Listing agent bootcamp workbook (1)

CORCORAN CONSULTING & COACHING

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Welcome to the Corcoran Consulting & Coaching Listing Agent BootCamp. We would

like to thank you for making a commitment to the success of your business. Get ready for

two days of intense education and lots of fun learning. You will go home with the tools you

need to energize your business and reach your goals..

The Listing Agent BootCamp is packed with valuable information, ideas and solutions.

Inside of this guide you will find:

The Agenda for the two day Event

Prospecting Night Agenda

Day 1 Training Materials

DISC Profile Information

Day 2 Training Materials

Note pages are included for you to take down those ideas and solutions you want to review

later tonight.

Be sure to ask questions throughout the Listing Agent BootCamp. The more questions you

ask, the more solutions we will be able to provide for you. Once you have a chance to

review your notes from the Listing Agent BootCamp, be sure to email your coach your list

of ideas, solutions and commitments you will implement right away. Your coach will work

closely with you to make sure that a plan of action is executed.

For those guests who do not have a coach be sure to email your ideas, solutions and

commitments you want to implement to [email protected] and it will be our

pleasure to assist you with developing a plan of action.

We are asking each of you to complete and turn in the Commitment Form before you leave

our Training Center.

Remember, your goals and dreams are why you are in real estate. By taking ownership of

your business and being held accountable, you will get the results you are looking for.

Once again, thank you for participating in this exciting event. We are looking forward to

helping you grow your business. We are honored to be a part of your success.

Sincerely,

The Corcoran Consulting & Coaching Team

“Our Systems Are Your Solution”

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Number1Expert Chris Paley 5510 Morehouse Dr Suite 100

800-762-2836 San Diego, CA 91212

[email protected] www.NUMBER1EXPERT.com

Home Warranty of America David Sobel

Vice President of Sales PO Box 850

888-492-7359 Ext 740 Lincolnshire IL 60069

[email protected] www.HWAHomeWarranty.com

Proquest Technologies Gary Elwood

President and CEO 9 Emerald Terrace

800-959-3959 Swansea, IL 62226

[email protected] www.RealEstateGrowth.com

My OutDesk Jason Ramsey

Owner 257 3rd Avenue

800-583-9950 Chula Vista, CA 91910

[email protected] www.TigerLead.com

BoomTownROI Grier Allen

President 635 Rutledge Ave

800-343-1974 Charleston, SC 29403

[email protected] www.BoomTownROI.com

Radio & Television Experts Matt Wagner

President/ CEO 1146 NW Cache Rd

580-512-0351 Lawton, OK 73505

[email protected] www.RealtorsOnRadio.com

REDominance Michael Russer Bob Corcoran Brad Carroll

805-882-1170 800-957-8353 888-325-6610

[email protected] [email protected] [email protected]


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Introduction

Acknowledgements

The Knot’s Prayer

Attitude for Success!

Movie - Paper Airplane

Movie - Becoming #1

Listing Definitions

DISC Profiles

Communication is King

Dress For Success!

Agent Binder Overview

Lead Management

◦ A, B, and C Lead Follow up Process

The Servant’s Heart

Movie - Johnny The Bagger

Lunch - 1 hour

Scripts to Dialogues

What is a Scripts to Dialogues?, Answer/Ask,

Acknowledge/ Ask, Hotline Scripts, Most Common

Objections and Responses, F.O.R.D. Technique,

FSBO, Expired, Structure of A Call, Role Playing,

Short Sale

Dinner - 1 hour

Prospecting Night!!

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Recap Day 1

The Extra Effort!

Movie - 212°

Movie - Becoming #1

Time Management

◦ Ideal Weekly Schedule

◦ Daily Activity Record

◦ Tele-pro

◦ Understanding Your Prospecting Totals

◦ 30 Days to Success

Marketing for Listings

Past Clients, Sphere of Influence, Door Knocking,

Social Media, Farming, The Web

Lunch - 1 hour

Open Houses

The Listing Appointment

◦ Being Set for the Appointment

◦ Seller Urgency

◦ Listing Presentation - It’s Show Time!

Goals – Let’s get on the track to success!!

Any Outstanding Questions/ Challenges?

Survey

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The Knots Prayer

Dear God:

Please untie the knots

That are in my mind,

My heart and my life,

Remove the have nots,

The can nots and the do nots

That I have in my mind.

Erase the will nots,

May nots,

Might nots that may find

A home in my heart.

Release me from the could nots,

Would nots and

Should nots that obstruct my life.

And most of all,

Dear God,

I ask that you remove from my mind,

My heart and my life all the “am nots”

That I have allowed to hold me back,

Especially the thought

That I am not good enough.

… Amen

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Agent Descriptions

Below is a list of the different types of Listing Agents and a short description of

each. All types of Listing Agent should be licensed.

Listing Agent – this is the Rainmaker/ CEO and typically the only Listing

Agent on the team

Listing Partner – this is a Listing Agent that works for the team and is an agent

that takes listings only.

Listing Assistant – this is a salaried position, usually with a bonus. They are

used to either do the listings in the office or simply finish all of the paperwork

for the Rainmaker.

Types of Appointments

Below is a list of the different types of Listing Appointments.

1 Step at a house - The agent prepares the CMA at the office, sets up a time to

go to the house, walks through the house and then sits down with all parties to

do the listing presentation. All paperwork is signed at the house with an average

time of 45 minutes to one and a half hours.

1 Step in office - In this appointment the agent never sees the home. They

prepare the CMA, do the listing presentation all in office in one scheduled

appointment. This is typically done by the Rainmaker/ Listing Agent and

someone else may step in to do paperwork. Generally 30 minutes to 45 minutes.

2 Step - The agent takes a short trip, 15 minute to 20 minutes, to the house and

takes notes. They then go back to the office to prepare the CMA. The second

step, the listing presentation, can either be done in the home or in the office; I

always recommend that the second appointment is in the office. Be sensitive to

the mobility of your seller and or child care. Second appointment is generally 30

minutes to 45 minutes.

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My personal behavior is...

D _ Demanding _ Determined _ Driving _ Ambitious _ Pioneering _ Strong-willed

_ Competitive _ Decisive _ Responsible _ Skeptical _ Logical _ Independent

I am motivated by... _ New challenges and problems to solve _ Power and authority to take risks and make decisions _ Freedom from routine and mundane tasks _ Changing environments in which to work and play

My ideal environment should include... _ Innovative focus on the future _ Non-routine, challenging tasks & activities _ Projects that produce tangible results _ Freedom from controls, supervision and details _ Personal evaluation based on my results, not my

methods


_Sociable _Optimistic _Mobile _Polished _Enthusiastic _Persuasive

_ Warm _ Poised _ Trusting _ Popular _ Verbal _ Independent

I am motivated by... _ Flattery, praise, popularity and acceptance _ A friendly environment _ Freedom from many rules and regulations _ Other people available to handle details

My ideal environment should include... _ Practical procedures _ Few conflicts & arguments _ Freedom from controls and details _ A forum to express ideas _ Group activities in professional and social environments


_ Conservative _ Loyal _ Cooperative _ Relaxed _ Resistant to change _ Reflective _ Systematic

_ Passive _ Patient _ Possessive _ Predictable _ Consistent _ Steady

_ Deliberate

S

I am motivated by... _ Recognition for loyalty and dependability _ Safety and security _ No sudden changes in procedure or lifestyle _ Activities I can start and finish

My ideal environment should include… _ Practical procedures and systems _ Stability and predictability _ Tasks that can be completed one at a time _ Few conflicts and arguments _ A team atmosphere


_ Conservative _ Calculating _ Low-keyed _ Stable _ Dependent

_ Cautious

_ Traditional _ Neat _ Systematic _ Accurate _ Tactful _ Diplomatic

I am motivated by... _ Standards of high quality _ Limited social interactive _ Detailed tasks _ Logical organization of information

My ideal environment should include... _ Tasks & projects that can be followed through to completion _ Specialized or technical tasks _ Practical work procedures and routines _ Few conflicts and arguments _ Instructions and reassurance that I am doing what is

expected of me

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Highlighting Your Preferred Style

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Why do some agents succeed in a tough economy, while others continue to struggle? I

have one answer.

The way I see it, top producing agents have mastered the most important piece in selling.

And that piece is, drum roll please, communication. I don’t just mean a polished listing

presentation or a smooth 20-second elevator speech. I’m talking about all the small nuances

and little signals of communicating with potential clients.

