“Best Practices” to get the most listings in your geographic farm with Agent Dominator™
Agent Dominator™ is set up to work in partnership with you, not as a “set it and forget it” service. Listings in a geographic farm come from both trust your expertise (our job) and them trusting you individually (your job). So the “best practices” that generate the best results to dominate your farm involve you engaging with your contacts.
Below is a training video on the #1 key to winning listings in geographic farming, then below that are various helpful notes and scripts.
We recommend having a notepad ready to take notes.
Sample Telephone Talking Points and Scripts
The objective of the phone call and voicemail is to build a trust in you and, if possible, establish a relationship through a live conversation.
There is no “right or wrong” way to do it. Use either the talking points below and/or the sample voicemail scripts as well. The primary goal is to speak with the homeowner, build confidence in you, and identify if they are thinking about selling soon.
- Your name — and identify yourself as a Realtor
- Name recognition to your postcards — “you’re probably getting my postcards”
- Conversation — just be nice, say hello, and engage homeowner in a personal conversation. Do NOT turn it into a sales call. Keep it a “getting to know each other” call
- Offer valuable resources — “You know, as a Realtor I have tons of contacts with contractors, painters, handymen, electricians — you name it, anyone to help repair homes. If you ever need a trusted resource to help out, please call me. I’d love to share who I use and trust”
- Sales plug — “If you ever have a real estate need, feel free to call me”
Sample Telephone Voicemail Script
If you get a voicemail when calling homeowners, here’s an example of a voicemail you can leave. Remember, the key is to establish a personal connection, so be sure to call the homeowner by name so the message comes across very personal and authentic. Yes, it takes more time than simply using an auto-dialer and recording a pre-recorded message, but the impact difference is huge.
If homeowners get a pre-recorded message, and it sounds like it was pre-recorded, they will take offense against you. That defeats the purpose of your personal engagement. However, if homeowners get a personal message from you, and it sounds personal because you call them by name, they will appreciate your professional “make it happen” attitude, and they will respect you as an agent and be more likely to work with you.
Here’s a sample script to leave on their voicemail:
Hey, [Prospect Name] — I’m a local Realtor in the area. My name is _____ and I’m with ABC Realty — and you’ve probably seen some of my postcards. Anyway, I have a buyer who wants to buy in your area but with the market as hot as it is right now they haven’t found the right home… and I’m trying to help them find one. I know this is crazy, but I’ve driven past your home on [street name] and it may be a right fit. Is there any condition in which you’d consider selling it? If yes, would you call me back?
Sample Text Messages
As with your voicemail message, keep your text messages as personal as possible. Spam text message are hated by homeowners. However, personal messages are tolerated, and even appreciated professionally, since they know you sent it directly to them looking to help a client. They will appreciate your professional “make it happen” attitude.
These are longer-than-normal text messages on purpose. First, they convey a more sincere appeal that keeps it from being seen as spam. And second, they are “more communicative” that helps to foster a polite communication back to you in reply. The “goal” is to text back and forth several times with an owner. If you do they have a sense of “talking” with you, liking your professionalism, and that helps build trust in you.
Here’s a sample text message to use:
Initial text: [Prospect first name], this is [your name]. I’m a Realtor (you’re probably getting my postcards). I know this is a little crazy, but I have a buyer trying to buy in [your farm name] but nothing meets their needs so far. I’ve driven by your home on [their street name] and it may be a right fit. Would you consider selling? Could let me know either way? Thanks!
(always respond back, especially if they say “no.” The objective is to be friendly, very personal, and win a relationship so they will trust you when they are ready to sell)
If they DO respond to your initial text — send a subsequent text about 6 months later: [Prospect first name], I hope you’re doing great! This is [your name] again with ABC Realty. We texted a few months back about your home. And I hope this doesn’t sound like a ploy (it’s not), but I’m back in the same situation but with different buyers. They love your area but nothing’s available that meets their needs. Has anything changed in terms of potential willingness to sell your home? Just trying to find a home for my buyers. Please respond. Thanks!
If they do NOT respond to your initial text — send a subsequent text 3-4 months later: [Prospect first name]. This is [your name] again with ABC Realty (I think you’re getting my postcards). I texted a few months back. I hope this doesn’t sound like a ploy (it’s not), but I have new buyers who love your area but nothing’s available that meets their needs. Do you have potential interest in selling your home? Just trying to find a home for my buyers. Please respond. Thanks!
Video Recording Outline Sequence
When you record your videos, we recommend structuring it using the following outline sequence
- Your name, and share that you are a Realtor
- Name recognition to your postcards, hold up a sample postcard and say, “You’re probably getting my postcards that look like this“
- Video tip
- Sales plug – Give a short plug about you as an agent. If you have simple stats to share, do so. Here’s an example: “Don’t forget, I specialize in Crestwood Heights neighborhoods, and statistically my homes get $8,500 more for a $300,000 home than the average agent. If you are thinking about selling, I’d love to show you why my sales always get the top sales prices. Call or text me anytime!“
Video Content Ideas
Here are ideas for recording 12 videos, each with a different focus to hold your homeowner’s attention. The videos should rotate through three content topics: neighborhood stats, fun things, and helpful hints. Remember to keep the videos short (1.5 to 2 minutes) and upbeat.
Neighborhood Stats – what’s happened in the last 12 months in real estate in the neighborhood. What are the trends (DOM, average sales price).
Fun Things – special events happening around town during the next several weeks homeowners may want to know about
Helpful Hints — little known things (not obvious things) homeowners will appreciate. Examples may be tax season tips to increase tax refunds, preparation tips for an upcoming extreme weather event, unique events or sales that may have widespread appeal, special issues happening in town you ought to know about (such as “Cahaba Road will be closed for a week starting this weekend, so be sure to exit through Heights Road starting Monday to get to work so you don’t run late”)
- Neighborhood Stats
- Fun Things
- Helpful Hints
- Fun Things
- Neighborhood Stats
- Helpful Hints
- Fun Things
- Helpful Hints
- Neighborhood Stats
- Fun Things
- Helpful Hints
- Fun Things
