Adventures in Cold Calling #48
FSBOs and Expireds. Expireds and FSBOs. These are typically the bread and butter of those in real estate who turn to prospecting as their salvation from the feast of famine cycle. There’s some issues that have to be overcome though in order to do is successfully.
First of all, there are the OBVIOUSLY difficulties. The ones that pop out at you once you do your first calling session. These include:
Full Throttle Follow Up #17
It’s July of 2015 and I just signed up a new listing the other day from seller prospect I’d connected with through cold calling back on July 16th of last year. At the time, I was doing the face-to-face meet-up attempts with all these leads, so Personal Visits were part of the mix back then.
In all I made about 30 follow up touches through the mail, in person, or by the phone. I keep a log of them in Evernote and here’s what I have from her record:
You’ve all noticed that I’ve not been posting as much. This is because my real estate life has been going through a lot of changes. If you look at the monthly activity report below you’ll see that there has been pretty much ZERO activity this month. It’s hard to post consistent updates about prospecting if your prospecting is on hold.
My involvement with the Fearless Agent coaching program has me super-charged with confidence when going on listing appointments, but my phone prospecting has been a mixed bag of results.
There’s been a lot of rejection – but that’s to be expected, right? I’ve been tackling the FSBOs via phone and it feel like
Just back from a listing appointment. Seller was a cold call lead I got back in October. They were in my minimalist follow up system…not even getting my main, all-out-assault follow up series.
I’m using the Fearless Agent Listing Presentation and the Fearless Agent Pricing Presentation now. This was the first time I got to present both in one single session. Seller signed up and agreed to $5,000 price reductions every 2 weeks, just like the system said they would.
Praise God. At least some training you buy works the way it’s suppose to work.
I mean, seriously. I’m a NOTORIOUSLY easy sell. I will buy most stuff if I believe it will help me in any way. In fact, I drive my wife nuts because whenever I go to buy anything I always just want to buy the highest quality whatever-it-is without giving much (if any) consideration to the other choices. My experience has been that anything but the best isn’t worth buying. I mean…it MIGHT be worth buying….but more often it’s not. And it’s not worth the time/hassle/disappointment that comes with buying the NOT-best version of whatever-it-is and then having to go back and buy the BEST version all over again anyway. I hate that. HATE. So I’m known for buying the highest quality I can afford. And if I can’t afford the highest quality at the time…I just don’t buy at all and will wait until I CAN afford the one I want. I’m patient.
Now I’ll be the first to admit that I don’t implement MOST of the stuff advocated by the gurus who’s stuff I buy. Maybe a something here and there…but whatever. I also don’t consistently employ the stuff I do get off the launch pad. So when I actually DO commit to something and do it and it blows up in my face and doesn’t work the way it’s suppose to work…that’s really a bummer.
What makes it even more disappointing though is that it happens so often that you kinda EXPECT that
My New Follow Up Process Part 1 – The Struggle
If you have read my previous posts on follow up, then you know that this is an area of my business which I’ve struggled with. Mostly this strain has been caused by my own crazy belief that I’m a follow up Hercules which can do any amount of heavy lifting where follow up is concerned including such ideas as doing face-to-face follow up with EVERY lead EVERY two weeks.
That was a joke.
So I’ve had to revise my process a number of times. The problem is
Full Throttle Follow Up #16
Had a lot on my plate today. Didn’t make it through all the calls today though I did end up splitting it up between morning and evening calling sessions.
I did get a call-back from one of the leads I first contacted earlier this month. Dropped off the CloudCMA in the snow – no answer when I knocked. But I guess they liked the info and so I’m going out there on Wednesday.
These particular sellers need to find a new place on the north side of town. Working with buyers is…