Let’s get this class started with the

three types of communication:

1.Verbal - the words you speak;

2.Vocal - your speed, volume and tone of voice

3.Visual - your body language.

Research has shown that just 7% of all communication is verbal. That means you may need

to rethink how much time you spend memorizing scripts and dialogues. I’m not saying that

what you say in a listing presentation isn’t important, but I am saying your prospects are

noticing a lot more besides your words. That means focus more time on the other 93% of

communication.

We also know that 38% of communication is vocal - the speed, volume, tone of voice. To

improve here, work on the four Ps: Power, Pitch, Pause and Pace.

The remainder, 55% of communication is visual: your body language with your face,

posture and gestures. Top producers really get this part. They know how important

nonverbal communication is when they’re working with prospects. But really, they know

how to use all three: their words, their vocalization and their bodies to communicate. They

understand their own gestures and how to keep them positive. Specifically, they keep their

arms unfolded, nod their heads in agreement regularly and they smile a lot.

One of the best ways to build rapport and trust is to mirror your prospect – match their

body language and gestures. Think of it as a kind of unconscious mimicking. This tells

prospects that you’re like them and that you agree with them. As you can imagine, this

takes interactions to a much more effective level.

C o m m u n i c a t i o n

Vocal 38%

Visual55%

Verbal7%

VerbalThe words that

you speak

VisualYour body language

VocalYour pitch, speed,

volume, tone of voice

Communication

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C o m m u n i c a t i o n

For your next appointment, see if you can get your prospect to match you. After a few

minutes, uncross your arms and see if they mirror you. If they do, you’ve started building

rapport. Pat yourself on the back (but wait till you’re alone!)

Understanding nonverbal communication is like learning a new language, it takes time.

But if you work at it and understand all the ways you’re communicating with prospects

face-to-face, it’ll be well worth the effort, and you’ll be able to close more sales faster.

NONVERBAL BEHAVIOR INTERPRETATION

Brisk, erect walk Confidence

Standing with hands on hips Readiness, aggression

Sitting with legs crossed, foot kicking slightly

Boredom

Sitting, legs apart Open, relaxed

Arms crossed on chest Defensiveness

Walking with hands in pockets, shoulders hunched

Dejection

Hand to cheek Evaluation, thinking

Touching, slightly rubbing nose Rejection, doubt, lying

Rubbing the eye Doubt, disbelief

Hands clasped behind back Anger, frustration, apprehension

Locked ankles Apprehension

MOST COMMON MISTAKES AGENTS MAKE

Head resting in hand, eyes downcast Boredom

Rubbing hands Anticipation

Sitting with hands clasped behind head, legs crossed

Confidence, superiority

Open palm Sincerity, openness, innocence

Pinching bridge of nose, eyes closed Negative evaluation

Tapping or drumming fingers Impatience

Steepling fingers Authoritative

Patting/fondling hair Lack of self-confidence; insecurity

Tilted head Interest

Stroking chin Deciding on a decision

Looking down, face turned away Disbelief

Biting nails Insecurity, nervousness

Pulling or tugging at ear Indecision

FAKE IT UNTIL YOU MAKE IT


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Dress for Success – Inside and Out!

The way you dress – “Your Outward Appearance”

Your appearance plays a vital role in your success. How you dress sends a message to clients

and team members. Your attention to detail in making sure you are professional in both your

dress and attitude can determine not only your financial results but also your reputation in

the community.

Clothing plays a huge role in your career so you should always pay attention to your

wardrobe. Dressing for Success is largely a mind game. Dressing and grooming

appropriately helps you to maintain a more professional approach to your business and

clients. It can help maintain or actually improve work quality.

When selecting your wardrobe be sure to add pieces made of high quality that will match

what you already have. Buy separates that can be mixed and matched. Dressing is not

everything but it will definitely add up to the overall impression that you will make on your

clients. Creating and maintaining a professional image for your business is important. The

way you dress for the office can say as much about your business as the quality of the work

you do. So remember to always dress right. A great way to add quality pieces is to shop

your upper end consignment shops as well as EBay. You will be able to find high quality

pieces at an excellent price.

Attitude starts at home, so remember, this includes working from your home office. The

idea is to make sure you are not sitting at your computer in your bathrobe when lunch time

rolls around. Here’s a good guideline: Assume you have no meetings planned for the day,

so you dress down. A call comes in from a client who wants to meet with you “as soon as

possible.” How long would it take you to get ready for the meeting from the time you hang

up the phone to the time you leave your home office? If the answer is more than 30 minutes,

which includes putting the dog out and letting the cat in, you should probably review your

dress code. Another test is walking to the mailbox in what you’re wearing. What are the

chances you might be arrested or lower your neighbors’ property value?

Here are 20 steps for both men and women for dressing for success.

1. If you’re planning on buying new clothes, get good advice from the sales person.

2. Have the clothes altered to fit and accent your features.

3. If you are not planning on buying new clothes, select an outfit that you have worn before

and are comfortable wearing.

4. Your hair should be neat and clean.

5. Do not wear a strong perfume or cologne, scent must be low key or absent.

6. Cover any tattoos, limit jewelry and have no visible body piercings beyond conservative

ear piercings for women.

7. Have well brushed teeth and fresh breath.

8. Be sure to have no gum, candy, or other objects in your mouth when meeting with

clients.

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For Men

Wear a suit or sports jacket that is color coordinated with your trousers when meeting with

clients.

Wear a nice polo shirt or button up shirt when in the office or home office.

If you choose to wear a tie, be sure it is conservative and low key. Avoid ties with flashy

patterns.

Keep your sneakers and flip flops away! A clean, polished black leather shoe is highly

recommended.

Don’t forget to trim and clean your nails.

White socks are a definite NO! Use dark socks.

If wearing a suit or sports jacket, make it dark and your shirts light.

For Women

Wear a classic suit or simple dress paired with a jacket when meeting with clients.

Don’t be too provocative or sexy.

Trim your fingernails and use a polish that complements your clothes and would not

distract the client. A French manicure is always a safe way to go.

Choose a moderate shoe which is clean and with heels that make you comfortable. No flip

flops.

Use a tan or light hosiery.

Finally, check your attire in the rest room before meeting with clients for a final check of your

appearance - to make sure your tie is straight; your hair is combed, etc.

Empowering Language – Your “Inside Appearance”

The way you speak effects how you feel and how people perceive you. If you are positive

and up beat, you will be seen as a positive person, someone that people want to be around. If

you are negative and only have negative things to say, people will most likely avoid your

company.

Empowering language is used to support transformation in reality through the power of

language. Words combined with sound (voice) are energy vibrations that affect the body’s

energy centers and have the inherent capacity to give (energy) or to take it away. Words

convey underlying messages to our energy centers, creating physical, emotional, mental &

spiritual responses in others and ourselves. Given today’s market conditions, this topic should

be your highest priority. It will make you different than most agents. You will focus on the

positive and the solution. Not the problem

Empowering words should be delivered with vocal variety, intonations.

Prepare…not always what you say; but how you say it.

Rehearse…tape your voice.

Remember in many languages the only difference between asking a question and

making a statement is in the intonation.

Posture is important.

Mirror, Mirror.

2/3 of Communication is Non Verbal… look at body language, facial expressions,

smiles (natural, never forced).

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Lead Management Process

Every Seller is important. Whether they are an “A”, “B”, or “C”. They all need attention and

follow up or potential listings are lost. The key to success with each Seller is ensuring you are

asking the right questions and maintaining consistent contact based on their type.

There are 3 types of Sellers:

1. “A” Sellers – These Sellers are ready to list a home immediately.

2. “B” Sellers – These Sellers will be ready to list in 30 – 90 days.

3. “C” Sellers – These Sellers will be ready to list in 90+ days.

Each type of Seller is given a different amount of attention. Remembering that each type of

client should feel confident that you are giving them your 100%.

From the first contact with a client it is essential to gain as much information about the client

and their needs as possible. This will let you know whether they are an “A”, “B”, or “C” Seller.

Let’s not forget the other important piece of any lead management process, and that is your

Sphere of Influence. By keeping in contact with your Sphere on a monthly basis you will

continually touch the people who will provide you with referrals…and we all love referrals

right? These referrals will keep your pipeline full of new clients, “A’s”, “B’s”, and “C’s”.

We have outlined a simple plan to make sure you are in touch with all of your Sellers and your

Sphere each month:

1. “B” Sellers will be called the weeks of the 1st and 15th each month.

2. “C” Sellers will be called the week of the 8th each month.

