Over 100 Ways to Generate

“MORE”

Business in Real Estate!

Advertising

1. Only use an 800#.

2. Never offer the price.

3. Always showcase “hot investment opportunities” in addition to your listings.

4. Bottom of add “Prices change all the time, call for today’s prices!”

5. 800-Call Capture – call back immediately “We got disconnected before you were connected to me, I’m just calling to see if you have any other questions

6. In all ads print “Ask me about 100% financing options!”

7. Run small classified ads “Hot investment opportunity – Call now”.

Direct Mail

1. Send 500 just listed postcards around every new listing. Offering free market analysis.

2. Always mail open house invites to the neighborhood.

3. Start a direct mail to investors, multi unit owners and absentee owners. Postcard program system: one every week for first 3 months, one every other week for the next 9 months. Offer your services, CMA’s, 1031 exchange services and more.

4. Mail all new listings to your database of past clients, sphere and networking groups. The offer: Do you know a buyer for this home?

Door Knocking

1. Script: “We have just sold a house in the area and we are still getting calls on the house; in order to help those people do you have any person who might be interested in selling?”

2. Door knocking with a purpose: “We are looking in this area for a family who really needs to buy a home. In the letter, have a picture of the family and ideally an emotional request from them.

Expired Listings

1. Door knocking Expired Listings and continually go back. Leave personal notes. Show persistence.

2. Use the RedX system to prospect Expired Listings and FSBO’s. www.theredx.com

3. Expired Listings. Deliver a prelisting package, with a strong cover letter

4. The no call expired system. 5 hand written notes for 5 straight weeks. Then mail them a newsletter and just sold card every other week.

5. With Expired listings, send a letter one week and then a crumpled letter with a note on it “We sent you a letter but you must have thrown it away, we want to be of help, please read”.

6. Track how often you call, leave messages, knock on their door, mail to them etc. Then drop off a hand written note explaining what you’ve done and when with a close, who else do you know whose shown this much persistence? If you’re ready to hire the right agent, call me!

Farming

1. Sponsor neighborhood garage sales and work the community the day off by knocking on doors.

2. In your farm, put together a “Hot Properties” sheet and educate your farm. Mail or distribute in person and ask for business.

3. Create neighborhood watch campaigns… be the solution in your farm.

4. In your farm rent a dumpster in front of your house – flyer the neighborhood for people to bring their trash. Put your promotional signs up and work it one day like you would an open house.

5. Postcard mailing – front: photo of your child with “Want to buy a house in 20 years, call me” on back: photo of agent with “want to buy a house now, call my dad/mom!”

6. Do block parties in your farm and work them like crazy for referrals.

7. Co-market with your lender, on one side offer CMA on the other offer… Concerned about your loan payments? “FREE mortgage re-evaluation! Call now”

For Sale By Owners

1. Script: “If I had a buyer for you home are cooperating with Realtors?” If yes, set up a preview appointment. If they ask, “Do you have a buyer?” “I don’t know, I haven’t seen your home, what would be the best time to see the home, are you free this afternoon?”

2. When previewing FSBO’s use the script from www.Brettnoel.com to build rapport and close for a listing appointment.

3. Mail five hand written notes to FSBO’s before calling for a meeting. Same concept of the expired system.

4. Call old FSBO’s (6+ months back) and call them about a recent sale… then ask, “Have they ever considered selling?” Open up dialogue and pre-qualify.

5. Stop when you see them!

6. Offer to advertise their property in print or on your fliers.

Internet

1. Sponsor community website and approach all business in the area to advertise on the sites and partner with them;

2. Work with someone to optimize your website. Advertise on www.kijiji.com it’s taking over www.craigslist.com.

3. Do virtual seminars on web cast and make available on your site as downloads.

4. Do pod cast’s about the market, about your farm, or directed to offerings for your past clients.

5. Place your listings on realtor.com Featured Listings section.

6. Blog, blog, blog. Post a blog once a week at least: use your market key words nonstop. words: real estate, your community name, MLS, your latest listings, sales etc… You can hire a blogger at www.elance.com.

7. Use Real Pro Systems – www.realpro.com for stealth sites.

8. Check out www.agentmachine.com for their lead systems.

9. Advertise in real estate guide of www.craigslist.com. For maximum effectiveness, update it every other day. Use 3 different pitches and rotate them every other day!

10. Advertise yourself and your listings on www.postlets.com (free), www.backpage.com and www.obeo.com.

11. Cross-market with agents to place their listings on your site and vice versa.

12. Build your email database by offering valuable reports, snapshot or other tools. Market to your email list with open house invites, special promotions and more.

Marketing

1. Post several properties on back of my flyers in front of homes, with 800#. Promote 4 of my own, 1 FSBO I’m trying to list, 1 really hot property (not my own) and 2 investment properties (maybe from out of the area)

2. Pens with your name & phone give to strategic partners.

3. Talking house – radio receiver inside house & potential buyers can call # and receive recorded information about the house;

4. Put a Pre-Foreclosure – Must sell fast! rider on short sale homes listed for sale.

5. Advertise “Free, over the phone CMA’s”

6. Partner with a top producing lender and do radio advertising to a web site or 800#.

7. Work notice of defaults. www.foreclosures.com

8. Always wear your nametag.

9. Flyer insert into your local paper, promote your listings, a community website, event etc.

10. Bus benches advertising a specific website or offer of “Call for the value of your home, FREE!” ad your 800#

11. If you’re going to advertise in your church bulletins, use scripture quotes that are meaningful to you to stand out.

12. Use “Buyer Represented by Your Name” signs on every buyer sale you do.

13. Throw a “Meet your new neighbor party” when you sell a buyer.

14. Rent a movie theater for a hot movie. Create a station and a sign “Free Movie”. All they have to do is fill out your registration card. Before the movie starts, make a small announcement. “This is just one way I like to give back to my community, if you ever have any real estate needs, I’m your gal!” Thank you and enjoy the show! Cost $1500.

