Optimize your prospecting process steps in Australia with airSlate SignNow

How to create outlook signature

hello and welcome to today's webinar one moment where I just get my guess up onto the screen shouldn't be too long there's a few people on here so I'll just have to look through the list oh that should be working in a second Hey Jake good good thank you very good feel free for the audience to let us know who you are where you're from so we know who we're talking to hi Edmund just wait one moment for Tom to come onto the stage cool it should be up in a second and he's in the chat there hi Tom how are you Hi how are you yes hi Ross hi David okay cool I think we are good to go now everyone's coming up onto the audience as well at the moment um cool uh thanks Tom for joining us again to do another webinar with us our audience found the last webinar really insightful really informative so I'm excited for today's chat and so I'll get right into the introductions my name's Stacy and if you are new to the relab webinars I'm the content manager here at relab today I also have my co-host Jake Cameron one of our sales Specialists and joining us today we have Tom penos real estate coach and trainer and I'm pretty sure most of you will be familiar with Tom and today's topic is all about real real estate prospecting why it's important how to get started if you're already prospecting how you can take your process and tasks to the next level now if as we go through the webinar please feel free to put your questions in the chat and we'll get to as many as we can at the end of the webinar and this webinar will be recorded if you need to go back and re-watch it it will be emailed to everyone watching live and it will also be up on our YouTube Facebook LinkedIn channels later on today and we also have the wonderful low um from our team managing the chat today in case there's any general questions or technical issues that may come up she can help you out with that um so with that said we'll get right in today's topic as I mentioned before we will be talking about all things prospecting and in our last webinar with Tom you did it allude to the importance of prospecting a little bit especially this year um being a slower Market compared to last year when many real estate agents were probably just riding the wave of the market and now this year they've had to really focus on building relationships putting a prospecting plan into place and to keep that momentum going um with that said Tom can you take us through why it's so important for real estate agents to be prospecting so the death of a real estate agent is the death of the pipeline it's actually not a law that's specific to real estate it's actually a universal law in all of sales and that is that the minute you stop prospecting your pipeline shrinks when your pipeline shrinks opportunities shrink and then before you know it when you've sold your listings you've got no stock and that's the beginning of beginning to feel anxious where am I going to get my next listing so prospecting to me is the lifeblood of our business the reason I'm still employed after 35 years in this industry is I tell people to do things they already know they should be doing but they don't do and that's prospecting so prospecting is an interesting subject because there's actually it's not that scientific it's not that highly skilled the value of it is the implementation agents struggle implementing prospecting and the main reason they struggle with it is that they have this fear of rejection um because if you think about it when you're prospecting you're gently interrupting people who probably don't want to talk to you and if you personalize that rejection you actually then find that hey it's getting predictable nothing's going to come of it they don't want me to call them you don't call them and then before you know it you've created this new habit of not chasing um so avoiding personalization and learning to make rejection your best friend is probably one of the most important mindsets that you can have in prospecting but I will just say this everyone on this webinar right now please brain tattoo the word 30-day rule in your head have it up on your cubicle in your car on your screen saver on your home screen the 30-day rule is the most important rule in prospecting what it basically says what I do in this 30 days affects the next 90 days so the ability to manage the lag is super critical because with prospecting I do things today so let's assume I'm having conversations with Jake right foreign from the real estate I'm just giving you a call to let you know that a property has just been listed in your street very simply yours I'd love to give you the heads up on what it sells for that's a call nothing comes out of it four weeks later Hey Jake it's Tom palis here from the real estate I'm calling you because I promised I would that probably now has been sold it sold for 8.50 and I just wanted to let you know great oh by the way Jake how has a changing Market impacted your real estate plans or Jake would you like to know what the new value of your home is now that we've got a new reference point in the area he might say yes he might say no he might say no it's all good not thinking of selling now and then I'll just say hey if it's okay with you if I've ever got any news that's useful is it okay if I just keep up to date yep no problems you might be doing this for a whole year and you get nothing for it and this is where I think a lot of real estate agents struggle they struggle with delayed gratification they struggle with the fact that they're going to do something now and they won't get rewarded for it later right it's learning to manage the lag so I think it's critical I think agents struggle with it but I think if you can nail it it can actually change your real estate life and I tell you what if you change your real estate life to change your whole life awesome yeah good morning Tom and Stacy and and the team um and sorry certain time I'll just jump in thanks for for those first few tips