Look:

• Nancy Anderson's Full-page ad
• Nancy Anderson's Hotline Script
• Full-page
• 3/4-page ad

Listen: Marketing Call, July 12, 2001 (45.51 mins)

Learn:

Nancy Anderson was brand new to the real estate business when she joined By Referral Only in November of 1999. As a new agent she needed to build a fire in the Before Unit of her business — fast!

On this click training you'll hear Nancy share how she was terrified that she "didn't know enough... how would she be able to wow people?" Nancy knew she needed new business, and fast, so she studied the Automatic Prospecting System and came on to the Marketing Call to ask questions. She selected a strategy from the MORE applicable for both Realtors and Lenders, and implemented it with fantastic results.

Every month Nancy runs a full page ad in the local homes magazine targeting first time home buyers (see a copy below). Nancy began by testing the ad for two months. The cost of the ads are $328 each, a total of $656 spent on advertising (all paid for by Nancy's strategic alliance partner and lender Kim).

Seven clients bought homes from Nancy and obtained loans from Kim as a result of the $656 campaign. 8 weeks after the first ad ran, three sales were already closed. ($253,000 in volume, $8,375 commissions to Nancy). Four more sales were pending and closed within 4 weeks for an additional $495,000 volume, resulting in an ADDITIONAL $16,225 commissions to Nancy. That's a total of $24,500 in commissions from $656 in advertising which Nancy didn't even have to pay for.

You don't have to write your own ads. Use the proven templates that we've developed for you. Listen to what Nancy did and how she did it. On this click training, Nancy shares with you:

1. Updated results of her campaign. She has been running the same ad every month for more than 6 months now, and every month she and Kim receive 4-5 new clients like clockwork.
2. The phenomenal strategy she uses in the "During" phase of her business, and how that strategy compels 60% of all of her new clients to refer someone to her during the process!
3. How she approached her strategic alliance partner Kim and got Kim to pay for 100% of the advertising (and why Kim loves this arrangement!)
4. Her "call to action" at the end of her script, the questions prospects have when they talk on the phone for the first time.
5. How she "shows up" on the call to make prospects form their own conclusion that Nancy is NOT a salesperson, but instead a highly knowledgeable consultant.
6. How she screens callers so that she is working only with super-qualified, highly-motivated buyers who trust her and buy a home from her every time, usually within 2 months.

How it Works:

First, Nancy entered into a strategic alliance with her lender, Kim. The alliance works like this: Nancy does the lead generating marketing, sets up the hotline with ART, and records the script. Kim pays for all the lead-generating advertising. Thanks to "stepping out of the box," all of Nancy's marketing is paid for.

Lenders, you can do the same for Realtors, you know! The person with the marketing knowledge in a relationship is the most valuable! More about this and how to leverage your knowledge on the click training.

Next, Nancy followed the steps in the Automatic Prospecting System manual. She showed up on Marketing TeleClass calls and asked questions. She studied the ads in the Members Only Resource Exchange (MORE) library, selected one, worked it up for her market and sent it to Dean Jackson for an Ad Clinic brush-up before placing the ad.

Nancy's "first-time-out-of-the-box" ad ran in two consecutive issues of a homes magazine. The ad generated 90 "hits" to her Automatic Prospecting System hotline. Twelve shoppers connected with Nancy's recorded message, called her and asked for more information, resulting in eight appointments.

Using the Automatic Prospecting System Preferred Buyer Presentation manual, all eight shoppers became clients after they met Nancy. Every one of them signed a one-year buyer-agency agreement. Seven of these new clients purchased a home and obtained a home loan from Kim within 2 months. Learn more on the Click Training!

Download These Templates:

• Publisher file — Full-page ad
• Publisher file — 3/4-page ad

Samples/Templates:

Nancy's Full-page Ad

Full Page Ad

(3/4-page ad)

Nancy Anderson's Hotline Script

Thanks for calling the free 24-hour real estate message center dedicated to first time homebuyers. My name is (name), I am a real estate consultant with (company), and I work as a buyer’s agent specializing in helping first time homebuyers.

In my most recent home search I came up with over 400 homes in our surrounding neighborhoods that are listed for under $160,000. You can buy a lovely home in a terrific neighborhood near what you are presently paying in rent.

Now here’s an update on what is happening today. The market for home resales has actually softened a bit, interest rates have stabilized below 8% and I’m finding that the really good mortgage brokers have become a lot more flexible, with much more affordable fees than they have ever been. There are even plans available for zero down payment so you can actually buy a home at no money down at reasonable interest rates.

My job as your real estate consultant is to be your advocate and to help you find the best homes for you at the best possible terms and price. Since the sellers pay the commissions my services to you are absolutely free! Incidentally, I have a free home finders service so as you ponder whether home ownership is for you simply give me an idea of what you’re looking for; I’ll plug it all into my computer. Whenever properties come up that match your needs you’ll be instantly notified.

To receive a copy of the free report “How to Stop Renting and Own a Home Instead” leave me a message at the tone. If you would like to have a copy of the 400 homes for under $160,000 in our area call me directly at (xxx)xxx-xxxx; or if you’re shy or just super busy contact me by e-mail at (address). I promise I won’t bug you!