2014 Prospecting – Using an Existing Listing to Call Your Farm
- How to get them to take the call:
Tell them another island resident listed their property with you and asked you to call their neighbors to let them know their house is for sale. Ask them if they know of anyone who might be interested in purchasing the island resident’s home.
- Use printed copy or CRM software (sorted by owner name):
After you have several pages of people you called, you’ll be glad it’s alphabetical so you can easily go back to find someone when they call you back. Although some agents like to work with a CRM for cold calling, it may be better to have the whole list in front of you to see who you reached and who you didn’t.
- Call easiest area first
- Write residents’ information on a pad, or in a CRM:
Owners name, address & phone number, leave room for comments, and ask for email addresses
- When they answer, say:
“Hi Mrs. Smith, this is ________from _______. The owner of (your existing listing’s address) asked us to call other community residents to ask if the neighbors know anyone who may be interested buying their home. He wants to sell before summer which is right around the corner. He’s reduced it to $2,999,000 to sell NOW! Do you know of anyone…?” Let them talk, and if they sound like they are trying to end the conversation, then say the following:
- “By the way, while we’re talking,… do you get our quarterly real estate report on SOLDS AND NEWLY LISTED ISLAND PROPERTIES? You probably should be getting it as a way to keep up on what’s happening with in the community market. Owners find it helpful for that. I’d be happy to send it to you. What’s your best email address?”
- When they give you their email address(s), say….”The sold report comes out quarterly (or once a month).
“I sent you a note about the buyers I’m still working with who saw (sold listing address) before I sold it. They haven’t found a home yet, so I wonder if you know anyone who is thinking about selling? Or, would you ever consider selling?”