Your Sphere will be called the week of the 22nd each month.

This will ensure you are consistently filling your pipeline with new people, as well as, keeping

people moving along in the pipeline from the initial call to the closing table.

“A” SELLERS

These clients are ready to list immediately. The following questions have been asked in order to

establish that they are ready to list immediately.

If we found the right buyer for your home, are you prepared to list your home today?

Have you had a CMA done on your property?

If yes, great.

If no, then review the process. It may be that the client is a first time Seller and is not

aware that this is one of the first steps in the process. Don’t dismiss them as an

“A” Seller. Guide them, and follow-up during the listing process.

When asked, many clients looking to also purchase a home will not give you an exact timeline

for when they want to have their house sold. They may respond, “We will list whenever we find

the right house”. That’s OK. As long as you have already established that, if you found them

the right home, they would list their property it today, they are an “A” Seller.

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Frequent contact with “A” Sellers is essential.

Three to four times a week you should be calling, meeting or doing open houses with

them.

You should always have a scheduled appointment with the Seller to provide feedback

from open houses and showings. If no showings or offers have occurred, call them

let them know that you need to schedule an appointment to review the process of

selling their property. This may be a good time to have the Seller come into the

office to review their needs or the pricing of the home.

It is up to YOU to create this consistent and urgent communication.

It is your responsibility to successfully guide the Seller through the process. If you

leave it up to the client to contact you whenever they have a question, opportunities

may be lost for both.

“A”-Seller Action Plan Meet with the Seller(s)

Go over the Listing Process

Review their questions.

Have a CMA prepared.

Set a date to have the listing go into the MLS, after all repairs and clean up have

occurred.

Let them know to call you with any questions they might have.

Establish a date for the first open house, this should occur the first weekend after

the listing is entered into the MLS. You must create a sense of urgency to the

Seller.

Begin test closing them from the time you say hello

Preview their property

During/After the Listing Presentation

Make notes of what they like and dislike about their property. This will allow you

to address any issues they might have about their property.

At the end of the listing presentation, get commitment dates for repairs and the first

open house date set.

Set a time for all of your teams Buyer Agents to preview the property.

Follow Up

After the listing contract has been signed, take all paperwork to your office and

make sure that the appropriate steps are being taken to get the listing into the

MLS.

Get showing instructions, place sign and give information to marketing person to

prepare brochures.

At this point you should be able to set up most showings for the property with the

client

Always ensure that after each showing, you call the showing agent to get feedback

for your client.

If there have been no showings or offers, arrange a meeting to discuss the process

and suggest a price reduction or further repairs be made.

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“B” SELLERS

These Sellers will be ready to list their property in 30 – 90 days. Regular communication with

these Sellers is essential since in the next 30 – 90 days they will potentially be “A” Sellers.

How do you know the client is a “B” Seller? Simply, you have asked the right questions. Such

as:

If we found the right buyer for your property, are you prepared to list your property today?

No.

OK, when would you be prepared to list your property? Their answer should have them

ready to list within the next 30 – 90 days.

“B” Sellers Action Plan

You will communicate with “B” Sellers every 2 weeks. On the 1st & 15th of each month

(you’ll make these calls during these weeks each month). These calls will be to stay in touch,

review general information and ask questions. Some of this information and questions will be:

Hi, I just wanted to give you a courtesy call to see how you are doing.

Informing them of any changes in interest rates

Informing them of any changes in the housing market

Finding out if they are any closer to becoming “A” Sellers.

Generally you will be providing them with Market Watch Information until they become “A”

Sellers.

Establish a target for listing their home.

If you are utilizing a Seller follow up program like Market Watch, enter the Seller into the

program.

If you are not utilizing an automated Seller follow up program, enter them into your

contact manager and launch the “B” Seller follow up plan.

If using a Seller follow up program, find out if they would like to review the Market

Watch that you have sent them previously and if the information is valuable. Are these

clients ready to list today? Remember to ask them questions so you will know if they

are now “A” Sellers. If not using a Seller follow up program, you are “just touching

base”. Keep your NOTES on your Seller Information Sheet. Log every call and time

of call.

“C” SELLERS

These Sellers will be ready to list their property in 90+ days. Regular communication with

these Sellers is essential since in the next 90+ days they will potentially be “A” or “B” Sellers.

How do you know the client is a “C” Seller? Simply, you have asked the right questions. Such

as:

If we found the right buyer for your property, are you prepared to list your property today?

No.

OK, when would you be prepared to list your property? Their answer should have them

ready to list within the next 90+ days.

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“C” Sellers Action Plan

You will communicate with “C” Sellers once a month. When you make these calls during the

week of the 8th each month it will allow you to easily keep in touch with them. These calls will

be to stay in touch, review general information and ask questions. Some of this information and

questions will be:

Hi, I just wanted to give you a courtesy call to see how you are doing.

Informing them of any changes in interest rates

Informing them of any changes in the housing market

Finding out if they are any closer to becoming “A” or “B” Sellers.

Generally you will be providing them with Market Watch Information until they become “A”

Sellers.

Establish a target for listing their home.

If you are utilizing a Seller follow up program like Market Watch, enter the Seller into the

program.

If you are not utilizing an automated Seller Follow up program, enter them into your contact

manager and launch the “C” Seller Follow Up Plan.

If you are using a Seller Follow up program, find out if they would like to review the

Market Watch that you have sent them previously and if the information is valuable.

Are these clients ready to list today? Remember to ask them questions so you will know

if they are now “A” or “B” Sellers. If not using a Seller follow up program, you are

“just touching base”. Keep your NOTES on your Seller Information Sheet. Log every

call and time of call.

Once you have established that the client is now an “A” or “B” Seller, then you will follow the

“A” or “B” Seller process as outlined above.

If it is to be, it is up to me,

If it is up to me, it is to be,

so be it.

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Sphere of Influence

Your Sphere of Influence will include your friends, family, business associates and your past

clients of course. This is the group of people who are going to provide you with countless

referrals…all you need to do is simply ask for them! The people who know and trust you will

be glad to talk with you, and they will give you referrals if they know the kind of referrals you

want. Take the time to educate your Sphere about who and what you want for referrals. Tell

them about how you will treat that referral and about how you will thank them for making the

referral. Make it easy and comfortable for them to help you be successful.

When speaking with people from your sphere, you will want to use the F.O.R.D.

FAMILY – OCCUPATION – RECREATION – DREAMS

F. stands for FAMILY

How are you doing?

How is your family doing?

How is (spouse)?

How are your kids?

O. stands for OCCUPATION

How is your job going?

How is your business doing?

Are you looking forward to retirement?

How long since you changed companies?

R. stands for RECREATION

What have you been doing lately?

So, are you still (riding bikes, sailing, racing cars, etc)?

By the way, how was your trip to __________?

Just out of curiosity, what are you doing to enjoy yourself?

D. stands for DREAMS

So, what are your plans for the future?

Just out of curiosity, have you made any vacation plans yet?

So, what are your plans for the holidays?

So, what will you be doing with your time now that you have retired?

Sphere of Influence Action Plan

The key to “touching” your Sphere is to do it consistently. We recommend making these

calls during the week of the 22nd each month. Focus on the F.O.R.D. technique, and just have

a conversation with the people in your sphere. Have plenty of lead sheets handy, so when they

give you a referral, you can start a lead sheet with the referrals name and contact information

on it, remember to NOTE where the lead came from and say thank you in a way that will

ensure they continue to provide you with more!

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A script is a tool that gives you the most effective way to tele-prospect. It has structure and will

let your prospect know the purpose of your call. The reason it is called a script is because it is

written by an expert. The script should be practiced over and over until you know the message,

the correct way to proceed with your prospecting calls. Once you have mastered the script, it is

time to put it into your own dialogue. Add your personality, but be sure to keep the message

clear.

Answer & Ask OR Acknowledge & Ask In order to maintain control of all conversations,

it is important to follow this rule.

Always answer a question and immediately ask another

OR

Always acknowledge a statement and immediately ask a question

Let’s Have a Ball!!

Hotline Scripts

Hi. This is (Your Name) with (Your Company). How are you today? (Wait, listen

and acknowledge the response)

The purpose of my call is that I noticed you called my real estate hotline regarding

homes located in the area AND as a courtesy to my sellers, I wanted to follow up

with you to see if you got all the information you needed OR if I can answer any

questions you have regarding financing? (Wait, listen and acknowledge the

response)

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Most Common Responses & Objections

Many of these objections and responses are heard when you are using a lead

generation system such as an 800 number or some other hotline. Even though

that is the case, many of the responses are heard as a result of prospecting. The

responses are worded in such a way that allows you to start a conversation with

the person you are talking to. Remember; build rapport! Listen to the response

and they will allow you to immediately ask another question. Remember;

ANSWER AND ASK!!