and I think with all of them there's a really clear call to action which is enabling you to either get back in contact with them or get something in front of them which is just going to be continuing to build that relationship um and earlier time you mentioned about the 30-day plan what will 30-day rule how if I'm a brand new agent how would my first 30 days look ideally okay so you're a brand new real estate agent the number one thing that you should be doing if you're a brand new real estate agent is to collect data because you won't be able to make calls because you've got no one to call so what do you do you door knock knock hi it's Tom here from the real estate I know you're not selling and I'm going to be very brief the reason I've stopped by is our team's doing an appraisal down the road here today and whilst we're doing that appraisal on a property I wanted to see how open-minded you'd be for us to flick you a report you've got to go out and meet people and collect data you might actually use some other methods there's a lot of intelligent ways now that you can ethically bribe people to give you data right whether it's a letterbox drop whether it's some social media hook right but step one is to collect data for my first 30 days I'd be doing it but before that Jake I would make sure that if I'm a new agent in my first 30 days I would make 100 sure that I became a product knowledge King I would become the Google of the market if you can't people beat people on experience you beat them on product knowledge there is platforms that you can go online and you can study the market inside out and know exactly what values of properties are you should be a registered valuer within 30 days and know what's going on I'd even be walking into other agents properties that open for inspections looking at them sussing out what are they like inside I would just try to become BIW best in the world in product knowledge in that 30 days that's what I'd be doing Jake but you know you make a very valid point before you said whenever you actually make a call you've got a call to action let's be very clear Jay there are three reasons why we Prospect and let's talk about phone prospecting for a moment you Prospect number one either to get an appointment the second reason why we Prospect is because we're qualifying the database we're going through the database to find out are they hot medium cold should they even be in the database I mean there are so many fat databases out there that need to be qualified I mean there are people in databases that are dead right so what I'm saying is I probably would be doing that as part of my activities in my first 30 days and that is to go into orphan data or the database that the officer's got that may have not have been touched for a while and start ringing people up and clean the data often the um the diamonds are underneath our noses so um so so reason why we call is to get an appointment reason two is to qualify reason three is a touch point it's a frequency touch point and frequency builds trust with people they're the three main reasons why we Prospect and don't have you know take the pressure off your team sometimes people think they've got a prospect just to sign a listing up man no we're nurturing prospecting is all about nurturing stuff so one day when they're ready to do business we're on the shopping list because we've earned the right for it makes sense my viewers my give our viewers a couple of more tips on prospecting team write this down what gets scheduled gets done schedule it schedule it if you're prepared to make an appointment in your diary to do a listing presentation if you're prepared to make an appointment to go see a buyer if you're prepared to make an appointment to shop to your auction let me tell you be prepared to make your your prospecting a non-negotiable appointment schedule it rule 2 on prospecting ampm real estate agents and I work with some I work listen I probably work with the best real estate agents in Australia New Zealand the ones that write all the money are either a one-on-one client or they're in the real estate gym or I present at their conferences or they're on monthly webinars with me and I've got to tell you you get a great helicopter view of the operating rhythm of guys and girls in our industry that are doing more than 100 sales a year or writing more than two million dollars a year what I noticed about him is this they've got this Am Pm operating pattern am they're prospecting they're reaching out they're looking Business Development higher levels of energy in the afternoon they go to their appointments right it's got lower levels of energy you go through the motions you're going to your appointments so am we find our business PM we attend our business so I think great Prospectors schedule it what would that look like probably 9 to 11 every day two hours um and then try and aim to do three appointments in the afternoon that's a really good operating pattern a couple of other things that I think you should be very mindful of prospecting is when you call people you call people with a reason you call people with a purpose I'm going to read something out of my Instagram I posted a video on prospecting the night before last and someone in the community let's have a look here we go oh I can't I can't find exactly the post the bottom line is the person that commented on my Instagram said I get called by real estate agents all the time what's interesting is they're not giving me any information that makes me smarter they're calling generally to ask things like I'm calling to check in who gets checked in on team people that are on parole real estate agents don't call people to check in right he goes on to further say and when they do give me some information I notice that the information is often not relevant to me they'll talk to me about a home that is in a different area or a home that is at a different price point what this person is saying is call me but surprise me give me something I don't know give me some information that's going to make