Use this 5-step formula to a successful side business of a Saturday Tour:
- Create your site.
- Get eyeballs to your site.
- Connect with visitors and determine if they're 5-star prospects.
- Bond with a Saturday Tour to establish your relationship.
- Add value, stir occasionally and voila! You just sold a home.
Step 1: Create your site
Essentially you want a page that looks something like this:
For a real life example, visit www.MiltonSaturdayTour.com.
Don't forget to register a great domain name at www.GoDaddy.com!
Step 2: Get Eyeballs!
There's lots of ways to get people to your Saturday Tour page... for example, this list was taken from the BRO MORE library - cheap ways to "Hurl Your URL":
24 Ways To Hurl Your URL For Free (Or Less Than A Total Cost Of $5)
- Hotline script
- Company or personal voicemail
- Every flyer
- Every rate sheet
- On-hold messages
- Red stamp
- Info box flyer
- Sign riders
- Client Newsletter
- Business cards
- Listing card comments
- Insert with all bills
- Bulletin boards
- Sign in office window
- Fax cover sheet
- Strategic alliance and service providers flyer
- On your company checks
- On your personal checks
- Sticker on your business card
Also, check out Google AdWords - that's what we use.
It's essentially a system where you bid on terms like "milton real estate" "agent in milton ontario" or anything else you wish. When somebody types in those terms, you are ranked based on your bids.
There's a ton of great information about this at www.Adwords.Google.com - Google is actually very helpful and will walk you through everything you need to know.
It's great because it works on autopilot, and leverages the web's most visited site.
It will cost you much less and be much more effective if you narrow your focus. Use a single area or neighbourhood - no "Wyoming Saturday Tours"! Think of the "Hawthorne Village Saturday Tour" or the "River Oaks Tour of Homes".
Step 3: Connect to Find 5-Star Prospects
We all remember the criteria: friendly and co-operative, engages in conversation, has a plan and is willing to share it, moving in the next 6-12 months, and they would like to work with us. Go find those people!
You can't create a 5-star prospect, you can only discover them. No amount of time and effort will make someone a 5-star if they're only a 3-star.
Ideally they'll be in that stage of gathering information that can last anywhere from 3-9 months before moving. We find that most people are 1-3 months away from shopping for a home when they submit their request.
Step 4: Bond With a Saturday Tour
Remember that someone else can take of this part while you relax on the beach... or spend time with your family.
Lenders - Find a Realtor to meet with the client for a Tour after you've pre-qualified them... think how many new friends you'll have when word gets out!
Realtors - Find a keen new agent who doesn't mind paying a referral fee... or generate these leads when times are a little lean.
If they ask how many people will be there, you say, "We try to keep the groups as small as possible so that everyone sees what they want to see."
95% of our tours are done with one couple or family. It really does work better that way...
Okay, so here's the major point we want to get across with a Saturday Tour... it's not that much different than an initial consultation!
Here's our process for an initial consultation, compared with a Saturday Tour.
|Meet and Greet (5 min)||Meet and Greet (5 min)|
|How I Work (15 min)||How I Work (10 min)|
|Ultimate Scenario (30 min)||Tour Homes and Discuss What's Important to Them (60-90 min)|
|Explain Process and Steps (15 min)||Brief Review of Steps (5-10 min)|
|Agency Information & Laws (5 min)||Agency Information & Laws (5 min)|
|1, 2, 3, or me?||A little softer finish...|
Likewise, there are a number of things you can do to enhance your success:
- Look for 5-star clients, leave the rest alone – screen carefully
- Confirm your appointment the day before by phone and email
- Have a great information package ready for them
- Treat them to a coffee and have a welcome sign up
- Be up-front – “the purpose of today’s meeting is to help you see the types of homes and areas available in the town. It’s not necessarily about finding the perfect home, although it has happened before. Also, you are under no obligation whatsoever, and at the end of the tour you’ll have an excellent idea about values in the town, and also the type of people we are. You see, even though this is an information gathering meeting, we’re both deciding if we’re a good match for each other in the event you decide to work with a Realtor.”
- Make sure your car is clean
- Ask great questions – use scales from 1-10
- At the end, wrap up by meeting again – explain that “there are some important laws in real estate that you should know as soon as possible for your own protection... and some other valuable tools we’ve prepared" -- this leads into a discussion about "agency" relationships and your unique "HomeFinder" service
- Book no more than 4-5 properties, and aim to be done in two hours
- Have a clear next step... “I will call you next week to discuss the information I gave you today.”
- Ask for feedback
- Write a thank you card and send it the same day you finish your tour
- Be remarkable!