You don’t have to like cold calls – you just have to make them.

Rules of Cold Calling –the set appt.

AE: Hello my name is (full name), and I’m calling from your website, REALTOR.com. Did catch you at a bad time right now?

AE: I can appreciate that, therefore, the only thing I would like to do very quickly today is:

- First, introduce myself as your Account Executive

- And, with your permission, I’d like to email you my contact information, and information regarding REALTOR.com and set up a time that would be more convenient to have a confidential discussion to review how to better leverage REALTOR.com. (Deal with time)

When this week, would be a good time to get together, for about 40 minutes to go over your marketing? (Up Front Contract )

ACTION: Need email to send broker/agent

On the appt:

Appreciation – I would like to thank you for this time today, and also for posting your listings on Realtor.com.

Naturally (their agenda)

Let me ask you this, what do you currently know about Realtor.com and how it works? What have you always wanted to know?

(offer hints: statistics, who’s on base, what are most realtors doing on Realtor.com? How are they doing it? How much do they invest?)

Obviously (your agenda)

I want to take you online, show you your listings, how they are currently appearing on most of the world’s; largest websites via Realtor.com and our channel partners, and how 70% of all online shoppers see you now, answer any questions you have regarding you and Realtor.com

Then go over your options as a member, see what solutions are available, set the stage for a mutually beneficial long term relationship and see what we can accomplish today.

SMALL TALK

q How long have you been a realtor?

q What did you used to do? (tells you if they are always broke, or successful)

q Do you have a Niche Market?

q What did you think you could accomplish if you were on Realtor.com?

q What would happen if you were not on Realtor.com

q When was the last time you were on Realtor.com

q How many do you normally have (10-slow right now - this is a lot for me… )

q Do you create any of your own advertisement

q Pride of ownership of home owner

q How do your buyers find their home… ?

On the walk through – discuss:

Showcase Listing Enhancements
~Agent Name, Slogan
~Agent Photo
~Agent Contact Information (3 phone numbers & email address)
~Link to Agent Web Site (doesn't have to be a REALTOR.com® site)
~Printable Brochure & Request A Showing Lead Form
~Ability to include Internet Remarks(automatically) if RETS MLS
~Suppression of the Skyscraper & Rectangle Ads on your listings
~View Your Other Listings Link
~Ability to include 5 additional photos
~Custom Headline Banner
~Advertise Open Houses
~Custom Property Description in addition and/or in lieu of the MLS standard description
~Scrolling Text

~Get Listed in 40 cities of our find a realtor directory

What are the key benefits of the Showcase Agent Listing Enhancement products?

 Lead Capture

 Display of your brand and your listing to the largest audience of potential homebuyers and sellers on the Internet

 Increased Exposure on the Search Results Page & Listing Detail Page

 Differentiation on the Search Results Page & Listing Detail Page

 Ability to Customize and Enhance Listings

How will Listing Enhancements help me to generate new business?
Listing Enhancements will assist in creating consumer awareness of my listings because they are designed to:

 Differentiate me from non enhanced listings

 Increase My Exposure and Branding

 Capture and Send Leads

 Opportunity to double-end deals

 Provide more value to your listings presentations

 Justify Commission

Featured Agent™
Maximize Your Exposure to Buyers and Sellers in Your Local Market

With 71% of consumers turning to the Internet to search for a home^*, you want to be there in the most prominent way possible. But how can you distinguish yourself from the competition and reinforce your leadership role? Now you can target your local market with Featured Agent™.

Featured Agent™ is a new marketing opportunity that dramatically increases your branding and visibility among sellers and buyers in your local market. Featured Agent™ builds your presence in your chosen market, regardless of whether or not you have listings in that market. Now you can reach sellers and buyers when your listings don't. And, with Featured Agent™ it has never been easier to customize your message for your target market.

Benefits:

• Build your name recognition.
• Reach sellers & buyers beyond where your property listings end.
• Customize your message for your target audience.
• Display your marketing savvy.
• Demonstrate your market leadership.

FEATURED HOMES - Benefits:

• Gives you a powerful tool to obtain listings and sell homes.
• Shows sellers you're sharp, professional and committed.
• Gives you top billing in a prime spot on the Internet's #1 real estate site.
• Differentiates you and underscores your expertise in the areas you choose to market yourself.
• Attracts targeted home searchers to your listings.
• Hyperlinks to detailed listing information.

