Searching for new listing leads is a major task. For me, it is consistent direct mail marketing that makes my phone ring with new potential listings. Offering a “free market analysis” to thousands of homeowners is my method of choice.
This mailing is complimented with Internet marketing with blogs written about that postcard. Displaying that postcard online with the offering of a “Free Market Analysis” exposes our offering to everyone.
We have recently received a few calls and the homeowner had saved the postcard from many months ago. When the phone rings, I give the Franklin MA lead to Lorraine Kuney and her only task is to call back to ask for the address and make an appointment.
No questions are asked over the phone. The phone is not to be used, in my opinion, for anything other than making an appointment. We do all of our business when we’re face to face with the potential client. Our listing presentations are a two-step process. The first step is to determine the reason for needing a home evaluation; the details of the home are noted; and the attitude and personality of the homeowner is observed.
We make our decisions on going forth after that first appointment has been accomplished. We never assume that the seller is not serious about selling; we never make any decisions until we have met face to face. It’s easy for a seller to be secretive over the phone. The real story is likely to be shared face to face after a common ground or rapport has been established.
Good business takes effort and effort takes time. How much business have you lost because you assumed a scenario was true? Our “over the phone formula” is name, number, address and appointment. Try it and see if your results are as good as ours have been!!
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