MODULE #2 | LESSON #3
Manage Your Drivers
In this lesson, you will learn how to build and empower your Army of Marketers
Promote Your Drivers
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Start the Buzz on Social Media
Post the picture to your social media accounts to start creating a buzz about your program. Tag your new affiliates on the image so that their friends see the image and begin to ask them what it’s all about.
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Document your Drivers
Add the car to your database in either Excel, we recommend REIBlackBook’s Client Genie for all of our contact management – make sure to include:
a) Owner’s name
b) Date installed
c) Year, make, model of car
d) Area that car is mostly located - Would also recommend sticky notes with quick car details on your wall map showing the location where that vehicle will be parked or where the car owner lives. Good quick reference.
e) Add comments about car owner to help you remember details in the future
Contests & Incentives
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Start a Raffle
After you have installed 10 or so signs announce to the car owners that you will be having a raffle on your Facebook page that only car sign owners may enter in. Get creative with this but make sure they have a way of getting paid from the raffle and that multiple people get paid. Try something like we did.
See how Chunky Monkey gave away a few hundred dollars on facebook.
When paying the raffle winners video the winners and use the videos for marketing and advertising – don’t forget marketing release form.
Crossing the Finish Line - Paying Commissions
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Taking the Calls
When advertising calls come in always ask “how did you hear about us?” - If they reply that they saw a vehicle with advertising get as many details as possible about the car. Things like:
a) Color
b) Type (truck, van, suv, car)
c) Model and Make
d) Where they saw the car and when
If calls come in after-hours to our voicetouch, we return the calls the next day using the following call script.
Call Scripting
"Hi this is ( Your name ) with Skyline Properties, Sorry we missed your call yesterday from one of our vehicles. Did I catch you at a bad time or might you have a few minutes?"
If the caller says "No.":
"That’s Okay may we contact you at a later time? And what is the best number and time to reach you?"
If the seller says "yes":
"Great, were you calling because you may have a property you have considered selling if so may I ask you a few questions about the property so we can call you back at a later time with options and or an offer?"
If they are interested fill out the Regular Standard form completion and make sure to tell them that you will follow up with them by that afternoon.
At this point you will need to have a standard set of questions that you would normally ask the seller. Again refer back to the incoming seller call script as the seller will usually give you most of the information that you will need to make an informed decision on whether or not you will need to schedule a property visit to move forward with final negotiations with the seller.
I cannot emphasize enough how important it is to just LISTEN to the seller, Use your ears and mouth proportionately. Listening will get you a lot further then telling the seller how great your company is or how quickly you can close the deal. Have your basic questions ready to ask the seller. You will get to a point where you will need to hire someone to just answer the phone and have these scripts and questions ready to go for incoming seller calls. Don’t miss calls and If you do, have systems in place to follow up.
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Compare the notes from the caller to your car list
Example – Caller says they saw a white car on the north side of town this morning, review your list of cars to narrow down how many white cars you have on your list. Let’s say you have two.
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Email Blast your car list
I would then email blast my car list to ask something like this “We received a new car lead today from a car. Can you please help us to determine the source of the lead by letting us know where you were this morning at around 1130am?” (I do not recommend saying we got a lead from the north side of town – suddenly that’s where everyone was.)
If you are using the voice touch system, most of this will not be necessary unless the seller doesn't press 0. Also, remember to put your extension numbers and affiliate into the Seller Contact Profile (in Client Genie) for easy reference when the deal closes.
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Determine the Lead
In the event I am unable to definitively determine the source of the lead – I distribute commissions to the most likely candidates per the Agreements and Disclosure.
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Pay the Commission
Once the property closes then I pay the car owner the agreed upon commission (don’t forget to get a signed and completed W9 at the time of payment – never after) Always attach a copy of the HUD so that they see that they are getting exactly 10% of net profits.
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Record the Testimony
I always record me paying my car advertisers and use the recording for future advertising – when doing this don’t forget your marketing release form
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Post people getting paid to your websites and social media accounts
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GET PAID
