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Hey, everyone, what's going on? Anton Stetner with the Real Estate
Solutions Group. Today we're going to talk about launching your real estate
career or possibly relaunching your real estate career. This is a good way
to get in touch with all of your friends, family, past clients, co-workers,
and everyone else that's in your sphere of influence and your network.
Okay. Let's get down to it.
There are 12 basic steps to this process, and with these 12 steps what I
want you to do is I want you to be, if you're slow, I want you to be doing
one of these a week. If you're fast and you want to be launching your real
estate career faster, I literally want you to be doing two of these every
week. So every three to four days, you're going to be doing one of these
steps.
First off, you're going to create a list of 100 contacts, and by the way,
more is always better. So if you can come up with 200, great; 300, great.
If you can't come up with 100, you're going to have to sit down, grin and
bear it, call mom, call dad, call brother, call sister, call someone and be
like, "Hey, I need more contacts for my list, and I"m going to have to
reach out to my people I'm loosely affiliated with." You're going to need
their names, their addresses, their cell phone numbers, and their email
addresses.
The first thing you're going to do is you're going to send them what we're
calling "the intro letter". This is a letter, and for those of you on my
team, you can find it in Dropbox. For those of you out there in the
Internet world, it's going to be a letter about life, family, career,
business, and the real estate topic at the moment. So the example would be,
"Hey, me and my family, here's what we're been doing. Here's what's been
going on in my life" and then, "I'm excited because I've made a change to
the Real Estate Solutions Group. We're one of the top teams here in the
Pacific Northwest, and we produce a lot of business, blah, blah, blah."
The real estate topic at the moment right now is actually it's still
foreclosures and short sales, so we may talk about one in every four
homeowners may be experiencing stress because of the economy and may be in
a difficult financial situation. Let us know if they need to discuss their
options in relation to their home.
The next thing you're going to do, is you're going to call your list of
contacts and ask each one for a referral. You're going to say, I'm in a
contest. "Hello, this is Anton Stetner with the Real Estate Solutions
Group. Right now, I'm in a contest to see who can make the most referrals.
Who do you know who is thinking about buying or selling real estate here in
the future? You're going to want to run this contest against the other team
members on your team, or maybe someone else in your office who you have a
barometer to see how you're doing.
Item number four. If someone asks a real estate question during that
process, you've got to get the answers to them in 24 hours, no exceptions.
One of the goals here is for you to become the trusted resource in their
mind. Everyone that you talk to during these phone calls will get a
personal, hand written note. Write them a note, saying, "Thank you for
taking the time to talk with me. I look forward to meeting with you, blah,
blah - something about them. Feel free to contact me at any time."
Item number six. Send everyone in your list, an email about what's going on
in the real estate market. In that email, you're going to need to ask for
business.
Item number seven. You're going to want to pay a personal visit to everyone
on your list. Now some of them you're going to go to lunch with. Some of
them you are going to see at your car club or your church or at a wedding.
Moral of the story is you'd better get face to face, eyeball to eyeball,
belly button to belly button, with everyone on that list. I don't care how
you do it, just get out there and make it happen. Tell them about your new
venture you're excited about in real estate and ask for a referral.
Item number eight. After your personal visit, you're going to write them a
hand written note, once again, thanking them for their time, saying how
happy you were to see them and ask them for a referral.
Item number nine. You're going to want to touch each one of them socially.
That means you're going to use Facebook, LinkedIn, Twitter, Flickr,
Pinterest, whatever it is they're doing on the Internet. Reach out and
touch them, connect with them in multiple ways. You're then going to send
them another personal hand written note.
Item number 11. You're going to then give them another market update. Last
but not least, you're then going to take a second to touch them socially.
If you go through these 12 activities, if you do it in six weeks, four
weeks or 12, the moral of the story is with 100 contacts you should be able
to find five pieces of business in there. We've had people out of 100
contacts find as many as 11 pieces of business. My name is Anton Stetner
with the Real Estate Solutions Group. Subscribe above, comment below. We
will update you more as we go. Thanks.