Targeted prospecting delivers big pay-off

Targeted prospecting delivers big pay-off

30 September 2015 by Jay Garcia 0 comments

An agent who had the nerve to cold-call a rich developer in his first week on the job has been rewarded 16 years later with Brisbane’s best auction result of the week.

First National Cleveland sales manager Ryan McCann sold a five-bedroom Cleveland penthouse for $2.8 million on behalf of the owner of Rosewood Homes – 16 years after first making contact.

“He was in the BRW rich list a few years back and, as a rookie, I approached his business […] and I asked him if I could do some open homes,” he told REB.

“I was one week on the job, so I had no listings, no clientele, and no portfolio. I asked him if I could do some open homes on spec homes. He told me they didn't have any roofs on them, so I told him honestly that I didn't have any clients."

“He told me he liked my enthusiasm, so I did some open homes on his properties and actually sold the blocks with the house and land packages for him," he continued.

“He said to me, ‘If you've got that much tenacity to do an open home with no roof on it and you can actually sell house and land packages for me, we've got to do business’.”

The two parties have done business together during the 16 years since, according to Mr McCann.

Mr McCann said the vendor agreed to a $25,000 marketing campaign, with print playing a prominent role.

“We had a $9,500 campaign to start with and the seller told us to go back and sharpen our pencils since he wanted to do it bigger than Ben-Hur, so we came back with half-page ads in the Courier-Mail,” he said.

Mr McCann said he also advertised in the local paper, because that is something that captures the attention of Cleveland residents – including the person who turned out to be the buyer.

“He saw our double-page spread in the local paper and then went online so he could scroll through the photos, but we actually got his attention through the local paper,” he said.

[LinkedIn: What’s the best advice you received when starting out?]

promoted content
Recommended by Spike Native Network
Listen to other installment of the Real Estate Business Podcast
reb top 100 agents 2016

With a combined sales volume of $13 billion in 2016, the Top 100 Agents ranking represents the very best sales agents in Australia. Find out what sets them apart and learn their secrets to success.

featured podcast

featured podcast
William Phillips on how agents can expand their database and grow their business

In this episode of Secrets of the Top 100 Agents, host Tim Neary is joined again by William Phillips to discuss the real estate database and...

View all podcasts

Are dodgy agents being punished enough?

Yes (8.6%)
No (55%)
Only in some states (2.3%)
Not all dodgy agents are being found out (34.1%)

Total votes: 220
The voting for this poll has ended on: April 15, 2017
upcoming events
REB Awards
Sydney The Event Centre 12 Sep
REB Awards
Sydney The Event Centre 12 Sep
Melbourne The Event Centre 14 Oct
Brisbane The Event Centre 18 Dec
View all events
Do you have an industry update?