• AJ Shepard

Circle Prospecting


Taylor:

Cool. All right. So I'm here to talk about some more in-depth circle prospecting, how you should think about starting to put together lists and what those lists of people might be looking for, or might be interested to hear about. At the end of the day, what you want to be doing is providing value to people and you're framing yourself as an expert. So one way that I like to circle prospect is by generating a list of recently sold homes.

Taylor:

In here, I have an RMLS search and advanced search going for list dates of properties that have sold since April 1st to now, that I've been on the market for three or less days and went pending. So there's a few properties here. If we go in and look at them, we can kind of get a sense for what the market's doing right now.

Taylor:

The beautiful thing about this is there's obviously a lot of action for properties that are like this. You can see the list price was 420, it ended up going pending at 425. So it actually was sold over. It was on the market for just one day. So this would be a great house to generate a list around.

Taylor:

So if we were then to just go into a quick map search from the RMLS, checkout where the location is. This would be a home that might lead to us thinking that the neighborhood is prime for people looking to live there and move there. But either way, it's right here off of Capitol Highway in Multnomah Village, near Gabriel Park, pretty desirable area. So if we then took that information, went over here to Mojo and into our neighborhood search, we could generate a list of properties right around that, and then come up with a basic script to see if people are interested in potentially doing something with their property.

Taylor:

So it was right in around this area. So if we went into a radius plot and clicked here, generated a small circle. You can see here, total contacts, search 254, contacts to be imported would be 77. This is a little small list you can generate out. Maybe you want this 45th Avenue all the way up, kind of in this block, but now we have 118 contacts. So if we did import that, we would see that... This isn't the way. Now we go, I understand. We're going to finish the import.

Taylor:

You have to enter a list name. So we might want to name it this property, address. You could name it something like Sold in One Day or Pot, Pot House. Something like that, something simple. So we're importing, we've successfully imported it. We're going to go to my data. Once we're here, you can see that this is the list that was generated.

Taylor:

So we have a Phyllis Doris, right? On 37th Avenue. We have her phone number, bam cool. Right? Once we have this hotlist created, we can go into a power dialer. We could then set our caller-ID for whichever we wanted, maybe a voicemail. If you don't, you do not. But either way, you can go in and then start calling the list.

Taylor:

This is a really fast way to do it. And the script would look something like, "Hey, this is Taylor with Uptown Properties. I'm just reaching out to you. I'm not sure if you're aware, but there's a house we sold just around the corner from you in just one day for actually 5,000 over their offer price. I'm just wondering if you know of anybody that's thinking about selling their house because I had a couple of buyers missed out on that opportunity?

Taylor:

They're going to say, "No, yes. Maybe." Who knows what they're going to say? Most likely, they're going to say no. You're going to go straight into like, "No worries. Just out of curiosity. Have you ever thought about taking advantage of the market right now since it is so hot." And they're going to let you know how they're feeling. It's like, "Well, not right now."

Taylor:

And then you can go into the whole litany of whatever response you might have. If they say no again, you just go straight into, "Well, hey I'm here just to support you. If you have any further questions, I'd love to be a resource to you. Do you happen to know of anybody in the Portland area that might be thinking about buying or selling here in the near future?"

Taylor:

And then you just go through that list and the idea is not to kind of hard press these folks. It's more of just to find out where they're at in the market, if they thought about selling, just to engage them in conversation. So that's one of my favorite ways to circle prospect. Generating a list of homes that have sold recently, going through the list, printing it out and having that RMLS sheet in front of you. So you can reference it is really huge.

Taylor:

Like, "Hey, I noticed this three bedroom, two bath house just around the corner, very similar to your house sold in just one day. The market's actually pretty hot right now, given everything that's happening. Have you ever thought about selling yourself." Just engage them in conversation.

Taylor:

So that's one of my favorite ways to circle prospects. Mojo makes it really easy with that neighborhood search and that's kind of my bread and butter right there. So does anybody have any questions about that?

Speaker 2:

Yeah. How accurate have you found the numbers to be?

Taylor:

Surprisingly accurate. You're going to get poor numbers all the time. The most common bad number you're going to get is a tenant or someone who's renting the property. Which is still a good conversation. "Oh, you're renting. Hey, no worries. Have you ever thought about maybe getting into a house or becoming a homeowner yourself one day?" And try to just keep the conversation going.

Taylor:

But for me, every single phone number is a potential lead and you just need to find out where are they at in the home process. Whether they're renting, if they're a landlord, maybe they're tired of being a landlord. Who knows, wherever they're at with that.

Speaker 2:

Definitely. Awesome.

Trent:

Have you ever used this function of Mojo to find one phone number for a house that maybe you're driving by and it's run down and you want to get ahold of the owner? Can you do that on here too?

Taylor:

Absolutely. The screen is a little bit cluttered right now, but we get out and we just go back to the neighborhood search. You should be able to do a street search and I mean, you have the dot come up.

Trent:

I think the best way to do it just be a small radius, very small. And then if their number pops up, but doesn't it scrub against do not call and stuff like that?

Taylor:

You have the option to scrub or not to scrub. Down here, allow federal do not call data to be imported. You can click it or not click it. That's up to you. I would recommend clicking it because it is illegal.

Taylor:

Yeah, thank you. To answer your question. You can do that, Trent. I've done it before. I can show you offline, but for some reason, it's not cooperating at the moment.

Speaker 2:

I think it's cool that they also auto-populate the email addresses too. I wonder how they get that information.

Taylor:

Yeah. I'm not sure how they get their information. But that's my favorite way to circle prospects. Are there any other quick questions?

Speaker 4:

No. That's awesome.

Taylor:

Cool. Right on. Thank you guys.

Trent:

Thank you too. Good work.

Speaker 2:

Excited to see how it works out for you this week.

Speaker 5:

Any other questions?

Trent:

Do you know what a skiptracer is?

Taylor:

I'm not super familiar with the skiptracer. As far as I know, it's kind of like what you talked about, where you can kind of reverse lookup folks, but you can only do it one by one I believe. I'm not super familiar with it.

Speaker 5:

So I thought Mojo dialing added a skiptracing function and we got that.

Trent:

Yeah, they do, that's why I was just curious.

Speaker 5:

Have we not implemented that?

Taylor:

This basically is skiptracing.

Speaker 5:

Skiptracing is the process by which you find and get information about people.

Speaker 2:

Yeah. And that's what it is. I think the Mojo I was using didn't have that function. And that was three years ago. So I don't know.

Speaker 5:

This is brand new. They came out a couple of months ago.

Speaker 2:

Yeah. That's awesome. I mean, that kind of eliminates the need for the Cole Realty resource thing or other third parties.

Taylor:

Yeah, exactly.

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