I was just curious how much is my house worth?

RESPONSE: Ok, well in order to provide that

information for you, I will need to get

some information about your house,

okay? (wait… listen… respond)

I’m not ready to move yet.

RESPONSE: Well, I can appreciate that; as a matter of

fact a lot of the people we work with are

in the same situation as you. Are you

looking at 3 months, 6 months or longer

before you might move? (wait… listen…

respond)

I have to find a new house first.

RESPONSE: I can appreciate that. Is your house

currently on the market? (wait… listen…

respond)

How did you get my number?

RESPONSE: Well, the real estate hotline we use, is

similar to caller ID AND I was just

following up to see if you got all the

information you needed, OR if you would

like to set a time to see this home? (wait…

listen… respond)

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USING The F.O.R.D. Technique

FAMILY – OCCUPATION – RECREATION – DREAMS

Use the F.O.R.D. Technique to make sure that you are building relationships with your Past

Clients, Sphere of Influence, to help you have better conversations during your B and C Buyer

lead follow up, and during prospecting. Be sure to take notes on your Buyer or Seller

Information Sheets regarding the conversations and important information that you will learn

during your calls. This way you will be able to use the information on future calls to make sure

that you are building relationships that last!

F. stands for FAMILY

How are you doing?

How is your family doing?

How is (spouse)?

How are your kids?

O. stands for OCCUPATION

How is your job going?

How is your business doing?

Are you looking forward to retirement?

How long since you changed companies?

R. stands for RECREATION

What have you been doing lately?

So, are you still (riding bikes, sailing, racing cars, etc)?

By the way, how was your trip to __________?

Just out of curiosity, what are you doing to enjoy yourself?

D. stands for DREAMS

So, what are your plans for the future?

Just out of curiosity, have you made any vacation plans yet?

So, what are your plans for the holidays?

So, what will you be doing with your time now that you have retired?

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For Sale By Owner Script

Agent calling

The best way to convert a For Sale By Owner listing is to pick up the telephone.

REMEMBER, you are the expert, they need you.

Hello ________ this is (Your Name) with (Team Name).

How are you today? (wait, listen and acknowledge the response)

Well, the purpose of my call is; I noticed you have your home for sale by owner AND I have

several buyers interested in your area? I was curious to find out what you are asking for your

home? (wait, listen and acknowledge the response)

Oh and by the way, how long has your home been on the market? (wait, listen and

acknowledge the response)

I see, well tell me, have you been able to show it to any qualified buyers? (wait, listen and


IF YES: Great, do you have any current offers on your home? (wait, listen and


IF YES: Great, are you planning on staying in the area? (wait, listen and


IF YES: Are you working with an agent to purchase your new home? (wait,

listen and acknowledge the response)

IF NO: Well you see, as I said, I am working with a lot of buyers that are

currently looking for a home in your area and what I would like to do is

set an appointment to come look at your home and see if your home fits

the criteria for any of my buyers. How does that sound? (wait, listen

and acknowledge the response accordingly)

If it does, I would like to discuss the possibility of listing your home on

a limited basis in order to show it to my buyers and see if we can get

your home sold for you. How does that sound? (wait, listen and

acknowledge the response accordingly)

IF YES: Are mornings or afternoons good for you? (wait, listen and


I have an (suggest a time that works for everyone) open is that good for

you? (wait, listen and acknowledge the response)

Great I look forward to meeting you. Again my name is (Your Name) with (Team

Name) at (Your Company). My number is (Your Number).

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Expired Script

The best way to get an Expired listing is to pick up the telephone.

REMEMBER, you already have all the details on the MLS sheet.

Hello is __________ there? (wait, listen and acknowledge the response)

Hello ___________ this is (your name), with (ABC Real Estate). How are you today? (wait,


Well, the purpose of my call is; I noticed your home came up as an expired listing today, AND

I was just curious is your home still for sale? (wait, listen and acknowledge the response

accordingly)

IF YES: Okay, have you relisted with an agent?

IF YES: Great, I will update my records.

IF NO: Okay, so are you thinking of putting it back on the market? (wait, listen

and acknowledge the response accordingly)

IF YES: Fantastic, Let me ask you, why do you think your home didn’t sell?

(wait, listen and acknowledge the response accordingly)

OR: Just out of curiosity, did you have many showings? (wait, listen and

acknowledge the response accordingly)

OR: Just out of curiosity, what was the feedback your agent gave you after

your showings? (wait, listen and acknowledge the response accordingly)

Ask For The Appointment!

IF FSBO: (Use this script if the Seller has decided to sell it themselves)

Just out of curiosity, why have you decided to sell your property on your

own? (wait, listen and acknowledge the response accordingly)

Refer back to FSBO Script moving forward if it is a FSBO.

Setting An Appointment

Well you see, I work with a lot of buyers that are currently looking for a home and what I

would like to do is set an appointment to come look at your home and see if your home fits the

criteria for any of my buyers. How does that sound? (wait, listen and acknowledge the

response accordingly)

I have a (suggest a time that works for everyone) open is that good for you?

We can meet to go over the home selling process, we will do a complete market analysis plus

discuss my marketing strategy to get your property sold quickly. How does that sound?

Now _______, let me ask you, are you the only one on the title to the property?

Are mornings or afternoons good for you?

Great I look forward to meeting you.

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Older Expired Script

The best way to get an Expired listing is to pick up the telephone.

REMEMBER, you already have all the details on the MLS sheet.

Hello is _______ there? (Wait, listen and acknowledge the response)

Hello ________ this is «Readers_First_Name», with «Team_Name». How are you today?

(Wait, listen and acknowledge the response)

Well, the purpose of my call is; I am doing some market research and I noticed that you

recently had you home on the market, AND I was just curious is your home still for sale? (Wait,


Additional Questions to ask:

Where are you moving to?


When do you want to be there?


Why do you feel that your home didn’t sell?


Are you considering putting your home back on the market?


Setting An Appointment

Well you see, I work with a lot of buyers that are currently looking for a home and what I

would like to do is set an appointment to come look at your home and see if your home fits the

criteria for any of my buyers. How does that sound? (Wait, listen and acknowledge the

response accordingly)

I have (suggest a time that works for everyone) open is that good for you?

We can meet and talk about the possible marketing of your home.

Now _______, let me ask you, are you the only one on the title to the property?

Are mornings or afternoons good for you?

Great I look forward to meeting you!


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The Structure Of A Call! Listing Agent

LOCATION – MOTIVATION – PRICE – WORKING WITH ANOTHER AGENT –

MORTGAGE - CLOSING

LOCATION – WHERE ARE YOU MOVING TO?

Will you be staying in the area?

MOTIVATION – WHEN DO YOU WANT TO BE OUT OF YOUR PROPERTY? WHY ARE

YOU SELLING?

Just out of curiosity, how soon do you want to move?

Just out of curiosity, why are you selling your property?

Just out of curiosity, what are the 3 things you are looking for in an agent?

PRICE – WHAT WOULD BE AN ACCEPTABLE SELLING PRICE FOR YOU?

Just out of curiosity, have you been watching what the homes in your neighborhood

have been selling for?

IF YES: Then what do feel you property is worth?

IF NO: Then what are you wanting to net from the sale of your property?

WORKING WITH AN AGENT – HAVE THEY SIGNED A LISTING AGREEMENT WITH

ANOTHER AGENT?

Just out of curiosity, how long have you been considering selling your property?

Just out of curiosity, have you ever listed your property before? If yes, how long ago?

At this point determine if you are working with an A, B, or C Seller.

If A Seller Proceed To Setting Listing Appointment and Then Close For The

Appointment!

If B or C Seller, discuss the appropriate follow up system, get their email address and

place in your automated follow up system. Place your Seller Information Sheet into the

appropriate folder so that you can do your follow up calls.

MORTGAGE

Out of Curiosity, what do you currently owe on the property?

CLOSING

Based on the information you have given me, here is what I recommend we do…. Let’s

set up a time to meet in my office to go over the home selling process, we will do a

complete market analysis plus discuss my marketing strategy to get your property sold

quickly. How does that sound?

