How do I get more leads in New Home Sales?

 

what we’re going to dive into today is we’re going to dive into how to make dream 100 real to phone calls. So what we want to do is, think of it this way. And I will I will pull this up on screen momentarily and I’ll show you, the scripting from a home builder coach for calling some realtors.

 

Essentially what we want to do is think of it this way. The top 100 realtors in your area are, first of all, there’s like 8000 licensed realtors. Okay. There are. Last year. Previous year, there were a group of realtors that is statistically in the top 100. Somebody was number one, number two, number three, and so on. Right.

 

And total volume of sales. There were those positions. And I really want to do business with those people, because maybe they did 50 million in business last year, which means they’re a high volume person. They have a lot of customers that they’ve spoken to right? Over the last year. That could have potentially been a buyer for us as a homebuilder.

 

Most Realtors think, in their mind, used homes, right? They don’t think, hey, what about new homes? Because for a couple reasons. One, they want to get paid right now. And a used home is ready for move in right now. They often don’t understand that we have move in ready homes so they don’t think about it. And then to if we’re building from scratch, they don’t want to do the work today and get paid in six months.

 

Right. A home builder coach can say like, oh, I got to wait for the house to be built, then I can get paid. So because of that, they don’t think about new homes very much. And what we want to do, most realtors kind of go around as far as we’re concerned. They go around in a coma and we want to put them in a toma.

 

We want to Tommy. Top of mind awareness. Right. They’re in a coma. About us. We want to put them into a toma. We want them to have top of mind awareness about what we do, how they buy a home from us, you know, all of those things. So basically, what we do is we do what we call the dream 100.

 

You want to get leads from these people? If I get on the phone with a realtor who did $50 million in business last year, do you think they might have a buyer for us or say, well, well, if I get in touch with the top 100 realtors in your market, probably they did, you know, a couple hundred million dollars from real estate.

 

And I know they have probably hundreds and hundreds of potential buyers that they talk to every year. And I want them when they think, hey, maybe this customer might want a new home. I want them to think of us right. So in in all of our like, new home sales training we always are going to touch on like, how do I get this dream 100 list to start doing business with me, a home builder coach?

 

Now, I mentioned earlier like, you know where you’re at, Sam, there’s 8000 licensed realtors. You know, a lot of these people are like, it’s like a soccer mom who’s bored being a stay at home mom and wanted to bring in a little extra money. So she decided to go get a license. And last year, she did one deal.

 

The year before that, she did no deals. The year before that, she did one deal. There’s some of those realtors, right? And then there’s like the guy who’s a teacher and he works during the year, you know, school year. And then in the summertime he does real estate, you know, because it’s something to do while he’s off for the summer.

 

And he might do four deals a year. And then there’s, you know, so there’s a lot of like low volume realtors and it’s like, okay, I want to know them too. But like, they’re not going to be like my main source of generating revenue, right? I, I want the guy who did 75 deals last year if I can’t.

 

Right. The other people in there to, hey, tie it up. All right. The, the other group of people that you end up in is like, I’ll give you an example. There’s a lady named Suzanne. I won’t mention her last name, but, Suzanne, who? In Tulsa, Oklahoma, we were calling through the entire list of, you know, for us, I think it was like 60, 800 realtors.

 

We’re calling through all of them and just letting us know and she’s like, yeah, I actually just moved to Oklahoma. And I was like, okay, cool. And she’s a new licensed person. So you got to be careful to not go, oh no, they’re not going to have very much business. What I didn’t know until we actually did a presentation to her and got to know her a little bit, is that she was like a mega producer in California.

 

And the reason she moved to Tulsa was to be near her kids, and she was a mega producer there. She was about to be a mega producer in our market, but she’s brand new to our market. So if I hadn’t reached out to every realtor, I don’t find the Suzanne’s of the world, you know what I’m saying? Because every three years, the list of people who have a license in your town will be a 90% of them will turn over every three years.

 

So most people who get into the used home real estate world, they they try it and they don’t get much training, and they don’t get successful because they don’t get much training. And so they drop their license because it’s an expense, right? So, anyway, so we got to go through that list and the list is ever changing, right?

 

So I’m going to kind of talk about like, how does a home builder coach get these people to do business with us, right? Step one is I got to have a name and a phone number. Right. Okay. These are simple things, but let’s talk about these things. So step one and let me go to our, boom. Right here is so we’re going to talk about dream 100.

 

Who wants to sell more homes. Anyone. Anyone. We will learn what needs banks work on anyone. We like. We order. That was to include this one right there. That reference. Okay, so dream 100. I need a name and a number. That’s what I need. Right? Where can I go get a name and a number? Website. Office. Google.

 

Google. There’s this really cool new machine called the Cool Machine. And if I just go Realtors in Springfield, Mo. And hit next, these are the ones that are the most search engine optimized because they’re in the Google map at the top. So if I just go Cantrell Real Estate, let’s go here. I’ve never been to this one before.

 

I can call this number right here, right. This is like their main number. A home builder coach can call this so I can Google Realtors in real tois in fill in the blank. Oh yeah, there are no rewards for public and then yada yada. Yeah, that’s like yada yada. Realtors in blank fill in, you know, whatever city. And then I’m going to go to the website.

 

That come up top when I go there I can call the main number and ask the receptionist, because a lot of these receptionists will give you the list. If you tell them what you’re doing, they’ll give you the list of all the realtors. And you go, I’m trying to do more business with realtors. We’re a home builder and I’m trying to do more business with realtors.

 

Do you guys have like a list of all of your agents? I would love to just reach out to them and invite them to come out to our model home and learn how we can pay them more commission, like most office managers will be like, yeah, we got an Excel spreadsheet, I’ll send it to you. What’s your email?

 

Some will be like, no, that is proprietary information and we do not give out people’s information. That is top secret. Do you have a government clearance? You’re going to need a level seven government clearance for that. You might get a Karen on the phone is what I’m saying. But you know, probably they’ll give you the list. All right.

 

Let’s keep going into this website and we’ll we’ll just oh what do you know under about team staff. Oh let’s check this out. Team meet our team. Oh here’s people. There’s the broker and the other broker. The husband and wife. That’s probably like their CEO or their whatever. Office manager. Oh, I’ve got names and I’ve got phone numbers.

 

Here’s Carrie Underwood’s long lost brother. I don’t know, right. But you’ve got, like, lots of people here, names and phone numbers, and they all have their glamor shots. Let me do the pooch stat lift duck with your hands on your head shots for they’re there. They call them headshots. Rank. There’s all I need to do to make millions in real estate is get headshots.

 

And have a Facebook. Okay. So anyways, you can just go through and I can just add names and phone numbers. Wow. How many are on here? I don’t know, but I’m calling all of these freaking people. I’m calling them all one after another. I’m a light these people up. But home builder coach, I don’t know who to call. What do you mean you don’t know who to call?

 

I just showed you. I took I went to one website. How many are there? Let’s count, let’s count. Oh, it’s going to be fun. New home sales training can be fun. Let’s count one, two, 345678, nine, ten, 11, 12, 13, 14 rows of three. There are 42 names and phone numbers right there. Boom. Okay, so step here is look for all the staff or team pages with names and numbers.

 

Karen would give me the list I okay, I couldn’t get any phone numbers. I called Karen, she was mean to me. She said I was a communist because I asked for a phone number or list of phone number. You know, whatever it’s like. Move on, go to their website, look for the numbers, put them into your mistletoe, put them into your lead tracker and start lighting these people up on the phone.