me smarter so what does that mean team become very good at being a value-added provider show more do more give more value value value value so what does that look like just listed calls on properties that surround that home if it's all right what I might do Jake can I role play this with you I'll get you to unmute let's do it so that's Jake Let's uh let's uh let's have a hi to everyone that's coming on by the way good to see you Nadia Ray Joe Francis Eugene Rishi so I just want to show you a good phone call thank you you're on my database Jake a property has just been listed and I'm going to give you a call and I'm going to give you some information and I want everyone to watch the flow of this hi can I speak to Jake yes speaking Jake it's top Panos here from the real estate firstly I want to let you know I know you're not selling and I'm going to be very brief the reason I'm calling is because across the road from you a home has just come onto the market and I wanted to let you know very similar to yours and it would be a very good property to keep an eye on because it's going to give you an idea on what values are doing in this changing Market by the way Jake would it be okay for me to call you once it sells to give you the new sold price sure Tom I want to want to know what my neighbors are doing please let me know okay by the way Jake how is the changing Market impacted your real estate plans look we were thinking of selling we recently did our did our bathroom to get ready to go to market but we understand the market stopped a bit now so I think we're going to hold on for another year or two that prices bounce back yeah yeah well doesn't sound like a bad idea one of the things that we offer all our local community is Health updates yearly on their value of their asset that then gives you a baseline of what it's now so in a year's time you can see what it's going to be like um I'm in your area all the time because of this property that we've just listed how open-minded would you be for me to pop in for seven minutes give you a health update and just leave that with you sounds good to me yeah great I'll give you a buzz maybe uh Thursday or Friday and we'll organize a quick pop in when I'm around that's it time now he was being very nice very complimentary right and there but the bottom line is I want you to analyze this phone call look at what I said just look at what I said hi it's top penalty from the real estate and then I said I know you're not selling and I'm gonna be brief I've just got rid of the two most common excuses people give you on the phone oh I'm not selling oh I'm busy I've actually brought that up myself so I eliminate them and then I moved straight into him because I said I'm going to be brief and then I moved straight in and I say a new property has just been listed that's the information now Tim let me tell you what the average real estate agent does where they're prospecting hi yes can I speak to Jake yeah Jake it's Tom here from the real estate I'm just calling yeah just uh calling to check in and touch base with you what's that what's checking touch base with you like what gives you the authority to be checking in on people and by the way vendors are not stupid they can smell the commission breath a mile away there's no need to be deceptive right they know you're calling because you want to see if they want to sell or buy so too very important rule within five seconds of making the phone call you've got to use the words because I'm calling because and as you're watching this everyone let me tell you the three or four most common calls at the moment that you've got to be making are just listed just sold anniversary calls they're great calls to make hate Stacy it's top pados here from the real estate happy birthday it is three years since you've moved into your home would you like to know the new value of your home that's what I mean by the anniversary call but team there's one very important call you've got to be doing right now and I call it the November December end of year summary calls don't forget it Christmas starts on the 25th of December not the 25th of November one of the most important things you've got to do now is not click off in real estate and prospecting we have this metaphor acronym called on FM October November February March on FM they are the four most important months of the year people are making decisions so what it means is one of the most important things that you can be doing right now as an on FM agent is picking up the damn phone and calling people hi it's Tom Panos here from the real estate this is the time of year that we give all our vendors an update on what happened in the market in 2022 it's also the time that we give our vendors a forecast on what we think is going to happen in 2023 so he goes spend five minutes go through your pipeline it's a touch point it's qualifying some people are going to say come over and then some people that are actually thinking of selling are going to say this to you yeah look um we're probably we're probably thinking we're going to wait till next year you know things haven't been great this is what I'd be saying Mr Mrs vendor I want to let you know that a lot of our smart mentors now are using a method called pocket listings what I do is I list your property now but I don't launch it I just put it into my top pocket and if I come across a buyer over the holiday period because there's no other properties on the market I can sell yours at a high price because if I've got your property in my top pocket you're on the market in isolation not in competition by the end of January property has a big influx in New Zealand and that's when you're selling in competition how open-minded would you be for me to come around and talk to you about our list Now launch later strategy that very smart vendors are using that's what you've got to be doing team right now you've got to make sure that when you leave for Christmas that you leave for Christmas and you have your car parked on the top of the hill what I mean by that is you park