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SAMPLE CALL by a Listing Agent

USING THE STRUCTURE OF A CALL SCRIPT

LOCATION – MOTIVATION – PRICE – WORKING WITH ANOTHER AGENT -

MORTGAGE - CLOSING FOR THE APPOINTMENT

The following sample call from a prospect to the agent demonstrates how to get the

information that you will need to determine if the prospect you are talking with is a potential

buyer for you.

Ring… Ring…

AGENT: It’s a great day at XYZ Real Estate, this is Sam, how may I help you?

PROSPECT: I was calling about selling my home.

AGENT: Where is your home located?

PROSPECT: 123 Main Street

AGENT: I see, how long have you been considering selling your house?

PROSPECT: About a year or so.

AGENT: O.K. Have you established a time frame of how soon you want to be out of your

house?

PROSPECT: As soon as possible.

AGENT: O.K. Just out of curiosity, why have you made the decision to sell your house?

PROSPECT: We need something bigger.

AGENT: Will you be staying in the area?

PROSPECT: Yes

AGENT: Are you looking for a new home?

PROSPECT: Yes

AGENT: If we found the right buyer for your house, are you prepared to list you house

today?

PROSPECT: We need to find our next home.

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AGENT: I can appreciate that. Is your house currently on the market?

PROSPECT: No.

AGENT: Just out of curiosity, what are the 3 things you are looking for in an agent?

PROSPECT: Good communication and the right price and commission.

AGENT: What have you liked about the homes you have lived in?

PROSPECT: Location, size, and schools

AGENT: What do you want to net from the sale of your home?

PROSPECT: $75,000

AGENT: Just out of curiosity, Have you ever listed your property before?

PROSPECT: Yes.

AGENT: How long ago?

PROSPECT: Recently

AGENT: Were you listing with an agent or doing a For Sale By Owner?

PROSPECT: listing with an agent

OR:

PROSPECT: For Sale By Owner

AGENT: I see. Based on the information you have given me, here is what I recommend we

do.. Let’s set up a time to meet to go over the home selling process, we will do a complete

market analysis plus discuss my marketing strategy to get your property sold quickly. How

does that sound?

PROSPECT: Okay.

AGENT: Great, let’s set an appointment to get together and talk about getting you into your

new home, I have (Day at Time) open, by that time you will have spoken with Joe about your

mortgage, and you will have had time to get your home on the market. Then we will be able

to get you into your new home, how does that sound?

PROSPECT: That sounds great, see you then.

AGENT: Do you know where our offices are located? …………….

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Guidelines for Role Playing

In order to have a successful role play session there are several guidelines to follow. By

following the guidelines, you will have more fun and your propsecting results will be greater!

1. Make a schedule for you 30 minute per day role play sessions. Remember to make a

commitment to be on time, prepared and focused on getting more confident with your

scripts.

2. Set the stage before you begin your role play session. Make sure that you have Buyer

and Seller Informations Sheets, your Scripts toDialogues and Structure of A Call are in

front of you. Also, havve your schedule in front of you as well. Have a glass of water,

soda or coffee at your desk so that you don’t take a break to get something to drink. If

you discover that your mouth gets dry, drink some water with lemon in it.

3. Get rid of distractions. Turn off your computer, cell phone and any other devices that

could cause you to become distracted.

4. Do not face one another during the role play session. Remember that prospecting is done

over the phone and in order to get more confident with your Scripts to Dialogues make it

as real as possible. Also, while facing one another you will be distracted by body

lannguage and facial expressions.

5. Be nice, when you are the buyer or seller in the role play scenario be sure to be realistic.

Sometimes we want to make it tough on the person being the agent. Do NOT be the kind

of prospect that the person being the agent in the role play would chose NOT to work

with you! The highest percentage of prospects are approachable and appreciate that you

are calling to provide more information regarding the purchase or sale of property. Use

scenarios that are most common, such as:

Buyers:

A. Renter on a month-to-month lease agreement

B. Wants to move in 3 months or less

C. Living at home

D. Relocating to the area

E. Has a house to sell

Sellers:

A. Come list me now, ready to sell

B. Lead that you have generated yourself from your Sphere of Influence or one

of your Past Clients

C. Lead from one of your Team Members

6. The person being the buyer or seller needs to determine prior to the role play what

category A, B or C propspect that they are. The person being the agents needs to be able

to determine who they are talking with.

7. Fill in your Buyer and Seller Information Sheets during the role play session, this will

improve you skills of going between the two forms during the role play session.

8. Listen to the tones of your voice, one of your greatest tools in prospecting is how you use

the tone of your voice to express emotion. Be energetic, excited and do not speak to fast.

9. Have FUN!!! Role playing is your time to practice your tools. Have fun with it, be

consistent and diligent and you will see the results of your efforts.

10. Provide constructive critiquing, do NOT critize the person being the agent.


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Short Sale - Seller Lead Script

Hi (Prospect Name), this is (Your Name) with (Team Name). The purpose of my call is: I

understand you may be interested in selling your home and you have some concerns if the

current market will support a price that will cover all of the selling expenses and pay off the

mortgage in full. Is that correct?

(Wait, listen and acknowledge the response).

I can appreciate your concern. Many sellers have found the changing market has created a

situation where they cannot sell their home without either: bringing some money to the table

or getting the Lender to accept a short sale payoff. I’d like to schedule some time with you to

go over your options. Are mornings or afternoons better?


Set the appointment OR. or if they are not willing to give you the appointment and you want

to go further.....

Okay, I can appreciate that. Did you know that if the current market price of your house will

not pay all of the expenses and pay off your mortgage in full, you could still put your house

on the market?


At this point, go into how a Short Sale works and determine if the prospect is interested

in pursuing the subject.

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Make sure that you are tracking your

prospecting using your

Daily Activity Sheet and total it up at 8:20

Pump Up The Volume!! Get Excitement To A Fever Pitch!! Talk the business of real estate and sustaining your

business for a lifetime.

Role Play – This is the warm up! Practice the Structure of A Call. Memorize, Internalize & Verbalize!! Focus on

getting your leads to YES!!

Practice the scripts you are going to be using in the first part of prospecting.

Prospecting - Let’s Make Money! Call your “A” Buyers and Sellers that you DO NOT have a set appointment.

Call your “B” and “C” buyers and sellers that you have in your drip systems to touch

them.

Prospecting- Let’s Make Money! Call your Internet leads with phone numbers.

If applicable, call your Real Estate Hotline leads that you have NOT gotten in touch

with yet.

Finish up the call you are on, short break

Wrap-up Go around the room and find out how many Dials, Contacts, Buyer

Appointments, Listing Appointments, and Future Follow Up that each person got.

Calculate the Sales potential of the appointments set and calculate the GCI.

Discuss situations that you encountered and how did you handle anything unusual.

What did we learn? How did we grow professionally?

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Team Prospecting Totals for

2002 -2011

How Do Your Prospecting Total$ Compare?

&

How You Can

Improve Your Prospecting

Total$!

Tele-pro Log in Instructions

Go to www.CorcoranCoaching.com

Click on “Client Log in” at the bottom left hand corner of the web page

Your Tele-pro Log in is: Your E-mail Address

Your Password is: Your First Name

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Below are the Nationwide Team totals for Prospecting

How Do You Compare?

This summary is comprised of all types of telephone prospecting: just listed, just sold,

invitation to open house, 800 Hotlines, info lines, expireds, canceled, sphere of influence, cold

calling etc. Please pay close attention to the areas with the Green arrows. Finally, see the

attachment to see how to improve your Team’s prospecting totals.

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2002 - 2011 TEAM PROSPECTING COMBINED TOTALS

Minutes Called: 4,413,053 Number of Follow-ups: 68,510

Number of Dials: 1,107,082 Number of Sales: 21,544

Number of Contacts: 348,067 Dollar Amount of Sales: $4,197,866,432.00

Number of Buyer Appts Set: 40,653 Commission Earned: $119,407,848.00

Number of Listings Referred: 7,254

Time Summary

Minutes per Dial: 3.99

Minutes per Contact: 12.68

Minutes per Buyer Appts Set: 108.55

Minutes per Listings Referred: 608.36

Minutes per Future Follow-up: 64.41

Minutes per Sale: 204.84

Dial Summary

Dials per Contact: 3.18

Dials per Appointment: 27.23

Dials per Listings Referred: 152.62

Dials per Future Follow-up: 16.16

Dials per Sale: 51.39

Contact Summary

Contacts per Appointment: 8.56

Contacts per Listings Referred: 47.98

Contacts per Future Follow-up: 5.08

Contacts per Number of Sales: 16.16

Appointment Summary

Appointments Set per Sale: 1.89

Commission Summary

Commission per Minute: $27.06

Commission per Dial: $107.86

Commission per Contact: $343.06

Commission per Appointment: $2,937.25

Commission per Hour: $1,623.47

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Why Should I Track My Numbers?

