getting started as a real estate salesperson PLEASE HELP!

[usinrock]

Hi,
A couple of months ago I decided to change careers and become a real estate salesperson. I have finally gotten both my New York, and my New Jersey licenses
which is great, but I am completely inexperienced in this business. The real estate office I will be working with told me I had to make at least 200 calls a week, and at least 200 mailings a month. When I heard this I almost fainted. Where do I get so many numbers, and addresses? This may sound crazy to you, but the only thing that came to mind for me was to go through the phone book. If anyone knows of a different way to get so many numbers, and addresses please, please, please, let me know. Any help would be greatly appreciated.
Thanks

[Salt River Media]

Welcome,

200 a week, that's nothing. When I first started I made 75-100 contacts per day. This equals about 300-400 calls each day.

Here is what you should do:

Call expired listings and FSBO's every day.

Call around your offices Just Listed & Just Solds.

Just Listed Script: Hi this is ___________ with xyz real estate and we are selling your neighbors house at ______________ and I was wondering... Do you know anyone that's interested in moving to the neighborhood?

Just Sold Script: Hi this is ________ with xyz real estate and we just sold your neighbors house at ______________. I was wondering when are you planning on moving?

By calling expireds, fsbo's and calling the subdivisions of your offices just listed & just solds you should be able to make a couple hundred calls a day.

By the way, 200 calls a week is weak! If you really want to jump start your career, set a goal for a minimum of 50 CONTACTS per day. You might have to make 200 calls to get that many contacts.

You can also take these same scripts and use them door-to-door. I prefered the phone because it's more efficient.

Also, if you are going to do mailings, you might as well do one that works. Pick a subdivision that has a high turnover. (look for 10 % or above)
Start with 500 homes, mail at least once a month, mail every month - do not stop mailing. You will get much better results if instead of mailing you walk the neighborhood and deliver it in person.

[kyle422]

I would be cautious about coldcalling people. If they are on The Federal Do Not Call List you could wind up paying some pretty heavy fines.

[kyle422]

Where do I get so many numbers, and addresses? This may sound crazy to you, but the only thing that came to mind for me was to go through the phone book.

Check your county's tax records for addresses. Or you could use a service called
quantummail .com which will create mailouts with the addresses by picking streetnames and or zipcodes.

[Salt River Media]

Your office should have a database of the do not call list. Just compare and then call. The do not call law has actually been a good thing for the agents who make calls because most agents have given up on calling and that means less competition for you.

I think it was Zig Zigler that said: "The only difference between a successful sales person and the unsuccessful is that the successful saleperson will do what the the unsuccessful refuse to do". Or something to that effect. I think the message is clear though.

You can get a list of FSBO's & Expired Listings that have already been compared against the do not call list from Warnock's

[judyo]

I would check with your board or any other local sources for training available and take as many classes as you can afford in time & money. How did you decide to work with the company you selected? Some companies are bigger on training (some offer in-house) than others.

And the first people to contact, which you might have already been told, would be your sphere of influence such as family, friends, prior co-workers & any other acquaintances you know. I would send each of these people a professional looking yet friendly announcement letter to let them all know about your new career.

See if you can find a mentor in your office that would let you tag along on appointments (both buyer & seller) & let you sit & listen to them fielding client calls (depending on how your office works with incoming office calls). Sometimes you can offer them a percentage of your commission if they work with you through your first few deals, too.

Best of luck!

[CafeMonkey]

usinrock,

I think the general point here is that this is a people-business... You can't sit behind a computer and wait for the houses to sell themselves... You gotta go press the flesh, meet people, become friends, and put them in houses to make the money.

Get your message in front of enough people, and sooner or later, one of them will need your services!

About Kyle's post, I started a thread about the Do Not Call List.

[kensmith]

The DNC list has made it really hard to cold call. Some areas 99% of the homes are registered and those that aren't don't want to here from you. This may be a local thing, but I really doubt it.

Mailing around a just listed or Just sold works great. I can mail 100-150 pieces and have 3 or 4 calls asking for more info. One deal for every 2 or 3 mailings makes it well worth while.

FSBO's is one of the best lead sources as you know they are ready to sell.
__________________
Chicago Homes - Relocation Agents - Streamwood Homes

[Salt River Media]

The DNC list has made it really hard to cold call. Some areas 99% of the homes are registered and those that aren't don't want to here from you.

Ken, Here is a great markeing idea for you:

If you can really find an area that has 99% of it's residents on the do not call list you should write an article about it and submit it to your local newspaper. I think it would surely get published.

I have heard that about 25% of the residential numbers have been registered, however, I can not verify that from the FTC or the FCC sites.

Checking FSBO's, Expireds & several subdivisions I am seeing about 15% on the list.

If I was in an area that had a high number on the list I would go Door-to-Door. You won't make as many contacts but your conversion should be higher.

[usinrock]

I want to thank all of you who gave me advice. Please keep it coming, I need all the help I can get. Once again, thanks