it on the top of the hill handbrake on and when you come back in the new year you let go of the handbrake and you just flow and you can only do it if you sign up stock before you go on to your break so I think you know they're probably to me the most important cause you've got to be doing at the moment in this market and please please please please please understand no one loves prospecting of course I'd rather be doing something else of course I'd rather be putting a side by sticker up of course I'd rather be celebrating with champagne with buyers that we've just sold at home but I've got to tell you if you don't Prospect you won't be getting listing presentations you don't get listing presentations you don't get listings you don't get listings you don't make sales it all starts with prospecting if you don't love it get used to it it ain't going away questions team absolutely um I haven't heard of that tactic before and I love that um we also I quite a book follow of your Instagram page one of my favorite things is to look at the comments because they're pretty entertaining um but one of the posts I don't know if this is a post that you're talking about but you said um it's not about the door knocks about the impacts which I really like um yeah I thought can you talk to that a bit more I think you kind of did briefly but I think it's a really really important concept and how can yeah yeah Stacy it's an interesting one because there's a bunch of real estate agents that are set that say to themselves okay I'm gonna go do 30 door knocks today and I'm gonna do 30 phone calls so they basically become like a checklist agent I've done it there's no passion there's no energy in it right you can tell that I want to be doing it they're just going through the checklist that's what I mean are you prospecting because you have to or are you prospecting with impact impact is when someone speaks to you they actually feel an energy filled a bit like wind you can't see it but it's there they can feel it they can see that you're energized that you're pumped you're excited that you've got to look in your eye that shows that you care and that's what I mean but there's just too many real estate agents out there that where they're going out there foreign right people can tell they don't care they're not making an impact they're just trying to get something out of it big tip Stacy big tip start treating people like students not like prospects it changes the game when you start looking at people as students you start educating you start giving information you're assisting them you're helping them get better on a subject when you look at people as prospects you're trying to flog things to them so change the way that you look at people that that's really really insightful time and I think that education pieces is so crucial that that we we don't see enough of um and sort of continuing on from that a really big and common objection that agents get is I'm already working with someone in the area they're the local expert on fine thanks what's the best way to combat that yeah so um I'd probably say sounds like you don't need another real estate agent and then I'd go on to say but may I ask you one day when you might need another real estate agent could I be on your list you'll be fascinated to see how many people are going to say yeah sure and at that point what you say is great if you give me your email I'll send you my details and then you've got them on file and that's the beginning of a permission-based relationship with a person so they might have another agent they work with they may not it might be a shrug off or it might be the truth the point I'm making is this if you stop being very valuable to that person you start providing just listed information just sold if you're if if you're really educating them all of a sudden they're going to start thinking why isn't my other agent ever in contact with me right and um so I'd probably say that that's a really good approach to have the door open but even if that were to work with a specific client I've got great news everyone there's thousands and thousands of people move on to the next one you know what I mean don't get caught up right like in fact I you know I've got it in my car I've got this little plaque it says next n-e-x-t something happens bad next move on next person right more people more conversations equals more listings in the story any other questions team um look just uh this one is just a quick one and I've actually got something I want to I want to show you Tom so just quickly before I do that I want to know if you could have a tool that would help give you that Insight easily that would be beneficial to you and your clients yeah like we'll give you what information just to elaborate Toby Moore yeah any information on a particular area so any listings that happened in the area sales in the area building consent information in the area changes to different properties 100 100 anything you wanna you wanna you if if we if we're going to look at people as big students like I said and we're going to start providing information you've actually got to become Google of your Marketplace you've got to know everything inside out so what does that mean study get product knowledge so if you've got product knowledge if you've got product knowledge from a source man that's gold absolutely yeah awesome okay well look I'm just going to um quickly share share my screen here and uh this is something our our team's been working on um Stacy if you can just just let me know if that screen share is coming through all good and um most people in the audience wouldn't have wouldn't have seen this either um so it's a bit of a first year awesome is that coming through Stacy yeah cool yeah so the purpose of this is you can search a street a street or a suburb or an area and we're going to tell you all sorts of bits of different information about it um the other way you can do it is you can come and search through your map view um so we're going to come to a suburb here ponsonby quite a nice suburb