Featured Homes includes:

• Photo of your listings at the top of key pages along the "Find a Home" search path on REALTOR.com®.
• Brief listing description (number of bedrooms, bathrooms, sale price, city, virtual tour and open house) next to each photo.
• Hyperlink to detailed listing.

Find their pain, as you are doing walk through

Have you come across any challenges that you think maybe we could overcome by utilizing Realtor.com?

(Offer suggestions)

Like a lot of Realtors use Realtor.com do get higher end listings…. Could you see yourself doing that? What do you think you could say?

One of the best leveraging tools we have for new members, is when you have a listing about to expire, we actually have marketing letters that you can send out to them announcing your new membership – then follow up with a call and ask them to renew their contract.. Do you ever come across situations like that? What do you think that seller would say about you, after you informed the seller you invested in something like this? As opposed to what he would say, if you didn’t?

I ITEMS OF VALUE – ARE YOU CURRENTLY SENDING OUT ITEMS OF VALUE TO YOUR PAST, POTENTIAL AND CURRENT CUSTOMERS? HOW IS THAT WORKING OUT FOR YOU? WHAT DO YOU SEND OUT? HOW ARE THEY REACTING TO THAT? DO YOU FEEL THAT IF YOU COULD SEND OUT TRAFFIC REPORTS, PRESS RELEASES, AND THE FACT THAT YOU NOW ADVERTISE ON 20 OF THE WORLD’S LARGEST WEBSITES, THAT THAT WOULD BE A SIGNIFICANT ITEM OF VALUE?

GETTING HIGHER END LISTINGS –

WHAT OTHERS DOING THAT YOU MAY NOT BE DOING?

WHICH AGENTS HAVE HIGHER END LISTINGS?

DO YOU SOME NOT HAVING ENOUGH MONEY TO ADVERTISE EFFECTIVELY TO COMPETE OR SATISFY SELLERS NEEDS

EXPIRED

DO YOU HAVE ANY EXPIRED LISTINGS, THAT MAY NOT WANT TO RENEW THEIR LISTING WITH YOU?

HOW DOES IT MAKE FEEL WHEN THIS HAPPENS? HOW DOES IT EFFECT YOUR REFERRAL BUISNESS?

DO YOU FEEL THAT CALLING THEM AND LETTING THEM KNOW YOU JUST GOT THEM NATIONWIDE ADVERTISING WOULD ENCOURAGE THEM TO REMAIN YOUR SELLER?

FSBO – ARE YOU CURRENTLY FARMING FSBO’S? HOW IS THAT WORKING OUT FOR YOU? ARE YOU LOOKING ITEMS OF INTERESTS THAT YOU CAN FARM WITH?

COMMISSION JUSTIFYING – HOW DO SELLERS FEEL ABOUT THE 6% COMMISSION FEE? WOULD YOU LIKE TO BE ABLE TO JUSTIFY THAT ALL THE TIME?

BRINGING VALUE TO THE TABLE WHEN COMPETING WITH..(TOP PRODUCERS, YEARS IN INDUSTRY) – DO YOU EVER COME ACROSS CHALLENGES AT LISTING PRESENTATIONS? DO YOU EVER COMPETE FOR LISTINGS – HOW DO YOU OVERCOME THAT? DO YOU FEEL THE R.COM MARKETING SYSTEM COULD…

RELISTING – DO YOU EVER HAVE TO RE-LIST A PROPERTY BECAUSE IT EXPIRED? DOES THAT TAKE MUCH TIME? WOULD YOU LIKE TO ENABLE OTHER REALTORS TO SELL YOUR FASTER, SO YOU CAN FOCUS ON GETTING NEW CLIENTS?

HAVING TO DROP PRICE – HAVE YOU EVER HAD TO DROP A PRICE BECAUSE THE LISTING DID NOT SELL IN TIME? DOES THAT HAPPEN OFTEN? HOW DOES THAT AFFECT YOUR REFERRAL BUSINESS? WOULD YOU LIKE TO HAVE REPORTING THAT ALLOWS YOU TO JUSTIFY THE Decision TO LOWER THE PRICE?

GETTING REFERRALS – DO YOU RELY ON REFERRALS? WHAT HAPPENS IF THEY STOP FOR A WHILE?

NOT HAVING ONE CALL CLOSES – DO YOU EVER FIND YOURSELF SPENDING TOO MUCH TIME TRYING TO GET A LISTING? WOULD YOU LIKE TO HAVE A STRONGER PRESENTATION?