Do you keep a check register of your expenses? Do you track your investments?

Do you report your sales figures to somebody? Do you check out the weather for the next

day? Do you track the things that make you money?

Of course you do!

That is what Tele-Pro is all about, tracking something that makes you money so you can be

more productive.

By tracking your numbers we would be able to accomplish the same results mentioned

here:

Lesson 1: Shelley was talking to a decision maker every 9.2 minutes, she thought it was

high and wanted to know what she could do.

Problem: - It was taking Shelley 9.2 minutes before she was talking to a

decision-maker about buying or selling a home.

Solution: - The ability to compare her contact numbers with other users of the

Tele-Pro System.

- Look at the time of day you are prospecting, in most areas between 7:00

p.m. and 9:00 p.m. is the best contact time. Shelley started prospecting at the

most efficient hours in her market.

- She started to take control of the conversation by using the answer and ask

philosophy; answer their question and immediately ask another.

Results: - Shelley dropped her contact time for talking to a decision-maker 59.7% or

to 3.8 minutes per contact.

Benefit: - Now she is talking to more people and getting more appointments and

making more money. By knowing your numbers you can see when it is most

effective and dollar productive to prospect.

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Lesson 2: Debra was complaining of a slow market and not enough leads.

Problem:

- Not enough leads.

Solution: - The ability to compare her tracking numbers with other users of the

Tele-Pro System.

- After reviewing her tracking numbers, it was obvious to her that she wasn’t

prospecting on a regular basis.

- By seeing that her sales were a direct correlation to her prospecting, she set

up a daily prospecting schedule and stuck to it.

Result:

- Debra’s sales increased.

- She no longer thought it was a slow market.

- She had plenty of leads, new and old.

Benefit:

- Suddenly she had more time to do other things because of scheduling her

time.

- This helped her to know exactly how many calls she was making.

Lesson 3: Ken was making contact with a decision-maker every 1.9 minutes but not getting

the appointments.

Problem: - By not getting enough appointments, you are not able to get the sales. Ken

was getting an appointment every 18.3 hours compared to 1.6 hours for other

users of the Tele-Pro System.

Solution: - The ability to compare his appointment numbers with other users of the

Tele-Pro System.

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- He changed his dialogues by applying the answer & ask philosophy, answer

their question and immediately ask another. By doing so, he controlled the

conversation.

- He looked at the type of calls he was making and he discovered that he was

making more sphere of influence calls than anything else.

- Although sphere of influence calls are great calls and a great source for

leads, you need to mix up the types of calls you are making.

Result:

- Ken lowered his appointment time 80.55% or 3.56 hours per appointment.

Benefit:

- The only time your going to make a sale is when you have the opportunity

to be face to face with buyers.

- Having the ability to know how long it is taking you to make an

appointment is a very valuable tool. By making more appointments you will

write more contracts.

- By writing more contracts, you will make more money.

- By making more money you have the ability to do what you want.

Lesson 4: Deb complained of the roller coaster sales routine.

Problem:

Inconsistency in sales

Solution:

- The ability to compare her sales numbers with other users of the Tele-Pro

System.

- After reviewing her tracking numbers, it was obvious to her that she WAS

on the dreaded roller coaster. You know the story; you get too busy to do the

things that got you busy, talking to people.

- She realized when she was prospecting she was making appointments.

She got excited about her appointments and focused her time only on those

appointments.

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- By focusing on the appointment and not continuing to prospect, eventually

you run out of prospects. And your sales go up and down.

- By seeing that her sales were a directly related to her prospecting, she set

up a weekly prospecting schedule.

- She scheduled days of the week she would prospect, the time of day she

would prospect AND the number of contacts she wanted to make every day.

Result: - Her sales started to increase and she was no longer on the roller coaster.

Benefit:

- She was in control of her income, her business and her time.

Lesson 5: Joe was making good contacts, getting buyer appointments but not getting

listing appointments.

Problem:

- No listing inventory.

Solution: - The ability to compare his listing numbers with other users of the Tele-Pro

System.

- By being aware that he was not getting the listings as frequently as other

users, it was obvious to him that he wasn’t asking the listing questions.

- He added all the listing questions to his dialogue.

Result: - Listing appointments.

Benefit: - More listing appointments mean more listings.

- More listings mean more buyer calls.

- More buyer calls means more sales and more listing opportunities.

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Consider these questions and answers

How can I talk to more people in an hour?

- What days of the week are you calling? Thursday, Wednesday and Tuesday are

the best prospecting days.

- Call at the most productive time in your area. If you don’t know what time that

is, start between 6:00 p.m. - 9:00 p.m. or the best hour 7:30 p.m. - 8:30 p.m. Best

day time hour 3:00 p.m. - 4:00 p.m.

- Follow a script. It keeps you on track.

How much commission do I make per dial?

- Start using the Tele-Pro system as a tool to HELP you. Enter your sales and

commissions as they occur and Tele-Pro will automatically calculate all of your

commission categories.

- Start inputting your commissions into the Tele-Pro system; it would be great to

know you make $47.02 per dial or more.

How much commission do I make per hour?

- Start using the Tele-Pro system as a tool to HELP you. By putting your

commissions into the system you will have the answer to this question.

- Start inputting your commissions into the Tele-Pro system; it would be great to

know you make $1,868.02 per hour or more.

Should I leave a message on an answering machine?

- Personal preference, it is up to you.

How many people should I talk to in a day?

- That depends on how successful you want to become. The top agents talk to

50 - 75 people a day about real estate.

You have to learn to make telephone prospecting fun. It is a mindset. By knowing your

numbers you will realize the amount of money that you are generating.

Knowing that every dial of the telephone is making you $47.02 whether you talk to a person

or not, should help you make the next call!

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JUST MAKE THE NEXT CALL!

How Can You Improve Your Numbers?

Not unless you are aware of what your numbers are!

That is what Tele-Pro is all about!

Many things affect prospecting numbers, but it is all related to TIME.

In this section we will break down each of the tracking categories and help you understand

how you can improve your prospecting efforts.

Time Summary

All six time components: minutes per dial, minutes per contact, minutes per

appointment, minutes per listing, minutes per future follow up, and minutes per sale,

are affected by the following:

Time of day you are prospecting

Type of prospecting you are doing

Length of time you talk to people when they answer the phone

Days of the week are you prospecting

Do you follow a script?

Time of day you are prospecting

* This will vary from area to area. Traditionally from 5:00 p.m. to 9:00 p.m.

is the best calling time frame.

* The best hour, in most areas, is from 7:30 p.m. to 8:30 p.m.

* If you use any type of ProQuest, IVR or 800 Hotline systems, look at the

time people are calling into your system.

* The best time to call them back is the same time in which they called into

your system. These systems are great for showing you the best calling times

in your area.

* Track the time of day you prospect.

By using the Daily Call Log, which came as part of your system, you will have the

time written down at the top of the sheet. Look at your minutes per dial and your

minutes per contact. This will be a good indication if the time is productive.

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What type of prospecting are you doing?

* Make sure you are doing all types of telephone prospecting: Just listed, just sold,

invitation to open house, IVR, info lines, expireds, canceled, sphere of influence,

cold calling etc.

* The hottest prospecting is accomplished by calling back the people that have

called into your IVR or Hotline system. Call them back within 24 hours! Even bet-

ter, call them back at the same time they called into your system.

How long are you talking to people when they answer the phone?

* Remember, people want to be heard and understood. Are you listening to what

people are saying to you?

* The more dials you make, the more contacts you get. The more contacts you get

the more face to face appointments you get. The more face to face appointments

you get the more sales you are going to make. The more sales you make, the more

money you are going to make. The more money you make, the more prospecting

you want to do!! RIGHT?

Build RAPPORT and WORK no more!

The two best words in prospecting are: ANSWER AND ASK

*Every time somebody asks you a question, answer it and immediately ask them a

question.

OR

* Every time somebody makes a statement to you acknowledge what they said and

immediately ask them a question.

For example: What is the asking price of this home?

This home is priced at $229,000 is that a price range

you’re looking to buy in?

* By following this simple rule, you will usually control the conversation and get the

information you need.

