On the way to reaching your "full potential" is making sales."My goal is to be the best I can be and I can't do that by following others."
Modeling the successful behavour of others has worked in just about every human endeavour from military greatness to entertainment to sports to business, and to selling, etc."I need to be a leader. Why should I do what everyone else is doing when I can do better than that?"
Then prove it. Make sales. Talk alone doesn't cut it."I'm confident to assume the very best in sales did not get there by copying someone else or doing what everyone else is doing."
Copying (modeling) someone else, and doing what everybody else is doing, are not at all the same thing. BTW, it is the "very best in sales" that know what "the very best in sales" do or do not do. And they assume very little.Why is the script not viable?
It's transparent. I've said this before: Transparency is the fatal disease of any sales methodology. No matter how clever, comprehensive, or creative, if a selling process is transparent to the prospect, it is not only vulnerable--it is doomed.
When you ask me a question, you get my package--not always what one wants to hear. I'm not auditioning for kudos or being "right" here, and I don't need an amen corner. Those ambitious goals you set for yourself are admirable, and I respect you a great deal for having those goals. I believe you will achieve them. But I already have, and I can only share what got me there whether or not you like what I say.
I very sincerely wish you the best. And keep those goals.-Ace Coldiron
I'm making at least 150 calls a day setting up a minimum of 10 appointments..All no-shows, I remember having 16 appointments set for a day and none of them showed. The way I'm setting appointments are solid in my opinion. I'm asking the agents to give me a call back if they are unable to make it, have them write my name and number on a calender. Still nobody is showing up.
I keep trucking on however, at this point I feel discouraged and my attitude is shot xerm;. I need help, any input, advice, criticism is much appreciated. Really the only problem I'm really having is getting an agent to the presentation, I've presented a total of two agents since my two weeks out of 100+ appointments and both of them were not qualified... Here is the script I'm using:
Hi, I need to speak with ____.
This is David speaking with Agent Advantage and I saw some of your listings. Can you stand for some good news today? Awesome, I’m calling a select list of agents to find out if you can benefit from closing on an extra 5-6 leads a month. It may or may not be for you however, I’d like to show you a demonstration to explain exactly how it works. Takes just a few minutes in front of a computer; do you have some time right now?
No-
Oh, ok no worries, well I’d still like to show you at your convenience, when is a good time for you to speak with me for 10 minutes in front of a computer?
Yes-
Excellent than, I know how busy you can get and I do appreciate your time. Before we get started I need to ask you a few fact finding questions in order for me to help you better is that ok?-
How many listings do you currently have?
Is ____ the main city you work?
Do you have a website? How’s that working out are you getting any results from it?
What other ways are you advertising your listings?
Would if be safe for me to assume that generating qualified leads is the most important thing you look for when marketing your listings?
Ok then. I’m going to take you on a free demonstration; in essence what we’re going to do is connect our computers together so you can see exactly what I’m doing. You can sit back and relax while I show you. So I’d like you to go to your address bar on top and type in for me with no W’s just joinsession.info and tell me when the screen appears. (pause)
Now, enter this as your session ID _______, and just enter your name or guest in the space below and click join session, let me know when you see Google. (pause)
I’m sure you’re familiar with Google right? Ok, in my opinion the best way to evaluate any sort of marketing is to pretend you’re the people you’re going after, the buyers and sellers right? (pause)
Let’s roll with this, there are only two ways that people find you online, the first way is by going to a real estate directory like Homes.com and clicking on a piece of property.
