How did you get started in real estate? I started selling real estate in early 2000. I had been involved in the real estate industry for a number of years but had never sold real estate. I was fortunate at the time as I met one of the top agents in my market who had a team. They hired me to prospect expired and fsbo leads and to list properties. I was given some scripts to practice and taught how to use the scripts and handle objections to set appointments. I practiced everyday with other agents and was able to quickly build my skills over the phone and found very good success doing it.
What is espresso agent? Espresso Agent is a data provider for the residential real estate industry and also a crm that offers multiple tools under one umbrella. We provide contact information such as cell phone numbers and verified emails for the expired, cancelled, withdrawn and fsbo leads in an agent’s market. In addition to this service we check for relisted and offer the different essential tools to help agents to be more efficient and effective while prospecting. Our top tools are our power dialer and crm. We also have a video creator to create and send video emails among other valuable tools such as text to sell, email campaigns and broadcast messages.
What is a power/auto dialer and how does it work? A power dialer dials phone numbers for you so that you can focus on your conversations and taking notes. It takes the repetitive hand dialing out of the prospecting process. You do not need any special equipment outside of your computer and phone. You can use a cell phone, landline, or computer line. Simply go into the crm portion of the platform and pick the leads you want to call. You can run advanced searches to target by zip code, price bracket and many other fields to choose who you want to speak with. Once you make your choices, simply click on the green begin dial session button. The system gives you a phone number and code and when you enter them into your phone the system immediately recognizes your list of contacts and dials the first number. The system will then populate all of the contact and property info onto the screen in front of you so that when the first person answer the phone, an agent will have all of the information they need in front of them to have a logical conversation.
What do I say when I am on a dialer system? We have a couple scripts in our system that can be used. They can be edited or you can add your own. Powerful scripts are ones that contain many open ended leading questions and provide valuable information to the sales agent. They also guide the prospect in the direction of setting an appointment.
How do I overcome some of the common objections I am going to face? Practice your Objection Handlers. Write down the top 3-5 objections you normally receive and write out the answers. Handling objections requires rapport. One way to do this is to listen… really listen, to what the prospect is saying. Help them to know you are listening by repeating and approve/acknowledge what they are saying prior to answering the question. You want to align yourself with your prospect and this will help you to make that positive connection.
Is it possible to convert expired listings into rental clients? Yes, some of the leads can be converted into rentals. This is because some of the listings that expired did not sell because they were not financially able to sell. Part of the process of prospecting is learning to qualify your leads to determine which should go back on the market as a sale and which are better candidates convert to rentals; whereas others may not qualify for either.
What else would you like the single family home space to know about espresso agent? Prospecting is a skill and takes commitment to the process. Top agents call expired and fsbo’s because they are committed to building their business through listings. Espresso Agent is committed to assisting you with this process by providing the services and tools to help you to be more efficient and effective during your prospecting.
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Contributed by the sponsor: Melissa, Brand Manager @ Espresso Agent.