in central Auckland um and we see here right down by the Waterfront close to the Harbor Bridge we can switch over to our satellite imagery there and get a nice good overview of what's happening nearby um and for the purpose of this I'm going to switch back to our our map view here and what we can do if if we want to prospect let's say three streets this week I'm going to do three streets in ponsonby herne Bay around central what we can do we can actually draw a a selection around the three streets or the area that we want to prospect and we can do whatever shape we want what we're going to do we're going to come down and we're going to go search and this is going to pull all the addresses from within that area that we've selected if you want to you can do the whole of Auckland and capture all of it there um and we see here 256 results um and what we've got we've got some basic information about the properties obviously their address size ownership things like that we can come to our list view as well we see some of them are currently on the market and some have recently been withdrawn either withdrawn sold or withdrawn not sold and then on the left here Tom this is where we're really trying to nail down different strategies and help agents become the expert and give them that next sort of Step Up of of information and what we've got is we've got a whole range of different filters you can use to help determine what your exact strategy is going to be so what we can do we can go by consent what properties have development related or renovation related consent we know people do work to their properties before going to Market we can go by land title different zoning types size stormwater Wastewater connections things like that any property details bedrooms bathrooms cladding pools driveways see the information floor area all that General stuff then we can come down and we can go by listing so what properties are currently for sale on the market what ones are for rent we might exclude the ones for rent depending on your strategy and how recently were they listed were they listed within the last week were they listed within the last 90 days or even longer service listings might be uh vendors might be getting fed up with their current agent ready to move on to someone else and then lastly we can come down by ownership when you're in New Zealand the average home ownership lifespan is about seven years average turnover so what we could do we could go two years either side of that so what properties have been owned for between five and nine years because these people are either side of that sweet spot of um potentially ready to go to market we can come down here what ones are owned by individuals and then lastly what properties out of these no we've gone from 256 I believe down to 38 results what out of these properties have no mortgage interests attached to the title 13 results so we see our list narrowed down to 13 results and of that we know for certain these people have owned their property for between five to nine years and they've got no mortgage interest attached to their title of this property so they're potentially in a in a good position to buy or to cash up sell out whatever um and from there what we can do we can select these 13 we can go add to our list and what we're going to do we're going to go Tom's ponsonby list and here we can go toggle notifications on and what this is going to do is when we create this list with notifications on anytime there's a listing a consent approval or submission for any of those properties on that list there's a change in ownership any small details we're going to notify you and let you know and so we create that list we come to our watch list and we see here Tom Swanson b list nice and easy um so what I I really want to know Tom is a tool like that I'm going to bring down the screen share a tool like that is that is that useful information or can you get that elsewhere or having it at your fingertips is it is it is I'll just um you know that's the first time I've seen it right and um it's a it's a it's a tool that um if you're using uh what I would suggest to everyone and I have I have real estate agents that do this in Australia uh with other products right what they do is they have two screens open one screen is their CRM system right and then one screen is they've got data or information like what you've just displayed so um what happens is they then are usually often just having their air pods in so they're not holding a phone right and they're just sitting away and they just get into this operating Rhythm and it gives you this sense of you're speaking from a position of strength because when you're talking to people what did we say that my Instagram comment came from the public they said I want to be surprised I want to be given information that I'm not aware of right so you've got it there you know they're not to know they're not to know that you've got this second screen opened up there that you're seeing it so that's how uh that's how I'd be you know using it and I'm just having a look at some of the people making comments there suggesting they want to have a they want to have a go and um and trial it you know that's what Ross is saying um so yeah but please remember team that tool doesn't make the calls you still need to make the calls yourself if you're thinking to yourself oh great you know I've got this you know my prospecting's going to be easy you still have to make the calls it's no different to doing sit-ups you can't Outsource the sit-ups you've got to do the sit-ups yourself right um but um yeah and I think I think right now right now is probably the greatest time greatest time on the planet for you to be getting in front of people because people are confused is a changing Market they're hearing interest rate Rises they're hearing inflation War Ukraine Russia you've got an election there next year they're trying to work out what's going on be the thought leader in your market right be seen as the educator in your market and please please please