Hello, everyone, and welcome. My name is Anne O’Shea, and I’m your Reflex MLS trainer today. And today’s coffee break webinar is called Reverse Prospecting.
But before we begin, we have some housekeeping items to address. We are using GoToWebinar. If you’re having any trouble, there is a little help menu at the top of the GoToWebinar pane. If you can hear me, but you cannot see my screen, you may want to restart GoToWebinar. If you’re having audio issues on this or any one of our other GoToWebinar webinars, you might want to choose phone call because sometimes the Internet’s just too busy and it has better audio there. And they’ll give you a, right there, if you click on that, it’ll give you a phone number and PIN to call in with. If you need to leave early or just have a bad connection, can’t really hear something, not a problem. This is a short webinar. It’s just a coffee break. So it’s fifteen to twenty minutes. But everyone that registers is going to get this recording approximately this time tomorrow.
So if you have to leave or if you want to review the information, you can watch it again tomorrow. If you have any questions, you can open the questions panel. And on there are both Josh and Amy answering questions. So, go ahead and type in your questions there. They’ll be able to help you. So what am I going to cover today? It’s short and sweet, coffee break, but I’m going to show you the two sides of reverse prospecting. One is matching my listing, assuming I’m a realtor, to someone else’s search.
And the other side of matching someone else’s listing to my contact who has a search that matches that listing. And then I’m going to show you where to turn that on or enable that for your clients or contacts. And there’s two places. One in contact management for those contacts that you already have in Flex MLS. And in general preferences where you’ll set the default so that whenever you add a contact in the future, they will always be set up with reverse prospecting enabled. So let’s begin. So today I’m in the training database, the sales database. And so it might look a little different than your system. This is a webinar for our entire Flex MLS family, not just one particular MLS. So this is just a demo database.
And, you’ll see that I don’t have a lot of listings in here, but the process that I’m teaching today is the same in your system.
I do want to have one caveat. We have just a handful of MLSs out there that do not have reverse prospecting enabled. And if you watch this webinar and you love it and you find it’s not available to you, just contact your MLS and ask them to turn it on. Easy.
So today, we would go in the menu and this is where you could find it. I don’t know if any of you noticed that I already have it up here on my favorites, but I’ll show you in here. I’ll just type in reverse. It’s under the contact section, reverse prospecting. And as you can see, I already have the yellow star because it’s in my favorites. Or you can click on the star and make it a favorite by putting it up here. So I’m going to go here and click on reverse prospecting.
So in here, it’ll show me my listings that I would like to reverse prospect. So in this case, I’m going to choose my listing fifty one. I want to know if anyone else’s contacts have a saved search that my listing would fit. So they don’t have to have a portal. They don’t have to have a subscription. They just have to have a saved search connected to a contact that would pick up or match my listing. So I come here and I select. I’m going to select one. You can select more. But today, I’m just going to select one and I’m going to come up here to the upper right and click on run reverse prospecting. Easy. And it’s showing me that for my listing number fifty one with this address, there is another member of my MLS who’s got the generic name Sales Trainer. And that agent has a client whose search matches my listing. So I want to reach out to that agent and say, hey, check it out. I’ve got this great new listing that you should check out. So I’m going to select that member. And if there were a bunch of members, I could just select up here and it would give me the whole list. But in this case, there’s only one. So you could do either one. And I’m going to select email selected. Before I email, I want to point out that if you do have a laundry list here of agents that you’re going to be reaching out to, You can always print them out as well, just for reference, to keep tabs of who you heard back from, that kind of thing. But I’ll just email the selected.
Now, this is a reverse prospecting email. So it’s going to go to that agent, gives them the address and the MLS number. And then it’s just like many of the other emails you’ve seen in Flex MLS. This one does reference. It has automatic verbiage in here, but you can certainly change it, edit it. You might want to say, hello.
Or if it’s just one agent, like in this case, I could say hello, Mr. Trainer or Ms. Trainer. And then it says the reverse prospecting function in Flex MLS indicates the following listing may meet the needs of one of your contacts listed below. Please contact me if you’d like more information. And then there’s this bracket. You don’t want to delete that because that’s basically putting in the information of whose search it matches at their end. So, me, the agent who’s sending this out, I don’t know who, whose client, which client it is. I don’t know the client’s name. I don’t know anything about them. I don’t even know the exact search parameters that they have.
All I know is that they have a contact, one or more, and it’ll show up in the receiving end’s email. If I was sending this to sales trader, would see an email that says, hey, your contact named Susan has a search that matches my listing. And then I could say something like, we’re having an open house this Saturday or whatever it may be. And you can reach out in a more personal way.
And then there’s all my contact info as the agent. And I’ll just click send.
Emails have been sent. Great. So, that’s me as an agent. And again, I go into reverse prospecting and I’m basically looking for people’s contacts who have searches that match my new listing on Old Church Road. Okay. Now, what about the other side? I mentioned that the other agent will receive that email and that’s great. And hopefully they’ll reach out and say, yeah, that’s great. Thank you for bringing this to my attention. I’d love to bring my client to see the home on Saturday. If your area has open houses, you know, this may be in the far future, but you get the idea. So what’s the other side? The other side, let’s go back to home, my home dashboard. And the other side of the coin is, say, I’m doing a quick search. So I’m going into quick search and I’m doing a search and you can see we only have ten fake listings in this database, but you would have a lot more. Say, I’m going through the list tab over here.