If the person is ready to buy, you will find out early in the conversation. By doing

this you will be able to get to the next telephone number you need to dial.

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What days of the week are you prospecting?

* We recommend at least 1 hour of prospecting daily before noon and evening

prospecting on Thursday evening between 6 and 9 pm. Saturday between 10-1 and

Sunday between 11-2 are great prospecting times.

* The number one hour for prospecting is from 7:15 pm to 8:15pm, Monday through

Thursday. So if you are going to prospect in the evening, you may forgo the morn-

ing prospecting time.

* We have found that Tuesday, Wednesday & Thursday are the best times during the

weekdays.

* Sunday between 5-7 pm is the very best time of the week for prospecting. You will

find more people home and willing to talk to you.

* The least productive days are Monday and Friday evening.

Are you following a script?

* It has long been proven that following a telephone script will take the cold out of

cold calling.

* Scripts have only one purpose, close for the appointment.

* By having a script, the following occurs:

- helps you maintain momentum

- helps take the stress out of prospecting

- maintains your focus

- allows you to be in control at all times

- a way to measure results

- helps you get to the next call

- helps you build confidence

- takes the thinking out

- builds a comfort zone

- keeps you on track

- keeps you going in one direction

- AND IT MAKES YOU MONEY!

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Listing Agent BootCamp

30 Days to Mastery

Your Schedule for Success

Your whole life

changes the day you

make a commitment! ……….Bob Corcoran

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* You received a copy of this document via email when you signed up for the BootCamp.

If you do not have a copy we can provide you with one.


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NOTES

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Marketing to Your Past Clients and Sphere of Influence

We’ve all heard it before. If you’re not in front of your prospects when they decide to

buy or sell, you won’t get the client. Below is a 30-touch schedule to stay in front of your

Past Clients and Sphere of Influence. This is also a great opportunity to ask for referrals. On

the next couple pages you will find an example of a Referral Letter and Script to work into

this schedule.

Touch #1

You can begin your marketing plan with a simple email once a month. This is one of

the easiest marketing pieces to implement with low cost to you. Most of you already have

drip campaigns set up on your lead systems and websites. Plan for these to be sent on either

the 1st or the 15th.

Touch #2

Another easy piece to implement is a direct mailer once a month. The most simple, a

post card. They’re small, making them cheap to create and cheap to send yet large enough to

fit the important things without flooding your prospects with too much information. Be sure

to send a note card every once in a while as well. You want to use something you can fit a

business card into. Send this on either the 1st or the 15th, opposite of the email.

Touch #3

A quarterly newsletter. These are great. They can contain very useful information

your prospects will want to keep rather than seeing it as “junk-mail” and throwing it away.

Awesome plus for you? You stay on their counters, desks, refrigerators, for longer so they

call you when they decide to buy or sell. Include things like recipes, tips on decorating your

home, and gardening tips. A couple of great companies we recommend for this are Service

for Life and Realty Times.

Touch #4

Cards! A House Anniversary card and a Happy Birthday card. You want to keep

things friendly and not all business. You want to build report and become their friends.

Remember, we’re in this business to help people, we love people! So be sure to show that

sometimes to avoid seeming money hungry. This also allows you another way to send a

business card. And how surprised would you be to receive a card from an unexpected

source? When was the last time it happened to you? It always makes all of us feel special to

be remembered.

Marketing Breakdown

Monthly Email - 12

+ Monthly Mailer -12

+ Quarterly Newsletter - 4

+ Anniversary Card - 1

+ Birthday Card -1

= 30 Touches!!

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You can also call once a month after

your mailers go out. The above

marketing pieces should come from

your Rainmaker but YOU make the

calls to your Past Clients and SOI and

bring in the clients!


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Example Referral Letter

Today’s Date

Past Client Name

Address

City, State, ZIP

Dear <Client Name>,

It has been a while since we last spoke so I hope all is well in your house.

The real estate marketplace is a continuous assortment of unmatched buyers and sellers. My

job, each day, is to sort out these interested buyers and sellers and successfully introduce

them to each other.

At this moment, I have more qualified buyers for homes, than homes to match them with. To

that end, may I ask you to do me a great personal favor?

Should you hear of anyone thinking of selling a home, or even expressing a curiosity about

marketing their home, would you please do two things? First, tell them about me. Second,

give me a call and tell me about them.

With your help, I can help to complete another successful "match". Thanks for your support!

I look forward to hearing from you today,

Your Name

Your Team Name

Designations

Office Phone Number

Cell Phone Number

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ASKING FOR THE REFERRAL

PAST CLIENT SCRIPT

Hello, is (past client name) there? Hi, (past client name), this (agent name) with <team

and agency name>… how are you today? (Wait, listen and acknowledge the response)

(Get updated about the past client and find out what’s going on in their life at the

moment. Remember, to update your records!)

(past client name)… the purpose of my call today is about my business… (past client

name) I need your help. I recently sent you a letter letting you know that I have a

number of qualified buyers looking for homes, did you receive my letter? (Wait, listen

and acknowledge the response)

IF YES: Great, well, I am following up to see if you were able to think of

anyone who is looking to sell their home? (Wait, listen and

acknowledge the response).

IF NO: Ok, well if you think of anyone please remember to give me a call.


IF NO: Ok, the letter explained that I have buyers, my inventory is low and I

need to find some homes for my buyers, so do you know of anyone

who is looking to sell their home? (Wait, listen and acknowledge the

response)

IF NO: Ok, well if you think of anyone please remember to give me a call.


Well, <past client name>, thanks so much for your time, I really appreciate you and

if you do think of anyone who wants to sell their home, I need you to do two things

for me? First, tell them about me and second, give me a call and tell me about them.

OK? (Wait, listen and acknowledge the response)

By the way, <past client name>, thanks for your support and have a great day!

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Instructions For Successful Door Knocking

Going door knocking is often a scary concept for real estate agents. The misconception is that

your presence will be unwelcomed. On the contrary, this can be more effective than direct

mailing or calling. There are a few rules to follow that will make even the people who don't

like solicitors enjoy your visits. All you really need to know is how to do it right.

1. Visit an area where you or your office has a listing or just sold a home. Don't just find

a house and start knocking. Start with homes close to the listed home, then fan out.

2. Create an address log containing a list of every house you intend to visit.Your log

should have each address listed one after another. Leave a little space for notes, such

as: "Never answers the door," or, "Growing family may be ready to buy a another

house in June."

3. Ring the door bell and then take a step or two back. People sometimes feel a little

scared when there is a stranger standing too close to the door. This is especially true if

you are male. Put a soft smile on your face and enjoy the uniqueness of their porch and

yard instead of waiting anxiously for the home owner to answer.

4. Ring the door bell and knock on the door, then wait 30 seconds. There may be an

elderly or disabled person inside who can't make it to the door in less than 30 seconds.

If no one answers, knock again and wait another 30 seconds before moving on.

5. Come bearing gifts. You can buy calendars, refrigerator magnets, pens, notepads and

other convenient goodies for a nominal cost with your name, phone number and

address on them. Something useful with your name on it is less likely than a business

card to be thrown away.

6. Introduce yourself. Let the homeowner know who you are and what you do, but don't

jump in and ask if she wants to sell her home or knows anyone who does. Instead, start

by explaining that you just listed/sold a house down the street and want to get to know

the area. Give the homeowner your card and the gift and let her know if she ever needs

your services, or knows anyone who does, feel free to contact you anytime.

7. Find out a little bit about the homeowner if she seems receptive and keep track of it in

your log. Some people will be glad to tell you what neighbors might need your

services, how happy they are living in the area or if there's a certain house you might

want to avoid.

8. Continue visiting houses for three months. Then start back at the first house again.

Bring your handy log and return bearing gifts. By then you'll get an idea who is happy

to see you and what leads are going nowhere. After they've seen you four times in the

past year, some will know and trust you. So when they want to buy or sell a property,

or know someone who does, they're going to call you.

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How to Stay Relevant with Social Technology

"Our age of anxiety is, in great part, the result of … doing today's jobs

with yesterday's tools." Marshall McLuhan

If today’s real estate market has you anxious, you might be using outdated tools.

Let me say this upfront and clearly: If you’re not changing with the times, and have no desire

to do so, stop reading right now and go update your resume. Otherwise you’ll be wasting your

time here.

Good. Now those who are still with me – congratulations on having the courage to accept

change. But now, you have to ask yourself if you have the courage to act on change. If not,

please join those who left us in the last paragraph. But if you’re willing to act, good, keep

reading.

