@Account Closed Right, you'll be selling the service of calling a neighborhood and providing them with all of the leads you generate in that neighborhood for a fixed upfront fee. You won't sell individual leads. You can expect to generate 1 lead who is thinking about buying or selling for every 100-200 contacts. So if you sell a neighborhood of 2,000 homes your client can expect to receive somewhere around 10-20 leads every 3 month calling cycle. For you that works out to about $25-$50 per lead which is right in line with what other lead generators are selling leads for.
You're only going to give them 3 free sample leads so it's not a big deal. In sales this is what's known as a loss-leader, something you give away or sell at a loss to entice someone to buy something bigger. In this case, you take the loss of 3 leads in the hopes of landing a client who is worth $6,000/year for life.
OK let me break it down step-by-step exactly how I would do it.
First, I'd either sign up for mojo with 1 lead manager and 1 single line dialer. That's $99/month and includes an integrated CRM which is going to be very important for keeping your lists and leads organized. Or for a cheaper option I would sign up for unlimited US calling with Skype which is only $3/month and a CRM that integrates with Skype. A quick google search for "crm with skype integration" will give you lots of options. One I checked out was OnePageCRM which is $12/month with unlimited contacts (important for keeping costs down as you grow) and a 21 day free trial.
Next, you need leads to call. Mojo has a lead store but it isn't that great. Here in Canada most mojo users buy their leads from telelisting. I don't know what an equivalent is in the US so you'll have to look that up, maybe listsource? I don't know if they sell phone listings. For Skype it's going to be a little more tricky, I have no idea if the CRM I mentioned allows you to import phone lists that you buy. Here in Canada I generate my lists for free using canada411 because I can look up all the numbers on a street with a reverse address search and the numbers are all click-to-call links in Skype. I don't know if there's a similar site in the US.
NOTE: Very important. None of these methods take the DNC into account. You have to be very careful to only do surveys and not attempt to sell anything during your calls or you can be fined heavily. This is another thing to discuss with a lawyer to make sure you're doing things the right way.
OK, so now that you have a list to call and a way to call them. It's time to hit the phones! I assume you are on summer vacation now right? So set aside some time every day to make calls. You need to do the calling yourself to figure out what works before you can think about outsourcing it to VAs.
Here's a better script than the one I gave you before:
"Hi this is Michael with Kantar Marketing. I know you are very busy so I'm calling just to ask you a brief two-question survey, the first of which is: Are you thinking of buying or selling your home?"
If no: "Thank you for your time!"
If yes: "And question two: When you say yes, do you mean in the next 90 days or more like 3-6 months?"
Regardless of what time frame they say, finish off with: "Would you like us to send you some free info about prices and sales in your neighborhood?"
That lead is now perfectly set up for an agent to follow up with a market analysis.
Once you locate 3 leads of people thinking of buying or selling you can start looking for clients. The easiest way I can think of to do this is to look up active agents in the area your calling and emailing them with something like this:
"Hi (agent) this is Michael with Kantar Marketing. We've recently started a real estate lead generation service here in Yonkers and wanted to reach out to see if you are in need of a steady stream of buyer and seller leads? As a sample I've included 3 leads we generated this week. If you like what you see contact me to discuss our lead plans.
Lead #1
Type: Seller
Name: Joe Blow
Address: 123 Main St.
Phone: 555-1234
Status: Requests market analysis for selling his home within the 3-6 months.
Lead #2
Type: Seller
Name: Jane Doe
Address: 321 Pine St.
Phone: 123-4567
Status: Hot lead! Wants to list right now!
Lead #3
Type: Buyer
Name: John Smith
Address: 999 Birch Rd.
Phone: 765-4321
Status: Wants to buy 2-family as an investment."
When you get someone who's interested in buying more leads explain that they can purchase neighborhoods of 2,000 homes each. You will call through those homes on a 3 month cycle. Cost is $500 paid monthly per neighborhood with a 3 month minimum contract, the leads you generate are exclusive to them. You also have a special right now, 6 months for the price of 5!
Send them the service agreement that you had your lawyer prepare and send them an invoice for the plan they purchased. I personally would use something like quickbooks or waveapps for the invoice so you can collect right in the email and have anything in one place for doing taxes at the end of the year.
Of course you should also get a website set up to do all of the selling, contracting and invoicing for you as soon as you can.
Finally, for VAs, the best calling solution is probably Skype. Most VAs already use it and it's cheap. You can monitor their call activity with Skype Manager.