Prospecting Guide. Learn More, Earn More

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Camron Carpenter
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1 Prospecting Guide Learn More, Earn More 10/10/2016

2 Table of Contents 1.Sphere Of Influence.p.3 2.Mailing p.6 3.Luxury p.9 4.Networking p.11 5.Social Media.p.12 6.Door Knocking..p.13 7.Cold Calling......p14 8.Lead Buying..p.15 9.Your Business Generating Plan.p.18

1. Sphere Of Influence One of the easiest and best sources of business is your sphere of influence. Who is in my sphere of influence? Anyone you know can be considered your sphere of influence.

3 1. Sphere Of Influence One of the easiest and best sources of business is your sphere of influence. Who is in my sphere of influence? Anyone you know can be considered your sphere of influence. In addition to your friends, family, past customers, your SOI includes who cuts your hair, services your car, mows your grass, dry cleans your clothes, and cleans your house. Look through your phone contacts, your s, your past text messages, and your holiday mailing list. Your first step is creating a list. Include their name, spouses name, address, , and phone number. Other information to gather if possible is birthdays, children's names, anniversaries, and occupation. Use the categories below to think about who to include in this list. Once you have the list together, upload it into Keyes Connect. If you don t know how, set an appointment with your office tech trainer. 1. Family 2. Friends 3. Parents of friends 4. Neighbors 5. Previous Co-Workers 6. Spouse co-workers 7. Religious groups 8. Sporting groups 9. Accountant/Financial advisor 10. Doctors 11. Past customers 12. Gym members 13. Friends of your children Why Keyes Connect 1. Easy to upload and maintain database 2. Easy to group multiple contacts for prospecting 3. Market watch automated reporting 4. Simple set up campaigns 5. Access to dozens of e-postcard templates for holidays, anniversaries, birthday, etc. 6. Ability to sync with Outlook

4 1. Sphere Of Influence (Cont.) One of the easiest and best sources of business is your sphere of influence. OK! My database is ready to go. Now what? 1. Set up Market Watch In Keyes Connect scroll over Clients and select Contact List. Click on the contact you wish to set up in Market Watch. Once in their profile, click on the right side View Property + Watch button. Next Click on Begin New Search on the top left and create a search. This could be of an area you know your contact is interested in living someday or a search built around a home they already have to keep them up to date on their market. When you are done, click Save Search. Name your search and select how often to send the Market Watch . Then click Save This Search. 2. Create Groups Grouping your contacts is helpful in keeping organized and saves time when prospecting. A contact can be in multiple groups. Some helpful groups to start with are: -Listing/Sales Group: All contacts you wish to with new listing or just closed flyers. -Holiday Group: All contacts you wish to holiday greeting to. -Birthday Group: All contacts that you have birthday information for mailing, ing, or calling. -SOI Mailing list: All contacts you wish to include in a physical mail out or online news letter. (This is helpful when working with Agent Personal Assistant and Quantum.) -IOV: Contacts you want to include in your Item of Value list.

5 1. Sphere Of Influence (Cont.) One of the easiest and best sources of business is your sphere of influence. Now What? Now you are ready to prospect! See below for some great ways to create business opportunities. 1. Campaigns In Keyes Connect click Clients and click Campaigns. Here you can set groups to receive multi campaigns such as buyers focused, relocation focused, sellers focused, and monthly newsletter. Want to have ultimate control? No problem! Create your own campaign too! 2. Postcards In Keyes Connect click Clients and click Postcards. Here you can send to individuals or groups items such as Holiday postcards, Birthday postcards, Home-Anniversary postcards, Congratulations postcards, or general postcards. Postcards can be created and set for future delivery up to 1 year in advance! Pick one time each year in which you set up your birthday, holiday, anniversary, or seasonal postcards!

Agent Mailing Quantum 2. Mailing Easily one of the most tried and true methods of gaining business is physical mail.

This wasn t just for farming but more importantly on Just Listed and Just Sold as well.

Just listed & just sold mailouts announce your new listing to the marketplace and promote yourself as a local agent to the neighboring homeowners around.

Quantum Digital offers just listed and just sold postcards already designed with a targeted mailing list already prepared.

