June 18, 2001 E-zine

For Real Estate Sales Professionals

June 18, 2001 E-zine

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Jim Gillespie's
REAL ESTATE SUPERSALES E-ZINE
June 18, 2001
Publisher: Jim Gillespie
http://www.RealEstateSalesCoach.com
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Learning and doing what has you become the best
real estate agent in your territory beats all
the other options.

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IN THIS ISSUE
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1. Making Money With Your Prospects

2. Creating Opportunity in a Changing Market

3. Marketing for $$$ With Postcards

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1. Making Money With Your Prospects
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OK, so here's the scenario:

You're canvassing either on the phone or in person, and your prospect says something like the following to you:

"We're not looking to do anything at the moment, but in about six to nine months we'll be looking to sell this place and buy something bigger."

What do you do? If you're a typical agent you simply schedule a time to call the person back in maybe four or five months to see if the prospect is ready to do anything yet. But if you're committed to being an exceptional agent, you may want begin to do some things differently this time.

Ideally, once you know that someone will be a bona fide prospect in the coming months, you should have a specific, specially targeted marketing program to convince them that you are the best agent they could possibly consider working with when the time is right for them to buy, sell, or lease. Include more mailings, in-person meetings, and lunches with the prospect in this marketing program whenever possible. Ask the prospect what you can do to do to provide the highest possible level of service to them in the coming months and do exactly what they ask for. What you ideally are looking to do here is build a solid relationship with these prospects so that they are convinced that you are the agent they want to work with when the time for them to do something arrives.

If you don't utilize a specific targeted marketing program for your prospects who you know will be looking to do something in the coming months, you run the risk of having them think of you as "just another agent" when the time arrives for them to buy, sell, or lease.

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2. Creating Opportunity in a Changing Market
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In the reports that I'm hearing from agents in many of the territories out there, the real estate market is definitely changing. Multiple offers and prices being bid above the original asking prices are very rare now. So how do you as an agent make the adjustment to ensure that you are making the most money you can in a changing marketplace? Well, the first step is to acknowledge that the market is changing instead of simply hanging on and hoping that it is not. Once you do this you can then design and revise your game plan accordingly. Ask yourself, "Where are the opportunities in this changing market?" Make it a point to change your day-to-day routine to then reflect where you think these opportunities are. In any market that is transitioning from great activity to slower activity there are definitely two skills for you to be excellent at that will serve you very well:

1. Your ability to get your owners to list with you at a price that will move their property quickly in today's market

2. Your ability to have your owners extend their listings with you when the listings expire and the property is still available

The real estate market constantly ebbs and flows in cycles. The more quickly you recognize where the cycle is NOW the faster you will recognize where the opportunities are. Making the appropriate changes in your game plan after you recognize where the opportunities are will maximize the probability that you will succeed in the best way possible.

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3. Marketing for $$$ With Postcards
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For those of you who market with postcards here's an idea to help you maximize the results from your marketing efforts. When you have a new listing take a great photo of the property and have it printed on hundreds or thousands of postcards along with your name and contact information. On some of these postcards print a description of the listing and send these postcards out to all of the prospects in your territory. You may even consider leaving certain information (such as the price) off of these postcards to encourage people to pick up the phone and call you. If someone really wants to know more information about this listing they may be looking to buy, sell, or lease in the near future. And if this is the case you definitely want them to call you.

Once you sell or lease your listing you can then send another round of the postcards out to the prospects in your territory with the words "sold" or "leased" printed on these postcards. And of course anyone who wants to know more information about the transaction has your contact information right there on the postcard.

And for the grand finale after the transaction is complete, give the new buyer or tenant a big handful of the postcards to send out to their friends, family, and business associates. Again, your name and contact information are right there on the postcards for all of these people to contact you.

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REAL ESTATE WEB SITE
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Visit my Web site at:
http://www.RealEstateSalesCoach.com
There you'll find many articles written
to assist you in taking your real
estate sales career to the next level.

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If you arrange for me to lead my 20-minute presentation entitled "Exploding Your Real Estate Sales to the Next Level" at your office in the Greater Los Angeles area, you qualify for free coaching. Call or E-mail me for more information.
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Jim Gillespie
Advanced Real Estate Sales Coaching
41890 Enterprise Circle South
Suite 135
Temecula, CA 92590
(909) 694-6655
mailto:Jim@RealEstateSalesCoach.com
http://www.RealEstateSalesCoach.com

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