Blog / Prospecting
Quick Tips with Lee Woodward, The Street Campaign
The Street Campaign is a campaign designed to bring in quality leads. If done correctly, it will be the most effective lead generation prospecting activity you undertake.
You have to hit the phone, the pavement, send SMS’s and follow through with sending reports.
1. Select the street of a new listing about to hit the market and drop the brochure of this property with a Just Listed sticker note or flier into every mailbox in the street. Telemarket the street and say the following, “Good afternoon, is that Mrs Williams? My name is Lee. The purpose of my call is to see if you received the brochure regarding 10 High Street that I delivered to you yesterday?”
2. Listen to the response and then say “Would you be interested in attending the open for inspection this Saturday between 10:00 and 10:45?” If the answer is yes, simply ask, “Is that because you are possibly considering moving or are you simply interested in keeping up to date with the values in the area?” Listen to the answer and action accordingly.
3. Send an SMS on Friday to all possible attendees to confirm the open for inspection time and let them know they now have your number should they require any further information.
4. On Saturday evening contact all identified possible sellers, and let them know the open for inspection feedback such as, “We had good numbers of people through the property, yet some of them wanted a different style of home in this location which is great, as it indicates our marketing is working.”
5. For possible future auction vendors you may send them a Saturday evening SMS saying “We had a great day in the marketplace today with a 97 per cent auction clearance rate. Enjoy your weekend.”
6. Continue with feedback and interest, and mention the types of buyers interested in the area and what they are prepared to spend. This allows you to save grace if the property is not sold quickly, and potential sellers will understand you had the buyer and that particular property just didn’t match their needs.
7. Once the property has been sold, conduct another mailbox drop within the street with a Sold sticker on the brochure, note or flier, including a comment stating “People are still looking to buy in this fantastic street.”
8. Send a specific letter one week following the mailbox drop inviting all owners to have the value of their property reassessed in light of this most recent result.
9. Telemarket the street and inform the owners personally that the home has been sold, and use the opportunity to advise them of the actual price achieved if asked.
10. A week later, telemarket the street again explaining that many of the owners of properties in the street have requested a report that you have designed. Send out your comparative market analysis report, explaining that this report has nothing to do with selling their property; rather its purpose is to keep them up to date with the sales in the area over the past six months.
These actions will create momentum and the outcomes for you will be more business, a focused approach and a brilliant career in real estate!
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