Monday - Real Estate Agent Calls
Elevator Speech for Cold Calling/Prospecting new Realtors
6 steps to creating your Elevator Speech
- Who you are: Jim Bass
- What company: Mid America Mortgage
- Where your office is located (market you serve): Mid-Atlantic Region
- Your experience: I’ve been serving the mid-Atlantic Region for the last 21 years.
- Your bait: A great referral partner for me is anyone looking to to grow their business. We pride ourselves in excellent service and communication.
- What do I need: A card. A coffee date. Let’s find out some potential business we can do together.
Next time someone asks, “What do you do?” Answer with elevator speech.
Geographic farming calls
Weave in some form of Evidence of Success, drop names (PTA, HOA presidents, committees)
“Don’t you guys use the Rockwell model like Dave and Lisa O’Connell’s?” (Are you the person who financed their house?) “Why yes I am!”
Tuesday - Status Update Calls
Built on initial consultation:
“I want you to describe the ultimate home-selling experience. Did you sell it fast? Did you not sell it fast because you dug in? Did you have to make some repairs because you wanted to make sure you did it right? What did it look like? …
So, what I’m hearing is that you want this wrapped up so the family can move together. If we help you accomplish your scenario, will you help us? All we’re looking for is two great people just like you. If we work and help you accomplish your goal, will you help us accomplish ours?”
After appointment and give them honor (you or team leader) to stave off remorse from signing a contract:
“We are so excited about working together. I know the ultimate scenario for you is to get this to close so the family can move together. I got that and we’re gonna do what we can. I don’t think that’s going to be a problem. If you need anything, here’s my cell. I don’t want to keep good clients like you waiting.”
There hasn’t been any progress on the file:
“Mr. and Mrs. Borrower, there hasn’t been any progress on your file and we haven’t hit in milestones – I just want to check in and let you know we’re still on track. Do you have any questions or is there anything you need from me?”
Ask for a CCR:
“How are we doing? ‘Okay? Doing good?’ That’s not great! And if we’re not great, we can’t expect to earn your referral business. What did we fail to do that we promised at the initial appointment?
Nothing else that we haven’t done that we said we could do? Are we good?
Now remember, at the initial appointment, we promised to accomplish your goal, and you said you’d help us. Who are two people you know who we should be talking to about real estate? Not ready to buy or sell right now, but just talk. Are you comfortable referring them?
Okay, thank you for his name. Now, getting him to call me is more difficult. What do you think is the best way to make sure your brother and I speak soon?”
Wednesday - TBD Calls
WHY?
Most loan officers meet with clients and then HOPE they call back when they buy a house. This could be the dumbest thing our industry does. We must stay in touch with our borrowers to keep their deal and mostly to impress the Agent.
SCRIPT
Hi this Kyle with Mid America do you have minute. (pause)
I work with (Loan Officer) and (LO) met with you on __________ and helped you get pre approved. I am calling to touch base and see if you have any questions? (pause)
Great are you still looking for a house?
Are you looking this weekend and do you need a new pre approval letter?
Are you still working with ____________ (realtor’s name)? If they are great, if they’re not get the new agents information. Here’s why and tell the clients. It is very important that Jim and your new agent talk before you make an offers. That way there are no mistakes on your transactions.
Thursday - Past Client Calls
Use FORD Dialogue (See Friday)
Friday - VIP Calls
= Goal is to set an appointment with them; call 10-12 people on Friday
= Seek out 10 most influential people in your backyard (Business magazines, Chamber awards, entrepreneur magazine, trustee members)
= Look for problems they have that you can set an appointment and fix
= Always incorporate their name into the conversation
Example phone call to Bank President Marty
Hey Marty, it’s Jim Bass. I have watched you from afar, watched you break out from the corporate guys and continue to add branches in the community. You’ve invested yourself as a community leader, you’re involved in so many charities. I would love to take you to lunch and just learn a little about what has made you so successful. Is that something you can fit in sometime this week, Tuesday, Thursday? How can I earn some time on your calendar? I’m just such a fan of people who have achieved that kind of balance.
Then pause.
FORD
Family
Occupation
Recreation
Dreams
“Hey Jim, how’s it going? Your daughter is in Australia, could it get any farther?
Hear you have a new dialer. How’s that working?
You’ve been talking about going to Hawaii, think you’re gonna make that Happen? You could actually hit Hawaii on your way to visit your daughter.”
Take notes as you listen.
Look them up on social media. What’s the latest trend? Find something to talk about there:
“Dude I just saw you do the ALS challenge! That’s the biggest bucket I’ve ever seen!”
Getting people to your events
“We’ve got our annual ballgame coming up next month. Just wanted to make sure you’ve got that date set aside.”