Hi, this is Chuck White. You know how difficult lead follow up can be when you’re a busy Realtor. Sometimes you get so busy with listings, buyers, showings, open houses, closings, contracts, etc that you simply DO NOT HAVE TIME to do your lead follow up.
Then, a lead falls thru the cracks and you lose the business. I just talked to a Smart Agents Member. She got two listings in one day using this system.
Here’s what I talked to her about:
- How she got two listings in one day with her books.
- She used direct mail to set up a meeting with one of those leads.
- Why she likes meeting people face to face to give them the books.
- How the books followed up for her.
Highlights:
Full Interview:
Transcript:
| Smart Agents :
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How long have you been a member with Smart Agents? |
| Carolyn: | You know, I've been a member since November. |
| Smart Agents :
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What books did you get at first from us? |
| Carolyn:
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The first one, let me see, the first one was How to Sell Your Property For More Money. |
| Smart Agents:
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How many listings have you got with the books, or have the books helped to contribute to it at all? |
| Carolyn: |
You know what, three listings so far.I didn't use the books to the full potential at the beginning when I ordered them. I was just kind of mildly doing it, mildly speaking with people. I had the three received. I actually got two the same day.That was really phenomenal. I find that when you have the book with you and you're speaking with people in a face to face interaction, that's a really more positive response. |
| Smart Agents:
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What happened the first time you got the listing from the book? Was it a door knock, or did you meet them in person pre-scheduled? |
| Carolyn: | You know what, no. It was pre-scheduled. The first was pre-scheduled and just look at the property, just had all the.
Just a regular conversation, not something that was all planned out, just talking person to person. It's a person's property. It's very important to some. Just walking the property, and basically everything was already closed. I just left the book really as a courtesy just a nice thing to leave them, but the deal was done when I left. Everything we had listing. |
| Smart Agents:
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Were they just a regular house, or were they expired or anything? |
| Carolyn:
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No. Just regular, all were regular properties. Now I'm going after ... I'm really chasing the expired listings now where I will go to to the house, knock on the door, and ... I'm checking expired listings. I'm not letting them go cold at all. The day I see them, I'm in my car. |
| Smart Agents:
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What did they say when you gave them the book? |
| Carolyn: | People just like a gift. Whatever it is, they just really like it and then they go, "Oh." Then they see your face on it and they go, "Oh, this is yours," and I go, "You know ..." Because I've actually read it, and I'm not really a book reader, but I read it because I thought, "What's more important than the book that you're giving people, right?" When I went through it I thought, "These are really ... If somebody walked up to me and I had a house that was expired and they handed me that book and I read it, there's a lot of really interesting tips that are in there that make sense." From a consumer's perspective, I thought that's an important piece of documentation I'll leave people and then just from a nice thing to do. It makes people feel good. They like to have things. |
| Smart Agents:
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What happened on the day that you got two listings in one day? Did you already have those two appointments scheduled out? |
| Carolyn: |
Do you know what? I had just spoken with the people briefly and I met ... The one was like, it just happened right away. Boom, that was done.The second one, I met with the husband and wife. They were kind of on the fence.I spoke with them for about 20 minutes and went through the game plan, how the property was going to be sold, left them the book, and then they phoned me the very next morning and said, "Okay, we're going to go with you." |
| Smart Agents:
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Do you know if they had talked to anybody else about listing their home? |
| Carolyn: | 100 people.
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| Smart Agents:
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Oh, wow. |
| Carolyn: | I'm sure everybody ... The California market is a very quick moving, it's a very strong market. The people that are reactionary, if an agent just thinks it's just going to happen, it's like everything else. Nothing's just going to happen. You just have to be hustle. You have to be better prepared. You have to be faster, smarter, stronger.
You have to really go in there with everything in the arsenal to make it happen. |
| Smart Agents:
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You talked to them on the phone and you said you're going to give them the book the next day, or you mailed them the book quickly, or you dropped it off? |
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Carolyn:
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I met with them. |
| Smart Agents:
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Ah. Oh, you immediately met with them and then the next day you got the listing? |
| Carolyn: | Yeah. |
| Smart Agents:
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What about the other listing in that day? How did that go down? |
| Carolyn: | Now, the other one I had sent a letter to a particular area like, and the fellow has called me back.
Then I had also sent a book out. I've mailed the book out because we've made already a verbal connection with the book and on the phone and I had sent a letter. Then these two people had contacted me the same day and said, "Let's list," so it was a good day. Then these two people had contacted me the same day and said, "Let's list," so it was a good day.
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| Smart Agents:
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That's awesome. Obviously you've had a lot longer career than you've been a member. What's usually your primary way of prospecting, and how does it compare to using the books? |
| Carolyn:
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Again, physically actually seeing somebody walking up and shaking somebody's hand, making that connection, that's the most powerful.
If people can't do that, if they're not able to go and knock on somebody's door and make some kind of connection or leave something, then I think the mailers are important because it still differentiates you between the 1,000 letters that we all get at home. We all get them, right? I get 10 letters a day from different realtors. I'm just terrible. If I had a real fireplace I'd be using them to light the fire.I'm terrible because I'm a realtor and I'm doing it too, and I'm thinking, "My God, they're spending so much money and this thing is going right into the trash bin," because we all know it's a form letter. Nobody cares.There's nothing personal about it. The book's personal. It makes the difference. Nobody's going to toss a book in the trash. They're going to read something, right? |
Books have a huge perceived value. They don’t get thrown away.
They can get tucked away somewhere, but most people aren’t going to toss them in the trash. They’re worth something, and they’re worth something to the author’s name.
Do this and you will position yourself as the authority in your market. When you give away your book, it will separate you from your competition. That’s how a smart agent thinks!
Want to get a free sample of the book that will get you more listings? Click the link below.