6 Agent Mailing Quantum 2. Mailing Easily one of the most tried and true methods of gaining business is physical mail. In recent Keyes studies, we found direct correlations between mailing and success. This wasn t just for farming but more importantly on Just Listed and Just Sold as well. $ $ Just Listed & Just Sold Mailouts Something that every associate should take advantage of is just listed & just sold mailouts. Just listed & just sold mailouts announce your new listing to the marketplace and promote yourself as a local agent to the neighboring homeowners around. Superior marketing (photography) is key to showcase the listing and thus yourself. Quantum Digital offers just listed and just sold postcards already designed with a targeted mailing list already prepared. In the mailout, Quantum includes a code unique to the specific home the postcard is mailed to thus allowing the system to notify you when the specific homeowner interacted with the postcard by typing in the code. In turn, you can approach that homeowner as a warm lead instead of a cold lead. Agent Mailing likewise offers just listed and just sold postcard templates with a targeted mailing list. Agent Personal Assistant offers a better property promotion option with more pictures and postcard design customization options.

7 2. Mailing (Cont.) Farming Mailouts Almost every top producer has at least one farm area. Farming is a long term prospecting option that establishes you in that marketplace as the neighborhood expert. Farming is best once you have several sales in a neighborhood, live in the area, or is a high turnover area. Farming should be combined with other prospecting methods such as knocking on doors, local neighborhood networking, or just listed & just sold from that neighborhood to truly be successful. Farming is incredibly effective but requires patience and discipline. Most successes occur after 12 months of consistent mailing combined with other activities. Set your budget, execute your plan and in months, you will reap the benefits of this tried-and-true prospecting strategy. Quantum Digital offers an AutoMail Campaign for easy SOI and farming mailing. AutoMail allows you to select different general mailing campaigns that don t limit your mailing to one specific neighborhood if you don t want. You can upgrade to AutoMail plus which enhances the postcard to include trigger marketing. This allows the homeowner to interact with the card and allows you to track those interactions online. Agent Mailing offers Target Farming. A full service, exclusive area market reports prepared, printed, and mailed for you every 30, 45, or 60 days. The content includes a pre written letter, mortgage rates, target area sales information and more. Each report includes a free searchable webpage featuring the sales from the mailout and prescrubbed free follow-up phone numbers. How to send Just Listed and Just Sold: Both Quantum and Agent Mailing send you s when the postcards are ready. Both offer very simple ordering systems that allow you to place an order in under 5 minutes if not quicker. Don t ignore these s! How to send Farming: Go to Keyes Connect > Resources > and click on either Agent Mailing or Quantum Digital. Agent Mailing Farming: Look for this button > or call Quantum Digital: Look for this button > or call

Quantum and Agent Mailing send you emails when the postcards are

Both offer very simple ordering systems that allow you to place

8 2. Mailing (Cont.) Farming Mailouts How to send Just Listed and Just Sold: Both Quantum and Agent Mailing send you s when the postcards are ready. Both offer very simple ordering systems that allow you to place an order in under 5 minutes if not quicker. Don t ignore these s! How to send Farming: Go to Keyes Connect > Resources > and click on either Agent Mailing or Quantum Digital. Agent Mailing Farming: Look for this button > Quantum Digital: Look for this button > or call or call

9 3. Luxury

CeXposure has a 4 tier farming option that combines relevant

10 3. Luxury (Cont.) CeXposure CeXposure offers photography, print, just listed & just sold mailouts as well as a farming option. CeXposure excels at high end marketing geared to luxury listings. CeXposure has a 4 tier farming option that combines relevant market information, statistics, and listings with different size mailouts and brochures. (561) or support@bestpricemarketing.com

11 4. Networking Like SOI, networking is a time tested lead generation method that yields amazing return on investment and creates lasting relationships. There are 3 main types of networking. 1. Lead based Networking Those participating in lead based networking groups should understand everyone in these groups is there for a purpose, to grow their business. Emphasis is not as much about building the relationship but about helping each other grow their business through referrals, leads, and advice. These groups include many business networking groups such as BNI (Business Networking International). You can also create your own group by finding other professionals looking for a lead based networking group. Focus on attorneys, financial planners, accountants, and home improvement professionals. 2. Community Group Networking These groups include school boards, philanthropic organizations, kids sports teams, hobbies, special interest, Rotary, alumni groups, religious groups, and HOA boards. Be prepared to spend time building organic relationships within these groups before any business is exchanged. It takes time but eventually you will be known as the industry expert within these groups. 3. Industry Networking Often overlooked or discounted is industry networking. These are often business networking events but leads are not the main purpose of these events. Local real estate board events, Keyes events, Young Professionals groups, and Chamber of Commerce are just a few. 1. Be a card taker, not a card giver Be the one to follow up with those you meet and find time to take them out to coffee or lunch. 2. Engage with others Showing up is half the battle but engaging with those there is the other half. 3. Attend with a purpose Set a goal before you go on how many people you want to talk to and how many to invite to a 1 on 1 sit down later. 4. Do your homework Find out who is attending and know specifically who and what professions you want to meet before you go. 5. Rely on others Many groups offer mentors. Take advantage of their experience in the group to help guide you to the right people. 6. Set a follow up plan Are you a thank you card writer? A caller? An er? Whatever it is, follow up!