always remember always remember that when you're prospecting have the list of people that you're going to be approaching before you start prospecting because sometimes you can get overwhelmed because you say oh I'm gonna example I said to a guy the other day do 10 calls before 10 A.M at 11 o'clock I asked him how'd you go he said I did one I said why is that he goes I seem to have spent most of the time trying to work out who I was going to call I was looking up names I said rule number one powerful this equal powerful results don't ever forget it have a list of people already articulated on who you're going to be contacting but I might get you guys to uh Stacy and Jake I might get you there's a few people there asking a few questions we'll link to it anyway yeah it was a good question here and have she's realized people are not comfortable sharing phone numbers when whilst or Knockouts yeah listen if you can't get a phone number just casually ask for an email because emails are something that are more likely to be given to you than a mobile right then earn the right from there right and if they don't want to give you either move on don't be pushy I mean that's why they hate real estate people because you're not reading the play you know um I'll get you to go through any of the other comments or questions too Linda's asking when it will be available um yeah Look Linda we will reach out to you and let you know um by the end of this year this tool is going to be available and um and ready to to roll out so just putting the finishing touches on it now and then it's going to be available I have um I have another question Utah if there might be agents out there thinking of I've I'm quite well set up I've got my processes they're still getting um people get in touch with them what's your advice for encouraging people to prospect even though they think they might not have to so when I've analyzed real estate gym members which is my training platform and I look at my real estate gym Plus members and I'll get into conversations with them I come up with an interesting statistic and that is these are people that are the Elite we're not talking about people that are new or or in growth phase these are people that are doing over a hundred sales a year writing over two million dollars in Gross Commission they in the cape that they get about 70 of their business coming to them through attraction Attract it and they're getting 30 percent where they're reaching out so if you're the sort of person that is saying hey I'm getting all this work come to me just understand you're leaving money on the table because the best models have got a combination of reaching out and attract 70 30 appears to be the number so if all your business is just coming in you're simply not reaching out to as many people as what you should be and that's fine because if you're happy making the money that you're making listen there's no dramas but if you want to make more you're going to have to prioritize prospecting Business Development reaching out in 2023 yeah and another good question how how do you see attending events within your area being important fundraisers markets what are your thoughts on that well the community agent is normally the best agent it's the agent that brings a community together becomes the ego center of the community they're the best agents right because they look like they're giving back to their community people know us in real estate is always taking away taking commissions and buying nice cars buying nice homes having nice holidays good real estate agents are seen giving back to the community whether it's a fundraiser whether it's a sponsorship of a soccer club a rugby club whether it's attending their markets whether it's putting on a movie VIP night whatever it is raising money for a charity be seen as being a community-based agent it's not a cost it's an investment it'll make you feel good anyway so I think every person should have at least one organization they become an ambassador and they support it could be the Rugby Club they're there giving trophies out they're there on the sidelines they're there on presentation nights I've got to tell you you're tapping into a whole community these kids have got parents these parents have got houses at some point they need a real estate agent if you're there visible you're on the shopping list so 100 percent to Francis who wrote that question 100 percent Harry's just asked the question when you're when you are doing prospecting calls after introducing yourself do you say how are you or directly say the reason I'm calling yeah I don't think you say how are you I don't think you say how are you I think I think I think around the Mage and calling someone asking him how they are is not the best use of time I think it's a lot better saying hey Harrod's top Hennessy from the real estate I know you're not selling right now I'm going to be very brief here's the reason I'm calling back straight into it yeah um of course I know we're we're sort of almost almost out of time but I was wondering what's one thing that everyone on this call can do tomorrow or this afternoon to get a Kickstart on on their prospecting um set up set it set it set a target of minimum Core Connections per week so turn around and say I'm setting a goal I'm going to do a minimum of 20 a day that's 100 a week we've now got let's look at my diary 17th of November we've got about four weeks my goal is to do 400 Connections in those four weeks that would be it and then step number two just start 80 percent of winning is just beginning get that first Domino down once you get the first Domino down you're in the game that's what I do awesome that's a great tip to finish us off well um thank you so much Tom for joining us I think everyone found that very very insightful and yeah I think all the agents on here can can go away and actually put that into practice now which is awesome cool um thanks Jake for co-hosting and yeah thanks for everyone attending today thanks a lot signing off Kia Ora thank you bye thank you everyone