Seeking Probable Customers
Today we’ve got a different exclusive guest sharing some data with us on shortsalepowerhour.com. Ben Kinney comes to us live from behind the wheel of an automobile. Since he’s resisted being on camera for 2 days in a row, Kevin and Fred at long last cornered him. Ben Kinney is a Mega agent in the Washington area and a master of technology. He’s going to share some information on lead generation and discovering potential customers.
One of the best things that they have done to produce leads over the last few years is to work the cancelled/expired list. It is jam-packed with citizens that have to sell their home and don’t understand how to handle the short sale method or work with professionals that do not appreciate the short sale method.
Regular prospecting for clients still works in this industry. Ben Kinney has hired a full time worker, one specific person, who is a full time telemarketer. Every day he makes calls to prospect for clients that have to short sell their house and he has generated 30 leads in the first 3 months of 2010. In a slow week, this telemarketer will bring in 5 appointments, which more than pays his salary. And on his greatest days he has brought in eight appointments in 1 day. So, the old school methods for finding clients still work.
One other tip that Ben Kinney has shared with Group 4610 in the past and we would like to send along to the audience is the use of Google Local. If you don’t have your company listed in Google Local, you should get that completed today. Nevertheless, when you list it, do not make the heading of your ad the name of your company. You should make the heading a phrase that your client would search. For example, short sale realtor would be a quality phrase for Group 4610. And there you have it, another quality episode filled with tips and tricks to improve your short sale business.
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