The secrets of prospecting:

Just listed / Just soldsLed by: Cydney Fullen

Lora UllerichDigital Media Specialist

Lora.Ullerich@coleinformation.com

Session Framework

Cydney FullenCoach/Trainer

The Mike Ferry Organization

Cydney:• Senior coach. • 15 years coaching several top

producing teams across the country.• 30 years experience as a real estate

person, broker, owner.

• North America’s Leading Real Estate Coaching and Training Organization

Background•Cole Directory published in 1947.•Crisscross directory of addresses & phone numbers.•Invaluable information for:

•Telemarketing•Debt collection •Law enforcement

•Today, web-based lead gen for real estate agents.

Jack Cole

Listings are Key…

To your success!

Increased demand

Lower interest rates

• “Front end” • Prospecting• Lead follow up • Prequalifying

Front End Vs. Back End

• “Back end” • Servicing of the listing• Negotiating the contract• Seeing the transaction

to closing

Front End Vs. Back End

Where are You Spending Your Time?

• Number of contacts• Results

It’s a Numbers Game

And continue to list salable listings?The answer: just listed/just sold calls! Calling past clients and center of

influence - 28% Just Listed/Just Sold Calls - 13% Expired - 11% FSBO - 9%

How Can You Talk to Enough People

• What is your attitude about just listed- just sold calls?

• Energy and enthusiasm • Top producer tip…when it comes

to attitude, the energy you delivermirrors the response you get.

Attitude

Communication is:•7% Words •55% Body language•38% Tonality

Approach

• Write this down…learn the scripts.

Approach

• Body language• Smile• Stand up tall• Use a headset

Approach

• Tonality• Present with power,

confidence and excitement!

• Use a down swing• Be conversational• Listen carefully to the

prospect•

Approach

• Hours prospected• Contacts• Appointments

•

Expectations

Identify a Subject Propertywww.colerealtyresource.com

Just Listed – Just Sold Script www.mikeferry.com

Get the Right Tools

• DNC numbers are clearly identified by Cole Realty Resource.

• Always follow the law.• If you mistakenly call someone on

the list…Apologize and HANG UP.

Do Not Call Laws

• Smile!• Dial!• Have fun!• Get ready for success!

Remember…Action= Results

• July 16-19, 2013 • MGM Grand Hotel & Casino

3799 Las Vegas Blvd. SouthLas Vegas, NV 89109Phone: (877) 880-0880

• Purchase your ticket today by calling: (800) 448-0647 or go to MikeFerry.com.

There are over ONE HUNDRED specific things you need to do to build your successful sales career...

•The key to doing 50+, 100+ and 150+ transactions per year •Exact techniques to handle the current objections •How to earn at least 20% more from your Center of Influence and Past Clients

© 2013 Mike Ferry Organization. All Rights Reserved.

Jump Start Your Sales

•Cole Realty Resource:•800-965-8476 •colerealtyresource.com•Mike Ferry Organization•www.mikeferry.com