When you sit back and think about it, what is $5,000.00 in Commissions? In today’s market, it represents 1 or 2 deals at the most, correct? Now, to achieve that, how many qualified prospects do you need to attract to get those 2 deals in a month?
If you really understand this, THEN you really know your closing rate on GOOD, QUALIFIED PROSPECTS. Now understand this – I am not talking about someone that has a pulse and you said hello to 6 months ago — I’m talking about someone that has made it through your first set of qualifications, raised their hand and said “I’m interested in buying or selling a home”.
Let’s assume you’re an average closer which means you’ve got a closing rate of 25%-30%. This being the case, you only need 10 good qualified prospects to get a couple of closeable transactions. The next question is, how many leads do you need to get 10 Good Ones? To get 10 good ones, you are going to have to get at least 100 prospects to raise their hand to say they are thinking about buying or selling. If your Hotline hasn’t generated 100 new leads, then you have already identified your first mistake.
MISTAKE #1 — You Haven’t Done Enough Advertising … Craig sold over 500 homes per year, and if you haven’t noticed, he compelled prospects to raise their hand by offering them multiple ways to get information that provided solutions to their problems, needs, wants and desires. One of those ways was by sending them to a Toll Free number (98% of the homes in the country have some type of telephone). And why did he work this way? Because:
“It’s A Proven Fact That You Will Generate
3-10 Calls By Using Recorded Messages”
Toll Free Hotlines are extremely effective as you know from listening to Craig or any one of his successful Coaching and Grad Members. Ask any of them to do away with their Hotlines and listen to what they’ll tell you. If you don’t put the message out there for potential buyers and sellers to see, you’re not going to generate any calls.
And this leads us to some excellent next questions:
- How often are you advertising? Is it once a month or once a week?
- Do you test multiple ads? You can use different types of ads even in the same Publication, to attract different types of prospects.
- How many publications are you in? One, two, more? There are the weekly community newspapers, The Pennywise or Thrifty Nickel and other similar type papers that are inexpensive and can be a gold mine.
- Do you use other types of media to advertise and is your Toll Free Number with its 4 digit ID# on everything? And it doesn’t end there! There are postcards, flyers, billboards, benches, tag-on promotions with restaurants like Pizza, Chinese Food, storage facilities and cleaners. Literally, there are all kinds of places where you could include a Toll Free number that offers one of a dozen different “FREE REPORTS”. You can put your toll free number on your website. Use on-line advertising to place ads in free on-line publications such as Kijiji or CraigsList and make sure you not only include your website but your toll free number as well.
So, if you want more calls, then DO MORE! Incidentally, doing more doesn’t have to cost a whole lot more. Be creative. Shop around for deals. Call the different publications and ask for advertising space that becomes available at the last second — you can save a bundle! This brings us to the next mistake 75% of Quantum Leap Members make…
MISTAKE #2 — Only Having 1 Hotline (Info Line) and Not Getting The USP/Property Tree … Here’s some information you probably don’t know. Craig Proctor worked with AMS for 12 months to develop a Property Tree System that actually gets prospects to leave their name and phone number. The Info Line flies under the consumer radar, does not identify you as a realtor and therefore, non-threateningly attracts a certain kind of Prospect. The USP/Property Tree clearly identifies who you are and offers different kinds of solutions for home-buyers and home-sellers.
Some of our customers try to scrimp and save a few dollars by trying to do 2 different jobs with 1 Hotline.
IT DOESN’T WORK!! By trying to save, you ultimately end up costing yourself Thousands of $$$ in lost sales.
Double Your Calls With The USP/Property Tree…
In case you don’t know, you’ll get 3 to 10 times the calls by advertising your Recorded Hotline Number, plus you can track your advertising. So this raises the following question!
WHY WOULDN’T YOU USE THE SAME SYSTEM CRAIG USED TO GENERATE MORE SALES???
You KNOW Craig would not have invested money on something that didn’t generate a profit. Over 90% of the Coaching and Grads use 2 Hotlines. And why not when it works! And the good news is that it WILL work for you. With the reports it will tell you:
- Which newspapers get the best response
- Which days of the week are best
- If the front works better than the back
- Whether the left hand page is better than the right side
- If the top of the page is better than the bottom
That’s the beauty of 4 digit tracking. You can have the same property advertised in 3 different publications all with a different 4 digit ID number. It’ll even track where the caller goes after they listen to a brief description of the property. You will know which is more popular: the “How To Buy This Home Or A Home Like This For a Super Low Down Payment” or “How I Will Guarantee The Sale Of Your Home”; or maybe it’s “The Buyer Profile Service” that gets prospects to leave their name and phone number.
MISTAKE #3 — Having a Hotline From Another Company … Saying that all Hotlines are the same is like saying “All Men are the Same” or “All Women are the Same”. In general, some aspects may be similar, but I’m sure you wouldn’t settle for just anybody as a partner. And you don’t need to! Remember, YOU have certain needs, wants and desires? YOU expect a lot more and so does Craig. And that’s why we’ve worked together for over 10 years. To work with and develop the extra that he is always looking for. After all, Craig could have used any Hotline Company out there, and there are lots. So why did he choose AMS? I’ve already given you the answer.
Craig Designed Both Hotlines So He Could Get Exactly What He Knew Would Work!
People use other Hotline providers for one basic reason, because they may be cheaper, not Better! And that’s a huge mistake. If you saved 5 cents a minute, wait…better yet, let’s say you saved 10 cents a minute, and you used 200 minutes per month — you would be saving $20. If you lose 1 deal in a year’s time, using another Hotline provider, how much did your $20 saving cost you. If your average commission per deal is $2,500, it just cost you $2,480.
Using Another Hotline Company
Can Cost You $$$ per Month!
No other company has Hotlines designed to work like Craig’s. And look how successful he is. Isn’t that the model you want to follow?
MISTAKE #4 You Don’t Have A Hotline… Ooooooops! That’s a big one. Many people are making the mistake of directing prospects to their websites only. Give your prospects a choice of how they will get information from you. Don’t rule out the people that may not have access to the internet or a computer. And heck, then there are those people doing drive-bys for homes they want to look at and will call your number from their cell phone to get the information quickly. If you’re not letting a hotline work to make you money, you need to get one NOW! Call us at 1-800-458-1899.