• 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

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.

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.

Show Comments Hide Comments


Sign up for Inman’s Morning Headlines
What you need to know to start your day with all the latest industry developments
Thank you for subscribing to Morning Headlines.
Back to top
New sessions have been added to Connect Now Agenda on October 20th! Check out the power-packed lineup. SEE THE AGENDA×