12 5. Social Media Take advantage of one of the cheapest, most effective ways to touch your database and find new contacts! PixSocial with CirclePix Let CirclePix manage your social media content FOR FREE! Set up CirclePix to post on content, company listings, and your own listings on Facebook, Twitter, LinkedIn, Blogger, and Youtube! Watch the setup video for step by step instructions by clicking here! Connect your CirclePix account to your Facebook Page! 1. Go to Keyes Connect, Resources, Single Sign On, CirclePix. 2. In the MANAGE ACCOUNT section in your CirclePix account, click on Social Media. 3. Click on the Facebook icon and click Connect. You ll see a pop-up requesting you to like CirclePix. Click like or click on the text in the bottom right-hand corner. 4. Review and select your setting options. (We strongly recommend that you DO NOT post listings on your personal profile. Facebook may block your account if it suspects you re posting advertisements on your personal profile.) Click Save, 5. Go back to the tab with your Facebook page. Look for the menu options below your cover photo. Click on More, then click on Manage Tabs. 6. Click and drag MY LISTINGS right underneath ABOUT and then click Save. You ll see that MY LISTINGS now sits next to ABOUT on the top of your page. 7. When you click on MY LISTINGS, you ll see your listings in an easily-searchable display. These listings will automatically update when you enter them on your MLS or you edit them in CirclePix. Want more social media tips, tricks, and business building advice? Find the next AMP Social Media Class!

mailing or market watches from you, and go after expireds and FSBO.

13 6. Door Knocking Door knocking is best used when paired with another prospecting method however it can be used on its own as well. Door knocking can be used to introduce yourself to neighbors of a close by just listed property, introduce yourself to your farm market you are actively mailing to, used to touch a SOI who receives mailing or market watches from you, and go after expireds and FSBO. For your listings Informing neighbors of just listed or just sold Informing neighbors of an open house Asking neighbors if they want you to let them know if you have a buyer that may not fit your listing, but may be a good fit for theirs Prospecting Knocking on expired and cancelled listings Knocking on For Sale By Owners Knocking on your farm market Knocking on your SOI Tip Try to provide an item of value relevant to their situation Listings Just listed flyers Open house flyers Just sold flyers Business Card SOI Market reports Gifts QSC reviews Farm Market Reports Door hangers Community information QSC reviews Business Card Expireds & FSBO Market Reports Door Hangers Information on how you stand apart from the competition Business Card QSC reviews

14 7. Cold Calling Always check the do not call list! Click here to check numbers! Cold calling is a great way to gain business and attract attention to your listings. Unlike warm calling (calling contacts you know), cold calling is calling individuals you don t know to gain listings, buyers, and referrals. Several ways to use cold calling is as follows For your listings Informing neighbors of just listed or just sold Informing neighbors of an open house Asking neighbors if they want you to let them know if you have a buyer that may not fit your listing, but may be a good fit for theirs Prospecting Calling expired and cancelled listings Calling For Sale By Owners Calling Craigslist listings Calling your farm market Tools to Cold Call Scripts for Cold Calling RedX - lead generation, management, and research Mojo Dialer - lead management dialing services Mike Ferry - Systems, coaching, and education Florida Realtors Scripts Mike Ferry Sample Scripts Phil Clodgo Mike Ferry Example Script Hi, I m looking for Hi my name is with I m sure you ve figured out that your home came up on our computer as an expired listing and I was calling to see 1. When do you plan on interviewing the right agent for the job of selling your home? (Never) Terrific! / Really! 2. If you sold this home where would you go next? (LA) That s exciting! 3. How soon do you have to be there? (Already) Ouch! 4. what do you think stopped your home from selling? (The agent) Really! 5. How did you happen to pick the last agent you listed with? (Referral) Great! 6. What did that agent do that you liked best? (Nothing) Ouch! 7. What do you feel they should have done? (Sold my house) Really! 8. What will you expect from the next agent you choose? (Sell my house) Terrific! 9. Have you already chosen an agent to work with? (No) Wonderful! 10. I would like to apply for the job of selling your home are you familiar with the techniques I use to sell homes? (No) You re Kidding! 11. What would be the best time to show you Monday or Tuesday at?