LISTINGS NOT CREATING ENOUGH BUSINESS – IS THE LISTING WORKING FOR YOU TO CREATE MORE BUSINESS? IS WHERE YOU ARE ADVERTISING THE LISTING WORKING FOR YOUR SELLER?

CUSTOMERS NOT READY TO BUY (FORCED LEAD PROGRAMS) - DO YOU EVER FIND YOURSELF CHASING A TON OF UNQUALIFIED LEADS? WOULD YOU LIKE TRUER TRAFFIC? HOW WOULD YOU BE BEST SERVED IF YOU WERE SHOPPING ONLINE FOR A HOME?

BROKERS REVENUE SHARING – CHARGING FOR LEADS

SELLERS NOT FEELING THE VALUE – WHAT HAPPENS IF YOU SELL THE HOME TOO FAST?

REFERRAL FEES – ARE YOU CURRENTLY GENERATING LEADS WITH REFERRAL FEE PROGRAMS? HOW IS THAT WORKING OUT FOR YOU?

TRUE TRAFFIC – HOW ARE YOU TURNING YOUR TRAFFIC INTO SALES?

JUSTIFYING FEES – HOW DO YOU CURRENTLY JUSTIFY FEES NOW? DO YOU LEVERAGETHE STRENGTH OF YOUR MARKETING SYSTEM ON LISTING APPOINTMENTS?

HOW TO LIST AND LEVERAGE REALTOR.COM

What if you could say to your sellers: LIST WITH ME AND I WILL PLACE YOUR HOME ON MOST OF THE WORLDS LARGEST WEBSITES INCLUDING:

 HOMESTORE.COM, REALTOR.COM, MSN.COM, AOL.COM, WALLSTREET JOURNAL.COM, EARTHLINK, NETSCAPE, COMPUSERVE, DIGITALCITY.COM, IWON, EXCITE, JUNO, NETZERO, JOBS, AND CHICAGO SUN TIMES......

THIS WILL ENSURE THAT I WILL:

1. Find you the right buyer

2. Sell your home at highest price possible

3. Sell your home in shortest period of time.

4. Memorialize YOUR home (Do you know how this is done? through photos and national marketing campaigns, all of your relatives and friends will be able to see your home on the internet)

 I will also provide for you Nationwide advertising, full color ads, detailed property descriptions, local neighborhood & local school info attached to your listings on the internet.

 You will also get traffic reports emailed to you twice a month, which will allow us to see how accurately priced your home is.

 Allow REALTORs outside of my MLS to view your home, so we can gain the largest audience TO SELL FOR THE HIGHEST PRICE IN THE FASTEST TIME TO THE MOST QUALIFIED SELLER....

 List your home on all of the Internet Broadcasting System's Inc websites which include all of the NBC.com sites

Ø Hold Open Houses and advertise them on all of the National sites INCLUDING REALTOR.COM & AOL.COM

OTHER SOLUTIONS:

FARMING/MAILING LISTS

q REALTY TIMES NEWSLETTER/UPDATED MONTHLY/COBRANDED WITH YOUR BEAUTIFUL FACE

q BRAND NEW CONTENT FOR YOUR SITE EVERY MONTH

q ABILITY TO SEND OUT INFO AND COLLECT EMAIL ADDRESSES WITH OUR JOIN OUR MAILING LIST TAB

q NEW homes LISTINGS TAB (NEVER BE WITH OUT ISTINS AGAIN)

FEATURES HOMES

q PRIORITY PLACEMENT

q LEVERAGE MARKETING PROPOSALS FOR MORE EXPENSIVE HOMES (LARGER COMMISSIONS)

q MARKET YOURSELF AS SOMEONE WHO FEATURES HOMES ON REALTOR.COM

EMPOWER YOUR MARKETING PROPOSALS

q HOMES ARE FEATURED ON THE WORLDS LARGEST WEBSITES

q ENHANCE THEIR LISTINGS ON REALTOR.COM

q MILLIONS OF CONSUMERS WILL SEE THEIR HOME WITHOUT EVER INTERUPTING THEIR DINNER

LISTING UPDATE/BIOGRAPHY PAGE

q ALWAYS HAVE YOUR LISTINGS AUTOMATICALLY UPDATED

q MINIMAL MAIN

Typically (possible outcomes)

Based on our discussion – there is no fit

If yes, discuss next steps, which are:

To move forward today, all I need is your email address, your main numbers, and which ever credit card you want to place your investment on, you will receive an email confirmation of your purchase and also you will receive an email regarding training.

 WELL LET ME