- SMS Merge field cheat sheet added in Settings, Misc
- In Fix Aspect Ratio you can select black background
- Buyer Requirements editing fixed
- Missing vendor letter button reinstated
- In Listing Entry, View Sale reinstated
- Layout adjustment in Photos tab
- Added email option for iCal generator
- Listing Entry Lookup supports Street #
- CMA Comment now available as Gallery column
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I have to confess I am addicted to postcards. Do you know how good you feel when you've delivered 300 cards in one session? Postcards have a high open rate and can be an effective source of appraisals. Here's how to tip the scales in your favour. Motivation That first card is always the hardest to deliver. Frame your mindset like this:
ResearchYour ideal farming area is more owner-occupied than tenanted. For ease of delivery plan your route around flat arterial roads with a handful of cul-de-sacs. The newer the subdivision, the closer the houses are to one another (the quicker the run). Tip: during delivery use your phone for notes and take photos of vacant lots, derelict properties, and skip bins - keep reading to find out why 🔎 DeliverySome of your best contacts will be the people you bump into and chat with, such as gardeners and tradespeople.
Junk MailThe odd grumpy do-not-mail call is to be expected, but if you are named-and-shamed on your local community Facebook page I personally think it is incredibly good exposure. You are providing a service to your vendors as a marketer after all. By the way algorithms thrive on controversy 📈 That said from 12,000 doors I can count the objections on one hand. Message Don't overthink your message, and remember that done is better than perfect. You may prefer just listed cards over just sold, because you're selling a property instead of just yourself, and you are driving traffic towards your open home. Use addressed cards to overcome the 'addressed mail only' barrier. Having a personalised message is about:
Postcard vs Letter
Bonus Tips For the best results make sure you overlap your campaigns with cold-calls and geo-targeted social media. Some of the best results arose from meeting builders through calling the phone number on a hazards board, or chatting with neighbours about an empty rental. On the subject of repetition, some of our best campaigns have been new territory so you shouldn't get hung up on a specific farming area. Turnover rates, demographics, and market share are simply excuses for not taking action 🚀
For-rent-by-owners are a great contact source. Let me save you time figuring out what not to say when you call them. Your opening dialogue might go like this: Hi this is <NAME> at <COMPANY> how are you? Nice day isn't it? Hey it's just a quick call about your property at <STREET> great spot, by the way can I ask you... 1. Would you sell it?Instead of asking a yes/no question, use open ended questions:
2. Are you looking to buy? Remember you are talking to experienced traders. Try these instead:
3. What's your email address? Before you go for the email, ask if it would be OK to keep in touch. If they say yes, then ask what is their best email address. A subtle change that makes a big difference. 4. If I had a buyer would you sell? You should be persistent. A more tactful approach is:
5. Good luck with the tenancy. Guilty of this clanger and it can sound a bit unprofessional. Instead say:
You might dread these calls at first until you discover how good they are. The owners are expecting phone calls from their advert, plus they are interested in property. Listen for opportunities to get their thoughts on things like Healthy Homes, or who they recommend for maintenance. Be engaged and lay the foundation of a future relationship. Did you know: SalesPartner has a Trade Me Listing importer for downloading vacant rentals? You can also dial phone numbers and send a text message via SalesPartner just in case they miss your voicemail. The SMS is sent from your number 📱
Calling neighbours before an open home is a great way to get started with voice to voice prospecting. Because the approach is not direct-selling, the call is low pressure. You can have a normal conversation and build a relationship. A basic dialogue might look like this: Hi it's <NAME> at <COMPANY> how are you, nice day isn't it? Hey it's just a quick call, there's an open home at <ADDRESS> on Sunday and I didn't know if you could make it? The conversation may pivot to property or the neighbourhood in general, just let the chat flow naturally through to transition: Hey its been great to chat with you, would it be ok to keep in touch? If yes, then ask for their email first and then their mobile number 'just in case'. Create an impression Remember to follow up with results in due course. Using this script you might complete 50 dials in under one hour. Always leave a voicemail and note that often owners will leave a mobile number in their answerphone message. Tip: If someone asks How did you get my number? be direct and take charge of the call. Your number is in the White Pages, and I just wanted to let you know about your neighbour's open home. By the way is there anything I can help you with? 1. Push-Pull One approach in communication is to lead with value before you ask for info. What does that look like? Say you are following up with a potential client (ideally by phone) try this format on phone, SMS or email: Hi <OWNER> 2. Double-Check Never miss an opportunity to follow up with an owner. In this case you've received a query for a specific property feature that you are not 100% sure about, which prompts you to reach out. Hey <OWNER> Your goal is to create dialogue. Following up with intent keeps you top of mind without being pushy. Once a conversation is flowing, transition back to the owner's criteria and motivation. And were you looking for anything else besides a modern home close to transport? How is your time-frame looking at the moment? Remember a lot of impact is in the subtext:
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