forsalebyowner.  Make an appointment.  Go look at their house.  Make them fall in love with you.  There is no magic to this.  Just dial the phone.  That  is the only magic.  You need to talk to prospects .  You need to talk to prospects.  You need to talk to prospects.  Do not let the sun come up and go down without you talking to a prospect.

     Call a few forsalebyowner prospects.  Just go visit with them.  Look at their house.  Admire their house.  I told you what to say in the video.  What else are you doing with your time?  If nothing else, you will get practice talking to people.  Learn to ask questions and learn to let them do most of the talking.  Just visit with like you would visit with an old friend.  There is no opportunity for rejection if you do this the way I told you in the video.  After you look at their house, send them a "Thank You" card thanking them for showing you the house and assuring them if you   find a prospect, you will be in touch.  Add them to your "who you know" list.  They are going to list with someone, it may as well be  you. 

     www.RonClimer.com

Income Increase Challenge October Seventh

     Today is Tuesday, October seventh. How many listing do you have so far this month?   I hope we are not going so slow that you are getting bored. Here are today's instruction.  Read the blog post that I wrote yesterday,"Real Estate Expired listings, Finding Them"  Add ten names to your who you know list.  Run yesterday's expired listing off the MLS computer.

     I mentioned yesterday that you need to start calling these red hot prospects.  If you have not watched the video, watch it.  If you have watched the video, you know what to say.  Call a few. No Realtors will be harmed in this experiment. 

     Write a blog post.  There is a wonderful title suggestion in the expired listing article.  When I was selling real estate, blogging did not exist.  Today, if you are not blogging, it is like not having an air conditioned car.  You can get along but you would certainly get along better with air conditioning.  Here is a great way to learn more about blogging, which I consider an essential skill in today's world.  Go to http://activerain.trulia.com/action/referrals/ronclimer   Join Active Rain.  Active Rain is free.  When you try to join, it looks like it is not free.  It is free.  After you join, Active rain will call you and offer you the paid membership for one dollar per month for ninety days.  Check it out.  As you can see , I blog here on E blogger.  I also blog on Active Rain.  I have learned lots of stuff  from reading blogs on Active Rain.  There are some EXPERTS that blog on Active Rain.  You will also get referrals from other agents if you become active in AR.  Use the link above please.  I get points if you join through my link.  I don't make any money .  If you participate in AR for about a year, you will learn how to use blogging to get listings. This is an essential skill in the twenty first century.

     Our next instruction for the day is create a You Tube Channel.  When you create your You Tube channel, you have to have a user name.  You can never change this name.  I suggest that you use your own name. I presume that you know that You Tube is the second largest search engine in the world.  You need to be on You Tube. You don't have to post a video, just create the channel/  Feel free to post a video.

     One last instruction.  Buy a gift for your spouse and take it home with you.

Real Estate Expired Listings, Finding Them

     If you are participating in the Income Increase Challenge this month, I told you in today's  post to send a post card to the expired listings.  You don't have to do it this way.  This is the way I did it.  I sent out the post cards with my home return address and no identification that I was a Realtor.  Just the phrase I told you," If your house is still for sale please call me at 828 440 1064"  Plenty of them did call.  The first thing I did was identify myself as a Realtor and ask if the house was still for sale or was it sold.

     After I had been calling expired for about a year.  I got more methodical.  I created a personal brochure and a letter.  I mailed this to one hundred per cent of the expired listings.  I had these at the post office by ten o,clock in the morning. I started with the post cards from the post office.  Can you guess why?  $$$$$$$$$$ They were cheap and easy.  When I started mailing letters, I had over a dollar invested in every letter.  Until I started consistently listing ten expireds a month, that was a small financial burden.  Go the cheap and easy way until it is not a financial burden.

     Mail is good. A phone call is better.  Mail and a phone call is better.  Today, if I were mailing a letter, I would have a link to my blog article,"Why Your Listing Expired In The MLS."  I would also have a link to my You Tube Video, "Why Your House in Orlando Did Not Sell".  The more ways you can attempt to contact prospects, the better.  Read this article. http://www.ronclimer.blogspot.com/2012/03/twenty-first-century-reputation.html

     The gold in expired listings is the out of town owners.  Whether it is a empty house with their out of town address in the public records or a house that appears to be owner occupied but is empty.  If a house appears to be owner occupied but it is empty, what does that tell you?  It tells you the owner has moved since they listed the property.  Do you think their motivation to sell has increased?  If you can find these people new address or phone number, you will have no competition when you contact them.

     I want you to start mailing a post card to every expired listing.  When you send the post card with your home return address, under your return address, write this phrase. DO NOT FORWARD ADDRESS CORRECTION REQUESTED.  In a few days, the pot office will send your card back with their new address in their new city.  If they have a land line,( half the people do) you can call information and get their new number. If this sounds like a lot of trouble, just to get a listing, you need to remind yourself of what a listing is worth.  When you have twenty listings, your phone will start to ring.

     In today's modern high technology world, there are lots of ways to find addresses and phone numbers for people.  Find them.  Contact them.  They are going to list with someone.  It may as well be you.

      www.RonClimer.com