Effective strategies for selling houses. A must read for real Estate Agents.

1. The key is diversification – having numerous lead-generation and business-building techniques in process at all times.
“Build a team so you can focus on the revenue.”
Past Clients/Sphere
Don't send canned emails. Take
the time to write a personal
message, even if it's only one or
two lines that addresses the
personal relationship with that
person.
Your website/blog is critical. You must
practice search engine optimization and
search engine marketing for your site. The key
to higher search rankings is ongoing quality
content specific to your market area. Be a
thought leader. Utilize Google Adwords as
well as Pay Per Click.
Along with traditional “For
Sale” signs, use “Coming
Soon” signs to advertise an
upcoming listing or “Welcome
to the Neighborhood” for new
buyers.
Social media is the perfect place to invest
and network with your B2B relationships.
Connecting with business influencers and
with referrals has never been easier or more
effective. Make sure you are networking
daily online.
Foster business relationships
with anyone who can help you
make money, including lenders,
title companies, home contractors,
for sale by owners and buyers.
The key is to develop offline
relationships.
“Work closely with the money.”
Leads coming from Zillow, social media,
Pay Per Click internet advertising (PPC) or
email, require instant response because
the home search is still top-of-mind for the
prospective home buyer.
80% of sales are made between the 5th
and 12th contact. If you don’t follow up,
they won’t follow through.
Measure every cost per lead and cost per
close over a 6 to 12 month period. There
must be a return on every dollar or don't
spend. Track what works in your market by
comparing home prices and density of
population of zip codes to amount of
transactions within those zip codes.
The #1 most traveled site for real estate.
Choose the right audience and right zip code.
Use a professional photo for advertising.
Fill out your profile completely.
You must obtain reviews to generate leads.
Ask customers to do a review right after a
transaction.
Respond to leads ASAP by calling or texting.
Don't just email.
Always follow-up.
Low inventory is the perfect time to go
door-knocking and cold calling as it works in
scenarios with limited inventory. Stake your
claim and get more listings.
Choose the right farm. Only choose a farm that has at least a 5%
turnover.
Choose the right marketing message. It’s not about you or how
many homes you’ve sold, it’s about educating potential buyers and
sellers and becoming their trusted advisor.
Be patient and consistent. Depending on the marketing piece,
expect a 2-4% response rate.
Do what has to be done. If a mailing doesn’t get a response, door
knock in that neighborhood to meet the goal of the mailing.
Get a Coach
A coach can be a game changer
by getting you to think less like a
real estate agent and more like a
CEO. Learn when to be strategic
and when to be tactical. A coach
will hold you accountable and
take you out of your comfort
zone to try new tactics.
5/5/4 entails that every day you have five
conversations with past clients or from your
sphere of influence, five conversations with new
contacts, and four lead follow-ups.
5/5/4 is the business strategy of coach Tom Ferry
(tomferry.com).
Past Clients
New Contacts
Lead Follow-ups
Chris Speicher is the co-founder and award-winning REALTOR® of the Speicher
Group of RE/MAX Realty Centre serving the Washington D.C. metropolitan area.
With more than 60 years combined experience, his company, co-founded by his
wife, REALTOR® Peggy Lyn Speicher, has brokered over $100 million in real
estate transactions. In 2010 the Speicher Group totaled $3 million in sales. In
2014 projected sales are expected be $50 million.
Learn more at www.LiveLoveMaryland.com
www.myprospectmortgage.com
www.learnwithprospect.com
Educational materials for Real Estate Professionals only. Materials are not intended for use by or distribution to consumers as dened by Section 226.2 of
Regulation Z, which implements the Truth-in-Lending Act.
Loan inquiries and applications will be referred to a Loan Ofcer who is licensed in the property's state. Equal Housing Lender. Prospect Mortgage is
located at 15301 Ventura Blvd., Suite D300, Sherman Oaks, CA 91403. Prospect Mortgage, LLC (NMLS Identier #3296, www.nmlsconsumeraccess.org) is a
Delaware limited liability company licensed by the Department of Business Oversight under the California Residential Mortgage Lending Act and operates with
the following licenses: AK Mortgage Lender/Broker License #AK3296; AZ Mortgage Banker License #BK0903027; CO licensing regulated by the Division of Real
Estate; Georgia Residential Mortgage Licensee #16984; Illinois Residential Mortgage Licensee #MB.0006424; Kansas licensed mortgage company; MA Mortgage
Lender/Broker License #MC3296; MS Licensed Mortgage Co.; MT Mortgage Lender Licensee #3296; Licensed by the NH Banking Dept.; Licensed Banker-NJ
Dept. of Banking and Insurance #9932414; NV Division of Mortgage Lending Mortgage Banker #1173 and Mortgage Broker #3095;Operates as Prospect Lending,
LLC in NY located at 711 Westchester Avenue, Suite 304, White Plains, NY 10604 (Licensed Mortgage Banker - NYS Dept of Financial Services); OR Mortgage
Lender Licensee #ML-2006; PA Dept. of Banking license #22122; RI Licensed Lender #20021343LL, Loan Broker #20041643LB; Washington Consumer Loan
Company License - CL-3296. This is not an offer for extension of credit or a commitment to lend. Loans are currently being closed and committed at the
expressed rates, however these rates may change or may not be available at the time of your loan lock-in, commitment or closing. All loans must satisfy company
underwriting guidelines. Interest rates and APRs are based on recent market rates, are for informational purposes only, are subject to change without notice and
may be subject to pricing add-ons related to property type, loan amount, loan-to-value ratio, credit score and other variables. Call for details. Terms and
conditions apply. Additional loan programs may be available. This is not an offer to enter into a rate lock agreement under MN law, or any other applicable law.
Our Loan Ofcers are dedicated to helping you with your home nancing needs. Prospect Mortgage, LLC - NMLS Consumer Access | Texas Mortgage Banker
Loan Origination Disclosure
LR 2014-390
“Make it your goal to
personalize 10 quick
messages to clients
every day.”
SEO/SEM Signage
Social Media
Business Partners
Internet Lead Generation Tracking
Using Zillow
for Success
Use Buyers to Get
More Listings
Traditional Farming Still Works
Generate Leads with 5/5/4
“It’s not about what
you make, it’s about
what you keep.”
“You should employ at least 10 sources of business.”