1. Making Contact

2. Objectives
To Understand the Correlation Between Activities and Success.
Explore The Advantages of Different Prospecting Methods.
Learn The Benefits of Becoming a Listing Agent.
Recognize the importance of variety and balance in your methods of real estate prospecting.

3. Activity Power Activity = Sales
Contact Sphere of Influence Regularly
FSBO Contacts
Expired Listing Contacts
Giving DOORS Presentations
Activity Calls On New Listings/Sales
Open House Pre-contacts
Holding Open Houses
Open House follow up
Farming activities (mailing, follow up calls, face to face)
Attend Sales Meetings
From ONE
Basic Activity
5000 Contacts Per Year
500 Leads Per Year
100 Appointments
20 Sales Per Year
$50,000 Income Per Year

4. Why Listings? Exposure Control/Time Awards Income 60/40 Rule
Benefits of Becoming A Listing Agent
Exposure
Control/Time
Awards
Income
60/40 Rule

5. Questions
Why do so many new Associates become “buyer specialists” instead of listing agents?
Who can make more commissions sitting on the beach, a listing agent or selling agent?

6. A client base is made of customers past, present and future.
Building A Client Base
A client base is made of customers
past, present and future.

7. Building a client base involves these components:
Building name recognition and reputation as a Weichert® “Neighborhood Specialist.
Working a sound business plan that includes daily prospecting, weekend Open Houses, and reinvesting some of your commissions.
Thrilling every customer with whom you come in contact.
Having a system for routinely staying in contact with your customers and clients.

8. Building Name Recognition
Ways to market yourself
Business Cards (photo)
Name Badge
Car Signs
Personal Brochures
Internet Presence
Newspaper and other print media
Direct Mail
Public Relations

9. Building Name Recognition
Community Networking
Become involved in organizations such as…
Rotary Club, Kiwanis, Exchange Club, etc.
PTA

10. Building Name Recognition
Community Networking
Be a sponsor of community events such as….
Little League Baseball
Community Festivals

11. Prospecting Active vs. Passive Passive Active Something or someone
else generates the lead.
Active
You directly generate the lead.

12. Prospecting
Active vs. Passive

13. Active VS Passive Prospecting
Bottom Line On
Active VS Passive Prospecting
Passive methods can be effective and an important part of an overall plan.
But relying too much on these methods is hazardous to the health of your career!

14. Prospecting Most of your efforts should be focused on sellers.
It’s the best way to prospect for buyers!
Page #27

15. Prospecting Methods
Face to Face
Telephone
Snail Mail
Page #28

16. Page #28

17. Prospecting Others? Methods Uses all of the senses
When canvassing – Time inefficient
Allows for two-way communication
Bad time for customer
Can write a contract
Page #28
Makes a more lasting impression
Others?

18. Weather not an issue – Can do it
Prospecting
Methods
Time efficient – Many contacts
in short amount of time
Voice has to carry the entire message
Allows for two-way communication
“telemarketer” stigma
Weather not an issue – Can do it
Most any time
Page #28
Others?

19. Prospecting Others? Methods Time efficient – Many contacts
in short amount of time
cost
Potentially long shelf life
File 13
Can communicate much information
Page #28
Others?

20. Prospecting Others? Methods Time efficient – Many contacts
in short amount of time
Spam
Convenient for (and desired by) customer
Easy to disregard
Allows for two-way communication
Address lists difficult to build
Page #28
Others?

21. Task Assignments Meet with Mentor. Contact 10 people you know
Plan First Open House (assist)
Complete “Results & Activities” sheet