Are you that Real Estate Agent that everyone knows?
Is your phone constantly ringing from former classmates who want YOU to list their home? Are you bombarded daily with text messages and referrals from people you don’t even know? Chances are that’s NOT the case.
Most successful agents are adamant that in order to increase their number of transactions each month, they need to have MORE conversations about buying and selling real estate with people they DON’T know. Because they’re proactive, these agents make spectacular income.
Recent U.S. Census data shows that 12% of all homeowners will sell their home over the next year. Think about that: roughly one out of every eight people you talk to will sell their home. Moreover, other statistics show that 70% of these sellers will only interview one agent to list and sell their home. What are you doing to stay top of mind with these sellers to become their listing agent of choice?
Now beyond your database, who can you reach out to? Wouldn’t it make sense to reach out to neighbors around one of your Just Listed or Just Sold properties? Chances are that at least one in eight of them will be selling soon. Meet Landin Anglin from Cedar City, Utah, population 30,000, on pace for 86 transactions in 2016.
Meet Landon Anglin
Question: As a newer agent just finishing your fourth year, what are the top ways you are growing your business?
Answer: I have never spent a dime on any form of advertising. In fact, my top two forms of acquiring new customers are from calling around Just Listed/Just Solds (getting their cell phone and home phone numbers from Cole Realty Resource) and FSBO’s.
Question: What does your typical day look like?
Answer: I stick to a daily schedule which includes waking up early every morning (4:30am) and exercising. Instead of listening to music, I listen to motivational speakers and audio books. I’m in the office by 7:30am and hit the phones every morning from 9:00 to 12:00 prospecting with a goal of making 45 contacts every day (contacts = conversations). I then schedule time for lead follow up, scripting and mindset and back on the phones until 6:00pm if I don’t have any appointments scheduled.
Question: Why do you call around a Just Listed/Just Sold Property?
Answer: Generally, when one house sells on a street, there’s a good chance another one is soon to follow. If I call, I’m then top of mind. When I first started, I would call around ANY Just Listed/Sold transaction (other MLS listings). Now I generally only call around my own listings unless there’s an area in town that’s hot, I’ll also call that. I just log into my Cole Realty Resource and get a list of neighbors on a specific street or neighborhood within seconds.
Can you make money from prospecting?
Question: How do most people react when you call them when calling around a Just Listed/Just Sold property?
Answer: 99 out of 100 people have no issues with me calling and most are eager to hear what their neighbor’s home is listed for and what they sold it for. In fact, I set up numerous listing appointments each week of neighbors who are eager to meet with me because they are ready to sell now. Anyone else who thinks they might sell in the next six months, I add to my database for lead follow-up.
Question: Can you make money by picking up the phone and having these conversations?
Answer: Absolutely. I’ve consistently grown my business each year and am on pace for 86 transactions in 2016. As of August 2016, I can tie 15 transactions directly to calling around Just Listed/Just Solds since January.
Thanks Landon. We at Cole Realty Resource appreciate your willingness to share your story and help other agents all across the country to be more successful. Go to www.colerealtyresource.com to learn more about Cole’s 70-year history in providing valuable contact information (mailing lists, home phones, cell phones and emails) for agents to search by individual address, street or an entire neighborhood. Mention McLean International to get our best pricing.
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