15. Use an 800-call capture system. www.archtelecom.com

16. Offer “Would you like the school reports?” Put on property flyers, your website etc. as a call to action.

17. No prices on flyers or ads! Make them call for more information!

18. Clothing with your company on them.

19. Sponsor local sports teams.

Networking and Strategic Alliances

1. Create a connection with the local fire fighters. In small groups teach them how to invest, fix and flip and more.

2. Develop relationships with key vendors. Refer them all of your business and call them monthly for their referrals. Vendor list, painters, landscaper, interior designer, stager, handy man, plumber, electrician and more.

3. Require and reward your staff to bring in referrals. Have them wear a name badge and your logo golf shirts daily. Give them cards to give out to friends. Put their friends and family on your mailing list.

4. Network with financial planners, connect, give them referrals and then ask for referrals.

5. Develop an alliance with Divorce and Probate Attorneys.

6. Identify medium to large companies and set up meetings with their head of HR. Become a great resource. Make a listing presentation! Bring them your buyer presentation information.

7. Call on banks and lenders to find out what you have to do to qualify for their REO business.

8. Join “For You Network” – a women’s only network.

9. Connect with your own children’s school or schools in your community. Advertise on their website and ideally be allowed to connect with the teachers. Your goal should be to help all teachers moving in or out of the system.

10. Talk real estate with everyone and ASK for the business.

11. Connect with Bankers and establish relationships and ask for referrals;

12. Create an alliance with builders to become the listing referral agent for all their buyers’ homes. As well, create a referral system for buyers who decide not to buy there for a referral fee.

13. Be active with your Chamber of Commerce, go to events and connect with someone new each time. Make sure you are asking people about their business, work etc. They will naturally reciprocate.

14. Join the free online networking group called www.linkedin.com and market to them.

15. If available join www.letip.com and www.BNI.com for networking groups where you will be the only real estate agent.

16. Host a dinner with your financial planner for clients, this will allow you to open up new relationships.

Open Houses

1. Do two open houses per day with sign riders up for a week, “Open Sat/Sun from x to y”. Noting the time of the open house on the for sale sign.

2. Open house with a system: greeting people at door, ask for sign in, brochures at other end of house “fill this out while I get you a brochure”, “How does this house work for you?”

3. Open house script - “How did this work for you?” Make a list of 5 things they didn’t like. Then ask… “Tell me more about what you are looking for?” Make a list… then ask “If I come in contact with the property… what’s the best # to reach you at?” Put your head down and write down your area code… and wait!

4. Work with local restaurants, services & stores to offer gift certificate to for signing in to open house.

5. To engage prospects at an open house… create a scavenger hunt through out the home!

6. At your open houses, put DVD virtual tour on the television in the open house with a continual loop that keeps it on all day.

7. Stand in front, when people show up, introduce yourself… then ask “Are you our looking at homes today or just stopping by my open house?” There are 3 price points in this community/area… point out the high end, the medium and the low. Tell them which one your house is… then ask “What price range are you looking in?” This will engage the prospect and allow you to build rapport.

8. Mail 500 invites to the community along with your database.

9. Do evening, wine parties as open houses! Two hours from 6 to 8 with your affiliates working the room and endorsing you.

Past Clients/Sphere

1. Take AAA clients to lunch (do 2 to 3 lunches with clients per week) ask for referrals.

2. Call past clients & offer them something of value (market conditions, any friends or family wants to buy & sell). Also ask how much equity do you have and are you interested in investing?

3. Subscribe to Fortune and Money magazine have great articles about Real Estate. Use these articles when calling past clients and leads. Send it or drop it by. Creates another great reason to call and ask for referrals.

4. Involve your past clients in getting your business… “I have a goal to help 25 families buy, sell or invest in real estate… who do you know who needs our help?”

5. Ask for referrals at the end of every phone call. “Before I let you go, who do you know…”

6. Use voice broadcast technology by Arch Telecommunications. Use this technology to determine if people are home. Call the ones who are home!

7. Mail Thanksgiving cards out being grateful and saying thank you for the business (avoid the Christmas rush).

8. Take your best clients to dinner and ask them to bring a friend or two that you don’t know to connect with.

9. Send out hand written letters or use www.vletter.com for automated “handwritten” letters.

10. Mailers to past clients & SOI with some kind of tickets or gift card www.diningdough.com

11. Bottom line… just call them (because everyone else is marketing to them as well)!

Public Seminars

1. Conduct first time homebuyer seminars. A: Promote to your past clients and sphere for their children, friends and family. B: Direct mail large apartment complexes. C: Offer it to your church and farm.

2. Conduct investor seminars with your lender. Focus in on how to use real estate as a retirement strategy

Skills

1. Practice for 30 minutes everyday your listing presentation dialogue.

2. Get comfortable by practicing basic closes so you will when it counts.

3. Learn to handle any objection