Agent

Video: How to prospect like a rockstar

Systems and scripts to generate now, medium and long-term business
  • Follow-up is the key to prospecting.
  • Make your circle prospecting more effective by giving inside information.
  • Use Canva and native video on Facebook to promote upcoming listings, buyer needs, market reports and events

Future-Proof: Navigate Threats, Seize Opportunities at ICNY 2018 | Jan 22-26 at the Marriott Marquis, Times Square, New York

In the latest episode of Real Estate Uncensored 020, we shared high-tech and high-touch ways to generate business, including circle prospecting with a buyer need, following up with old leads and using custom cover photos and native video to attract attention on Facebook.

Hosts: Greg McDaniel and Matt Johnson

“80 percent of sales are done between the 5th and the 12th contact.” – Greg McDaniel

We kicked off the episode by going in-depth on prospecting for now business, medium (six to 12 months out) and long-term business (one to five years out). We gave high-tech and high-touch options that work for our team and for top agents around the country.

We started by covering how to respond when a seller wants an off-the-cuff home value, such as when you’re talking to an expired listing; you can download that response script here.

Then we outlined how to make your circle prospecting calls stand out by offering the prospect some type of inside information that a buyer or investor needs. This is working well in the Bay area where people are getting a ton of standard circle prospecting calls using standard scripts.

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We then shared how to follow up with older leads such as Internet buyer leads and old expired listings to find now business, and we gave a specific script for approaching a top agent in your office to give you permission to work their old leads for business in exchange for a referral fee.

On the high-tech side, we covered three places to find unique and valuable content for your follow up calls, how to use Canva to make custom Facebook cover photos with call-to-action links, how to use native video on Facebook to promote upcoming listings, market reports, open houses and other events.

On the high-touch side, we covered strategies for using relationships and hobbies to generate long-term business, so you’re not starting over every month speaking to people who don’t know you. This was a content-packed episode, but as usual we have a lot of fun.

Free script download:

Click here for your free PDF, streaming audio and full show notes.

Click here to subscribe to Real Estate Uncensored on iTunes. 

Matt Johnson is a marketing consultant and co-host of real estate podcasts and live video series such as Real Estate Uncensored and Lead Gen TV.

Email Matt Johnson.