I could be doing this just for client, maybe my client named Peter.
So, I’m looking around and I see a listing that’s just fabulous. Listing sixty two. Let me get it here. Maybe I’ve seen this and it’s like, wow, they just had a big price reduction or wow, this is a brand new listing. I need to let my clients know that match. So I’m going to reverse prospect in a way this listing to my clients that have a matching search. So I’m going to come here. This is not my listing. This is another agent’s listing. And I’m going to come here to that little Chevron next to the MLS number. And you can see that Chevron if you’re in the detail tab too. So I’m looking at it in detail. Where’s sixty two? Here it is. And I could be here and say, oh, wow, that is great. I could be here or here or even in the list and then just click on that Chevron. And in here is this fabulous thing called match contacts. So this is matching someone else’s listing to my contacts.
So I’m going to click on match contacts and I can see that that listing would fit two of my contacts searches. The one called John’s Rez search and Mark’s under five hundred ks over two thousand five hundred square feet. So whatever the search names are, it doesn’t really matter in this case, but it lets me know which searches and they could have more than one that match. Sometimes that might be the case. But I’m going to select both of my clients because I want to bring this to their attention. And one could argue, well, if they have the portal, why do I need to send this? Or maybe they have a subscription already. Well, number one, all your clients may have a saved search that doesn’t have a subscription. Or they may have a saved search, but they don’t have a portal. They didn’t want one. So this way you’re covering your bases. Even if they had a subscription or they have the portal, this would be a separate email saying, hey, I really think you should look at this one out of the list that they’re seeing. So let’s email it to my selected contacts.
And it’s just like your regular email, the current listing. Because I’m not sending all the results, just that one that I thought was special. I’m public, of course, sending it to my clients. I’m not going to send documents or open houses at this point. I’m just going to send the basic information. And I’m sending it to two different clients. And I could even add a new contact here. Add another additional email, maybe Jonathan’s work email, something, if I happen to know it off the cuff.
I can send a copy to myself and I can notify, get notified if they see the page or click into the email. And I usually suggest sending everything with Flex MLS because then you can track it in my sent emails. And here’s the message. Now, I always like clicking on options because you can make templates. You guys are busy. You don’t want to do this, write emails twenty fourseven. You can get basic templates going. And this one would be maybe a special listing.
And then I just have, hi. I have two different clients, so I’m just going say, hi. I’m not going to say anybody’s name.
And I can say, here’s a unique listing I thought you should see.
And, of course, it’ll have the link to the listing and I would email it. Now, before I email it, just as an aside, I’m going to save this and call this template reverse prospecting.
Just so I have this as a template for future use, Just a little aside there. But it’s handy if you start doing this on a regular basis. I think it’s a good idea. So I can view the listings here. I can go back to my search results. I know it’s all about that one listing. So I’m just going to go ahead and email that to both Jonathan and Mark. Great. All done.
So I’ve sent an email that contains that one particular listing that I found while I was in the middle of a search for someone else. So I promised to show you how to enable reverse prospecting because it would be helpful to you too if another agent sees your clients or your contacts searches and sees that their new listing or their special listing matches one of my contacts saved searches. So I’m going to go into contact management. And I’m fortunate that I only have four contacts. Some of you may have more, and I’m not suggesting you do this for every single contact you have, but perhaps for your most active, if they’re not already set up that way. So I’m going to look, just peek, and I click on my first contact and I can see reverse prospecting is enabled. It’s right here on the contact details, first tab. It’s enabled already. So I can close that one. John David’s also enabled. Jonathan Martinez disabled. Not a problem. I can turn that on. Now, of course, you don’t have to turn it on for anybody that doesn’t have a search. But he has two searches. And that might be helpful for other agents to know that their listing matches one of his two searches. So, I’ll go back to contact details, edit the contact, and all I do is check this box. Reverse prospecting. Save changes. And now, other agents can see that I have a client name. They won’t know the name, but they know that I have a client that has these two searches and it may match their listing. And then Mark. Now, if you notice Mark doesn’t have the portal on. This is all separate from portal and subscriptions. Completely separate. And his is enabled. And he also has a search. He doesn’t have a subscription. So he would be the ideal person for me to do reverse prospecting too. Because there could be a special something. He’s not getting regular emails that give him the updates of what’s out there. He’s not got the portal. So he’s not looking. He’s not looking on his app to see what’s out there that he may be interested in. So, that’s really just another great way to reach out very easily in the system to your clients. And also, as you saw in the beginning, if I have a listing that’s fabulous or I just did a big price drop or whatever it may be, you’re throwing in a free Jeep, whatever the case may be, you can reverse prospect it out to people that have a matching search. Great.
So last but not least, in the menu, under preferences, you can find your general preferences. And this will save you from having to change it for each individual client in the future or contact. Toward the bottom, there’s a lot of great things you can set here in general preferences, but toward the bottom is contact management. And here it is.
Default for enable reverse prospecting checkbox on add contact. Mine’s currently no. That’s how I think it was Jonathan that was not on. Now I can select yes. Make sure you say save. Click on save at the bottom center. And now, anytime I add a new contact in contact management or when I’m setting up an email or all those great convenient places where you can add a contact, they’ll automatically be set up with reverse prospecting enabled. So, that’s it. Hopefully, this was helpful. Thank you so much for joining me, everyone. I hope you have a great rest of your day.
