Video Transcription

Harley: Hello and welcome to another edition of Unlocking Your Potential. This is the show where we sit down and we talk about not just how to use the features, but what they're for, how they're actually useful to you, and how they can help you improve your business.

Harley: So today, reverse prospecting reports is what we're going to take a look at. And just to give you a quick idea of what they do, this is a way that you can pull up a report on a property that will show you how many actual people are interested in that property, or potentially interested in that property based on the data we have.

Mike: Yeah, and really this one is all about you and your listing presentations. And I think, for me, what really drove us to build this out, we talked about doing it for years, we had bits and pieces, but we never had a real product for it until now. And really what drove us to do it is the conversations I would have with top producing realtors around the country, and I would have conversations with them, and ask them, "Well, how did you grow to be so large?" And the majority of them that I would speak with, what they would say is they focused on getting listings. Kind of makes sense, I know some of you will do both sides of the transaction, some realtors out there just ... they're listing agents, others are buyer's agents.

Mike: But we really wanted to focus on empowering realtors more in the listing presentation, and differentiating themselves, and I think that's the biggest thing that you can do to really grow your business, is differentiate who you are in your listing presentation. But if you think about it, from the perspective of a home seller, what they typically do, you know this very well, what they typically do is they want to meet with a handful of different agents, or sales associates in the marketplace, typically from different companies. And you're all asked to give a listing presentation. And what you try and do is differentiate who you are. And the conversations that we have with a lot of agents, and companies that do this, is they really work on that listing presentation. And in a lot of cases, I know over the years, even some would focus on how many websites they syndicate the listing too. I mean, that was a big thing for years. Well we syndicate to 100, and they only syndicate to 80, you know?

Mike: But it's like you're looking for things to differentiate yourself beyond who you are, or beyond likeability. And I really do believe from a technical standpoint, one of the best things that you can do is utilize something that we call a reverse prospecting report. And basically what this is ... and actually tomorrow on Tech Tuesday ...

Harley: We'll get into the details of it-

Mike: Yeah.

Harley: Just kind of take you through exactly how to create these, and you'll see that, I mean, there really is nothing to it, it's put it an address, click a button, you're done.

Mike: Yeah, but really it's a one sheet report that you put in the address, and it generates this report that you can either print out, or email. And what this report shows on a eight and a half by 11 sheet of paper, in essence, is ... it's a nice display with your photo, and your branding, and your message on it, a little bit of detail on the property, but the focus of it is how many people you have interested in a home like that, or how many people you have that are looking for a property like that, that are registered on your website. And not just yours, but if your sales associates, any of the customers registered through your whole ecosystem there, and what I mean by that is the company website, and the other agents within your company, how many are registered? And you'll see, I think I saw the sample report there, I've seen some where they range from just a handful of customers looking, all the way literally to a few hundred looking.

Mike: Now obviously it depends on the market-

Harley: Yeah.

Mike: But there's something else that it depends on, too, and that's the past two weeks. We were talking about-

Harley: Yeah.

Harley: Right.

Mike: And talking about new listing notifications. So that's where these reports are driven from. But really what we want you to be able to do when you go into a listing presentation, is not just give your listing presentation and say, "Hey, here's what's different about me than the next agent that comes in, or the one that was in here before me, but also take a look at this, basically my thinking was hey, if you list with me today, we have 27 people, or I have 27 people interested in a home just like yours, they're looking for one just like yours, and I know who they are." And then actually next week we'll talk about the second part of it.

Harley: Mm-hmm (affirmative).

Mike: Which is actually being able to go back and message all those people immediately upon getting the listing. So being proactive about the notifications.

Mike: But reverse prospecting reports, again, just very important to your business. I know you guys have dealt with a lot of tech support requests on it.

Harley: Yeah.

Mike: A lot of popularity. But a couple things I do want to mention, is you should watch tomorrow's Tech Tuesday, that's tomorrow at 9:30 a.m.

Harley: Yep, same time, same channel.

Mike: And we'll show what these are, and how to set them up. But again, what you have to look at these as is something that helps you on a listing presentation, and sets you apart from other realtors or sales associates coming in to do a listing presentation. That's the biggest thing.

Harley: Yeah.

Mike: So anyhow. So tomorrow, tune in for Tech Tuesday so you can see how to set up a reverse prospecting report, and that's it.

Harley: Yeah.

Mike: Yeah.

Harley: We'll take a look at how these get going, and we'll ... as always, I'll be really happy to talk to you.

Mike: Thank you.

Harley: See you tomorrow, thanks.