Specifically, I’d like to talk about a change that’s revolutionizing how people communicate

and socialize: social networking. Places on the Internet that let you not only connect with

others, but also promote yourself and your services by creating a profile of yourself and what

you do.

You may have heard of some of these new online gathering places: Facebook, LinkedIn, and

MySpace are just a few. There are even some specifically for Real Estate Agents:

ActiveRain.com and MyAgentBook.com are a couple that come to mind.

And make no mistake, these sites are working (and can work) in a Real Estate Agent’s favor.

In fact, one success story in the March 2008 issue of Realtor Magazine explained how after

just three weeks, a Realtor who created a Facebook profile got a referral from another agent

who saw her profile.

LinkedIn can help you, too. It lets Real Estate Agents connect with others in the profession to

find new business opportunities and get quick answers to questions.

“But Bob, do I have to get into all this high-tech stuff to be successful?” Well, let me share a

few of the benefits of social networking and you decide:

- Attract new traffic to your existing Web site

- Market directly to new clients

- Protect and enhance your brand

- Test marketing ideas

- Measure your marketing’s results

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In short, social networking is a way to put your face in front of thousands of potential

customers. And it allows you to build up a network of contacts so you can reach out to more

people with a more personal approach. And that, in turn, helps you build trust and show

your expertise. The result: more business, more customers and more referrals.

“Yeah Bob, that’s nice, but real estate isn’t about technology, it’s about people.”

Darn right it’s about people. I couldn’t agree more. Always has been and always will be. A

people business is precisely what you signed up for when you got into the business. And

these sites are where people are gathering.

So this is the exact kind of change I’m talking about – using these new tools to make it

easier for you to get more business.

Industry experts say this is where real estate is headed. In fact, the National Association of

Real Estate Agents (NAR) has found that 84 percent of home buyers now use the Internet to

find homes. And really good news for Real Estate Agents : 82 percent of these folks ended

up using a real estate agent to buy.

But if you’re not out there on these sites, promoting yourself, selling your services and

making a name for yourself as a Real Estate Agent who knows how to connect in this new

world, you’ll be left out in the cold.

So commit today to shed any anxiety you’re feeling about all the changes going on, and take

the plunge into social networking. You won’t be sorry you did.

Best of luck to you!

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NOTES

Farming:

The Web:

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Items to Bring to Every Open

House:

Open House Signs

Sign riders

Directional

Sign in Sheets

Raffle prizes

Light Snacks

Get signs out

Invites for the neighbors

Pens

Business Cards

Buyer Guides

Sellers Guides

Additional Feature Sheets

3 Ring Binder with addi-

tional listings in the area

Market Watch Flyers

Do you need a door key?

Items TO-DO PRIOR to Open

House:

Determine if there is to be a

raffle & what prizes will be

Schedule of open house dates

Agents to work open houses

Prepare Additional Feature

Sheets

Prepare 3 Ring Binder with

additional listings in the area

Prepare Market Watch Flyers

Items TO-DO AFTER Open

House:

Take down directional signs &

sign riders

Pull Raffle Winner

Write Thank You notes to

those prospects who visited

Mail Thank You notes

Call prospects who visited

open house

Preparing for an Effective Open House

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Being Set for the Appointment

Below is a checklist of documentation you should have prepared in a packet to bring with you

on Listing Appointments. Having these things prepared ahead of time will help you use your

time to it’s full advantage and be fully prepared every time.

Relocation Packet

Meet the Team

Communities

Public Schools

Private Schools

Tax Rates

Crime Statistics

Attractions

Sports

Shopping

Map of the Area

Other

Listing Packet

Letter to your Sellers

Testimonials

Team Sheet

Pre-filled Contacts

Utilities Sheet

Exclusions Sheet

Other

Listing Presentation Packet

Seller Book

Listing Forms

Listing Appointment

Listing Checklist

Walk-thru notes

Short Sale Forms

Short Sale Checklist

Third Party Letter of Authorization

Financial Statement

Tax Forms

Closing Plans

Sample Marketing

Comparative Market Analysis

Exclusive Buyer Agency Form

Other

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It’s Show Time!

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How to Create Seller Urgency

"You may delay, but time will not." - Ben Franklin

Old Ben was a smart fellow. The gist is we can choose to do whatever we want, but one

thing is for absolute certain: time marches on.

Apply his quote in your real estate business, and you’ve got either a recipe for grand success

or miserable failure. The result depends entirely on you and how you opt to use your time.

But as you well know, in real estate we have to take this a step further. Sometimes you get

sellers who, well, for lack of a better phrase, are not fleet of foot. And we know what that

means for us – as the minutes tick by, we lose money.

So how do you create urgency in sellers? Here are five ways to add some speed to those

slow-moving sellers.

1.The listing presentation. We’re all very familiar with listing presentations. This can be a

great way to create seller urgency if you know what you’re doing. Use your Seller Book,

sample marketing, and show them a list of what you are going to do for them. We all love

hearing what other people can do for us and it creates an excitement in your sellers to get

them motivated!

2. The right questions. Learn exactly what’s motivating sellers to sell their homes in the

first place. What’s holding them back? And don’t accept their first reply as gospel. Keep

asking questions. Even ask the same key questions phrased a little differently later in a

conversation and see what pops up. The more you know about sellers the better you’ll be at

meeting their needs. For example, if they’re moving from their first home to a larger second

home, you can always help them find their next home too! Learning their fears will allow

you to alleviate those fears and help them thru the process.

3. Problem solving. When people have a problem, they want it solved. So when sellers

begin explaining the answers to the questions you posed from number two above, think of

their answers in terms of problems. Take the example of what their fears are. Remember

this is someone’s home, not just a house. Find ways to get them excited about a new home

rather than focusing on the loss of an old home. Focusing on the positives, the excitement of

relocation, a new home, and moving up, will remind them of why they were excited to sell

in the first place.

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4. Market mechanics. The real estate market is seeing some jitters. Knowing and

understanding today’s market is vital. When you do, you can explain to sellers just how

important price is. Homes priced right are selling, many very quickly. Social scientists

who’ve studied buyer behavior tell us that consumers are usually more afraid of losing out on

a good deal than anything else. So focus on the cost of waiting. Remember this and you’ll do

just fine with your sluggish sellers.

2. Staging. One of the more exciting and fun aspects of selling a home can be staging. For a

lot of sellers this is an enjoyable task. Who doesn't like making their house look good and

showing it off? This can be a great way to get sellers motivated in the selling process.

Commit now to start creating urgency in your sellers to increase your sales, maximize your

time and become the agent you were meant to be. You can do it!

Plan Your Work and Work Your Plan! … My Parents

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800-957-8353

www.CorcoranCoaching.com * [email protected]

Bob Corcoran

Superstar Team

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Your sales goal for next year? 50

Your stretch goal for next year? 60

Your dream goal for next year? 75

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Your whole life changes the day

YOU MAKE a commitment.

…….Bob Corcoran

What did you learn today? What did you realize you’ve been procrastinating

about the past few days, weeks, months, years? What are you going to do

about it? As we go along, list four commitments that will help you grow

your business.

Commitment 1 Commitment 2

Completion Date Completion Date

Commitment 3 Commitment 4

Completion Date Completion Date

Commitment is the stuff Character is made of…

the Power to change the face of things.

…….Bob Corcoran

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Referral Program

As we all know, personal referrals are the strongest recommendation that one

can receive when purchasing a new product or service. Our business is no

different, and that's why we would like to ask you, our valued clients, to let us

know of anyone who will benefit from our services.

Just like you paid us to help you grow your business, we are happy to pay you

to help us grow our business. In fact, we'd love to pay you up to $1000 for

each NEW client who comes on board. You only need to do two things to earn

the cash.

1. Simply send us an email ([email protected]) or give us a call (1

-800-957-8353) with the persons' name(s) and contact information.

2. Pick up the phone and let that person or people know who we are and why

you believe they will benefit from a relationship with us.

Now, how easy is that?

Once your referral begins their program with us, we will credit you up to

$1000 off of your next month's coaching fees….now, won't this be the easiest

money you've ever made!

The payout will depend on which of our services they choose to participate in:

a. Telephone Implementation - $650

b. Full Implementation - $1000!

Please do not hesitate to give us a call with any

questions or any referrals, and as always, if you

need us, we are here for you!

Thank you,

The Corcoran Consulting & Coaching Team

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Documents

Listing agent bootcamp workbook (1)