Direct mail - get listings

[Steve Orlov]

Hello everyone,

My partner and I, began marketing to property owners in NY area, looking for motivated sellers.

As expected we received 2% response on our second campaign, but almost no motivated sellers.

With that said owners are interested to sell for the right price, which mean that we need to learn how to get their property listed as RE agent.

It would be great if someone can share experience on ways to convert these opportunities into listings

I will continue updating this thread with our progress.

[Dany Namou]

Well first and foremost you must follow up and then follow up and then follow up untill you set an appointment. 

When following up,  don't make every single conversation about real estate. Take delicate notes when talking to them and ask questions that will get them to talk about their motivations and their personal life. Once you know these details,  bring them up on follow ups. This shows you actually listen and care. 

Side Note: If your serious about RE,  you should really use a CRM to keep track of notes and reminders. 

For instance, one person I spoke to who was thinking about selling in the spring mentioned she was having a surgery in 3 weeks. I am going to follow up in 4 weeks,  and the first thing I'm going to do is ask her how's she's feeling after the surgery. I might mention real estate at the very end.

And don't get discouraged if they don't feel like selling for a year. Keep following up, but less often.  We have clients that we kept following up with for nearly 2 years untill they did business with us.  

Remember your end goal should always be to get an to an appointment with the seller.  You are never going to get a listing by talking to someone over the phone. You need to get in front of them,  have them trust you,  and show them the value you bring.