Craig Proctor Seminars
Most agents can relate to the frustration of losing a listing presentation. After investing both time and money in marketing (or other prospecting), diligently following up on prospect leads, and finally securing a face-to-face appointment, it is demoralizing at best to lose the listing after so much hard work – especially if you can’t pinpoint exactly why. Did you competitor take the listing from you because they offered a lower commission or priced the home at an unrealistically high list ....

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An agent approached me the other day with a problem. He wanted to work with buyers who were looking for homes in a highly desirable area of his marketplace. Most of us have such an area where the homes are worth more, and thus the commission earned is higher. In my own marketplace, the areas are called Glenway, Stonehaven and College Manor. In this particular agent's marketplace, the high demand area was called Ruby Hills. Sensibly, this agent reasoned that his cut of the commission on a home....

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With the reality of the digital age upon us, you have no doubt heard it said that classified advertising – the kind agents are used to relying on for their listing ads -- is dead or at least dying. Major newspapers are suffering a decline in the number of subscribers to the daily print editions. These days, with free lead generation vehicles such as Craigslist so readily available, many agents actually believe it’s criminal to spend money on classified ads, especially when the number of read....

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Actually, the real question you should be asking yourself is who SHOULD your customers be? In other words, what target market will enable you to do the most profitable business? Many agents never think of asking themselves this question. If you asked them what their target market was and how they determined it, they’d probably answer something like: “Anybody looking to buy or sell a house.” While on the surface this seems to make sense, here’s why that’s not nearly specific enough. ....

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The backbone of my system is direct response advertising which enables you to easily and inexpensively generate an on-going pipeline of excellent leads - prospects who have raised their hands and told you that they are moving. If you fail to follow-up promptly, professionally and systematically with these people, you will lose them, and for this reason, follow-up is an extremely critical step to get right. If you don't properly follow up on your leads, you will have basically wasted all the time....

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Conversion is a critical part of this business. You can generate hundreds of leads, but if you don't follow up with them properly, it was a waste of your time and money to have generated them in the first place. Actually, it's more than a waste. Watching leads "die" is a highly demoralizing experience for agents. It's one thing to never generate a lead -- that problem has its own set of frustrations -- but to find a prospect and then watch them go to another agent is worse. Those who aren't c....

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We're on our way back from Anaheim after concluding another fantastic SuperConference. Here's a glimpse for those who couldn't make it (and memories for those who did! Anaheim May 2012 timeline Congratulations to our Quantum Leap Award Winners:   P.S. You can test drive my ideas and systems absolutely free by signing up for Free Weekly Training which includes live weekly webinars, a monthly newsletter and priority invitations to free half day training events. This Free Weekl....

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Every one of us has come face-to-face at some time or another with the stubborn reality of today’s consumers: skepticism. After decades of being misled and lied to by silver-tongued marketers, today’s consumers have their radar finely tuned to the scam or catch of every marketing pitch, and our industry is no exception. As honest and hardworking as we are, we’ve all been faced with prospect objections which hijack our presentations both over-the-phone and face-to-face. Objections can ca....

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While FSBOs and Expireds represent highly qualified prospects, there are several reasons these sellers elude so many agents. First, by definition, each of these prospects comes with some predisposed negativity towards real estate agents (the FSBO as s/he has consciously decided to exclude an agent from his/her desired transaction, and the Expired because s/he has just been through a failed experience with an agent.) Secondly, because every agent in town also knows that these prospects represent ....

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Conversion is a critical part of this business. You can generate hundreds of leads, but if you don't follow up with them properly, it was a waste of your time and money to have generated them in the first place. Actually, it's more than a waste. Watching leads "die" is a highly demoralizing experience for agents. It's one thing to never generate a lead -- that problem has its own set of frustrations -- but to find a prospect and then watch them go to another agent is worse. The fact is that f....

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