The second way is by going to a search engine like Google. When they go to a search engine however, they usually aren’t looking for agents or agencies they’re usually looking for homes right? If you pay attention to what NAR says 84% of people that bought homes last year started their search online. You can’t target a larger or better demographic than that. Are you with me so far? (pause)
Now, let’s make this area specific to your business, let’s type in (City, State, and Homes for sale) Let me know when you see the results come up. (pause)
Do you see Homes.com? If you look near the top on the right hand in the blue bar where it says results 1-10; you’ll notice that out of _____ results we show up on the very front page on the very top with the largest search engine in the world. This is a big deal. Your buyers will see your listings with one click away from Google and we’ve optimized our directory to come up naturally on the front page in nearly every city in the US when you type in the name of a city, the state, and the key words “homes for sale”. Now you said you were familiar with Google, after what I just showed you, can you see the potential here? (pause)
Awesome, let’s click on the link that says _____. This is what I meant by saying buyers will be able to see your listings one click away from Google. Not only that, but Homes.com is one of the largest real estate directories on the internet. We get over 4 million people every month viewing more than 40 million pages worth of homes, that’s over half a billion pages viewed a year. If your not too internet savvy, those are some pretty impressive numbers. We’re also seeing some huge jumps in traffic as well that’s why were having a membership drive in your area. Now you’ll see towards the top of the page 1 to 9 of about ____ listings as you know that’s nowhere near the entire MLS. This is another reason why we are so successful, a little over 90% of people that search to buy homes on Google visit our website first before any other real estate directory on the internet, because this is a very exclusive offer, instead of having our agents competing with the entire MLS you’ll be competing with a smaller number of listings so that you get more of a chance to generate as many leads as possible. Does that make sense?
Let’s say we’re homebuyer’s and we’re interested in that house for _____, do you see that? Let’s click on that. You’ll notice a larger picture and more information. Remember how I said we can help you generate more leads from your own listings? (pause) Well from this page, you will have several different ways to generate leads. Do you see where it says request information? (pause) You’ll notice that it allows the buyer to leave their information and once they click send, you will receive this information directly to your e-mail account. Now, do you see where it says “e-mail this listing” in blue, to the right of the pictures? (pause) As a buyer, if I wanted to share this listing with a friend or family member, all I’d have to do is click on it. Not only will you get the e-mail address of the person who is receiving this but also the senders e-mail address and the home they’re interested in.
Finally do you see where it says “offered by” in blue; it’ll be right below all the pictures of the home? (pause) Let’s click on ‘view agent website”. Tell me what you see. (pause) Right we are no longer in Homes.com now at all, if this was one of your properties we would be directly in your own personal website.
Also, not only will your listings appear on Homes.com but, you’ll also take advantage of 14 other different promotion mediums including Trulia, Zillow, Oodle, Google Base, Yahoo Classifieds and HarmonHomes.com just to name a few, with a click of a button and this is all done automatically if you want. Meaning once you market a listing in our database that listing will be marketed to 14 other different real estate directories. That’s an additional 7 million people looking at your listings every month, through us.
We are seeing on average that our agents are getting anywhere from 5 to 6 qualified leads a month using this program, which comes to about 60 leads a year. So let’s go out on a limb here for a moment and be super conservative. If for some reason you could only close 6% of those leads that would give you and extra 4 deals a year. Do you see where I’m going here? Tell me your average sale price. If we multiply that by 3% on 4 deals that’s would give you an extra _____ in commission roughly. This is a very realistic opportunity and a heck of a return on your investment. For credibility, we’ve been in business for over 10 years, we’ve got thousands of agents all over the US 100% satisfied with our services already, and we hold a 94% retention rate.
Now, you said that generating more qualified leads is important do you, do you think our service could solve that problem? And does everything we’ve talked about make sense to you?
Awesome, brass tacks because this program is still in its alpha-stages and we are running this membership drive. I’m going to waive $600 off the initial set-up and $100 off the initial monthly fee you get everything mentioned for $99.95 a month with a one time investment of $299 everything out the door today to start is going to be $398.95. This includes up to 100 listings with front page placement, 5 to 6 qualified leads a month, a free professionally designed website if you ever need it and we are so confident that this is going to work that we require absolutely no contracts. So, you can try it out for a month, if your not completely satisfied, you’re not going to want to do business with us. We need to continually prove to you on a monthly basis that this works, or else we’d be out of business, you’re not going to be stuck in a long term contract; so you’ll be risking much less for a far greater reward. Are you with me? (pause) Perfect! Than, all I need to do is fill out a one page membership agreement e-mail it over to you, you click “ok”, and I’ll have you on the front page of Google within 48 hours. I just need to gather some information starting with the company or agency you want your listings to be associated with and your e-mail address. -DavidC89