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Prospecting Momentum

17/8/2021

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For voice to voice prospecting you want to get in the zone then keep your momentum. It normally takes a few calls to warm up. When I'm calling mobile numbers and they don't answer, I prefer to send an SMS rather than leaving voicemail. SMS is faster and the open rate is better.

SMS vs. Voicemail

  1. Faster
  2. Better open rate
  3. Name recognition
  4. Easier for people to call you back
  5. People may prefer to chat via text message, so you're giving them that option
YourPhone on Windows 10 works for this and you can try iMessage if you're using Apple.
New: SalesPartner has a desktop SMS sender built-in so you can quickly send a text message then move on to the next call. This system works well particularly when you haven't entered the number as a contact.
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SEO Shortcuts

16/8/2021

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Lets look at the low-hanging fruit of digital marketing for real estate salespeople.
These are websites you can use to primarily build awareness and also generate leads.
  • Your Website
  • Google My Business
  • Facebook
  • Instagram
  • Twitter
  • LinkedIn

Website

First I would set up a simple blog website where you can post daily updates. Having a custom webpage enables you to do so much more with re-targeting and lead capture. All the other platforms are there to drive traffic to your page.

Google My Business

Create your personal profile on Google My Business, where you can post photos, updates, and request reviews. Tip: You can automatically sync your business profile with Bing My Places for extra reach across the Microsoft ecosystem.

Facebook

Essential not just as a business page, but also for Creator Studio and Marketplace.

Instagram

Connect Instagram via Creator Studio so you can post from your desktop as well as your mobile.

Twitter

Twitter has organic reach that indexes well.

LinkedIn

Connect with up to 30,000 contacts (instead of 5000 personal contacts on Facebook).
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How to find expired listings in NZ

13/8/2021

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The salesperson who taught me about expired listings explained it is an instinct that you develop over time. They started out adding new listings to their Watchlist and checking back periodically to see if they had sold, expired, or been withdrawn from the market.
They noticed certain types of property were less likely to sell, which helped them figure out what to look for.

Ethics

Follow the guidance from REA
You can...communicate with a vendor if they are looking to purchase a property or to find out when the sole agency expires.
https://www.rea.govt.nz/assets/Uploads/Resources/REA-CPD-Pre-listing-agency-law.pdf
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What you'll Need

To find expired listings in New Zealand you need to follow:
  • Foreign listings
  • Latest sales
As a bonus you'll gain market knowledge. Here's how we built an expired listings tracker.

Foreign Listings Hotsheet

This system records every available listing by suburb. Tip: the DIY version is to save a search for your suburb on Trade Me Property.
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Agency Duration

Use a spreadsheet to predict the expiry date (90 days approx). Do not assume the listing has expired though. An listing agreement may have been renewed or the property could be under offer.
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Check Availability

Keep a record of the listing ID so that you can go through and check if listings are still online (note that listing classifieds may renew automatically). In Trade Me, withdrawn and sold listings will be under your Lost tab.
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Latest Sales

You'll start to notice what's sold and what hasn't by checking REINZ stats, Homes.co.nz, and even for sale signs.
Ultimately prospecting expired listings boils down to your personal preference and as they say, everything works!
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Dynamic Content

11/8/2021

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One trick to get more views on your social media post is to use video (dynamic) instead of static photos.
This is also a marketing technique to Stop the Scroll or Thumb Stopping. The aim is to prevent customers from scrolling  just long enough (about 3 seconds) for your advert to capture their attention.
Even if you haven't produced a live-action movie, just uploading photos as an MP4 or GIF slideshow is better than standard photos.
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Converting property photos into a slideshow movie file

MP4 Creator

In the Photos tab click Create Video to produce an MP4 slideshow you can post to your social network platforms.
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Photo Enhancement

10/8/2021

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If your winter photos are looking drab, a touch of contrast and saturation can make a huge difference.
Right-click a photo then open Colour to access the image menu.
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Before and After

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"SalesPartner helps me extract maximum value from my
biggest asset - my database".
Andrew Duncan
www.agentmonday.com
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Developed in Wellington, New Zealand
SalesPartner Software - established in 1993
Leading-edge software for real estate salespeople