8. Leads Programs Zillow/Trulia Advertise as a Premier Agent by

This can be scaled to match desired budget and buyer lead activity

consumers in any given zip code (many times over), the thing that

15 8. Leads Programs Zillow/Trulia Advertise as a Premier Agent by zip code. This can be scaled to match desired budget and buyer lead activity level by zip code. Average cost per lead varies with every zip code and current demand. Besides offering the largest audience of actively searching consumers in any given zip code (many times over), the thing that really stands out about Zillow/Trulia Premier Agent leads is they are entirely consumer driven. Nothing is gated or being offered in exchange for a consumer s contact information/registration. Every lead generated from the platform is based 100% on a consumer raising their hand and saying they would like to speak with an agent about a property. For inquiries on availability, call or click here For Questions Call

8. Leads Programs (Cont.) Homes.com Right Consumers- Connect with transaction-ready consumers in your local market. With 90% of Homes.

Local Connect instantly brings YOU inquiries from active buyers and sellers as they search for properties in your local area.

com combines online marketing, email, and postcards to make you The Building Expert. 1. Exclusive branding on condo.com for the building. 2.

16 8. Leads Programs (Cont.) Homes.com Right Consumers- Connect with transaction-ready consumers in your local market. With 90% of Homes.com visitors actively searching for their next home and 80% not working with a real estate professional, Local Connect positions YOU prominently in front of active buyers and sellers with branding showcasing your photo or logo, phone number, and endorsements. Right Time - With 67% of buyers* selecting the first agent who responds to them, timing is critical. Local Connect instantly brings YOU inquiries from active buyers and sellers as they search for properties in your local area. Sales Contact Bob Patterson (561) E.robert.patterson@homes.com Condo.com combines online marketing, , and postcards to make you The Building Expert. 1. Exclusive branding on condo.com for the building. 2. Exclusive branding on all active listings associated to the building postcards sent to the building monthly 4. campaign sent to owners, residents, and any past leads received in the building within our database Condo.com Sales Contact Daniel Garcia (786) Daniel@Condo.com Special Keyes discount available!

17 Adwerx 8. Leads Programs (Cont.)

18 9. Business Generating Commitment Plan Sphere Of Influence Set up all contacts in Market Watch Mail market updates or relevant information every month(s) Meet SOI each week / month for breakfast, lunch, dinner, coffee Call SOI each week / month SOI each week / month Text SOI each week / month Call / Mail / SOI on birthdays Mail / all past customers home anniversary cards Drop off items of value to SOI each week / month Hold SOI parties every month / year Reach out to out of town SOI on the benefits of LeadingRE each month / year Mailing Mail at least Mailouts on every Just Listed property Mail at least Mailouts on every Just Sold property Farm pieces every months Luxury I will attend and become a Certified Luxury Agent Networking Join / attend lead based networking group(s). List groups here: I commit to meet individuals at each event I commit to take contacts out to breakfast, lunch, dinner, coffee each month Join / attend Community group(s). List groups here: I commit to meet individuals at each event I commit to take contacts out to breakfast, lunch, dinner, coffee each month Join / attend industry group(s). List groups here: I commit to meet individuals at each event I commit to take contacts out to breakfast, lunch, dinner, coffee each month

19 9. Your Business Generating Plan (Cont.) Door Knocking Knock on doors every month targeting expires and canceled Knock on doors every month targeting FSBO Knock on doors every month farming Knock on neighbors around all my new listings Knock on neighbors around all my just sold properties Knock on neighbors around all my open houses Enroll in a Flipt campaign Enroll in a Realtor.com campaign Enroll in a Zillow/Trulia campaign Enroll in a Condo.com campaign Enroll in a Homes.com campaign Enroll in an Adwerx Campaign Leads Programs Social Media Sign up for Keyes PixSocial Enroll in Quantum Just Listed / Just Sold Social Media Attend Social Media AMP Class Cold Calling I will attend Mike Ferry events each year I will practice times a week my scripts I will call expired/cancelled listings every month I will call FSBO every month I will call neighbors around all my new listings I will call neighbors around all my just sold properties I will call neighbors around all my open houses I will call contacts in my farm area

Way 100: Blogging. Sellers and Buyers.

Way 100: Blogging. Sellers and Buyers. Way 100: Blogging Targets: Cost: Sellers and Buyers. Free. Description: Series of chronological posts (articles) to your website. Newest post shown first. Original concept was a diary. Way to connect with