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MFO Exclusive: Secrets to Prospecting Just Listed/Just Sold Properties
 

MFO Exclusive: Secrets to Prospecting Just Listed/Just Sold Properties

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Sell the entire neighborhood, rather than just one home with Cole Realty Resource and the Mike Ferry Organization. Senior Coach Cydney Fullen joins us on this exclusive webcast to give you details of ...

Sell the entire neighborhood, rather than just one home with Cole Realty Resource and the Mike Ferry Organization. Senior Coach Cydney Fullen joins us on this exclusive webcast to give you details of how to extend your reach among your just listed/just sold properties. In 30 minutes, you'll get tips and strategies on maximizing your:
• Mindset
• Skills
• Resources
• Schedule

The Mike Ferry Organization has been providing leading real estate training and coaching for more than 35 years and is a partner of Cole Realty Resource. If you're a real estate agent who is looking to take your prospecting efforts to new heights in 2013, you won't want to miss this!

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  • Welcome to today’s webinar on How to Work With Buyers in Multiple Offer Situations with Mike Ferry coach Below is a short bulleted list of info on Cydney: Senior Coach with the Mike Ferry Organization Real Estate Sales Person / Broker / Owner for 30 Years Involved with Mike Ferry Organization since 1989 Coaching and Training for 15 years I’ve been a coach for Mike Ferry for about 4 years and I coach several top producing agents and teams around the country. Several of the agents I coach are either buyer agents on a team, agents that have teams of 1 or more buyer agents or they work both sides of the business. On average agents that are in coaching have increased their buyer transactions from 22 deals to 73 deals in just one year…this is a 308% increase following the Mike Ferry Buyer System. Starting with The Mike Ferry Organization 2003 Sales Broker Development Speaker Coach Director of Sales Mike Ferry Coach specializes in prospecting training.  
  • Lora: Brandi, thanks for taking time out of your busy schedule to be our guest presenter. Tell us a little about yourself? Brandi: Coach Brandi Furlan. I’ve been a coach for Mike Ferry for about 4 years and I coach several top producing agents and teams around the country. Several of the agents I coach are either buyer agents on a team, agents that have teams of 1 or more buyer agents or they work both sides of the business. On average agents that are in coaching have increased their buyer transactions from 22 deals to 73 deals in just one year…this is a 308% increase following the Mike Ferry Buyer System.
  • Lora: Great! If you’re not familiar with Mike Ferry Organization, it’s north America’s leading real estate coaching & training organization—headed by Mike Ferry himself—who, like Brandi mentioned—has tried and true methods for finding new customers.
  • Lora: A little background on our company. Just a reminder, we are recording today’s session & will get that on demand video out to you in 24 hours. Also, some housekeeping items, if you do have a question, type your question into the dashboard to the right of your screen & we’ll answer those questions.
  • Listings are the key to your success! The Real Estate Market in North America has improved greatly over the past several months. The increased demand has been fueled by lower interest rates. Resulting in a rapidly shrinking inventory, making listings more difficult to get.
  • Front End vs Back End. There are two parts to every transaction. The “front end” of the transaction is everything that happens prior to the listing agreement being signed, like prospecting, lead follow up and prequalifying the seller. The “back end” is everything that happens after the listing contract is signed such as the servicing of the listing, negotiating the contract and seeing the transaction to closing. The past several years we experienced a back end market. It was easy to find a leads and listings were plentiful. The past few months we moved into a front end market.
  • Front End vs Back End. There are two parts to every transaction. The “front end” of the transaction is everything that happens prior to the listing agreement being signed, like prospecting, lead follow up and prequalifying the seller. The “back end” is everything that happens after the listing contract is signed such as the servicing of the listing, negotiating the contract and seeing the transaction to closing. The past several years we experienced a back end market. It was easy to find a leads and listings were plentiful. The past few months we moved into a front end market.
  • Where are you spending your time? Homes are selling and closing quickly, however salable listings are more and more difficult to find. Less time is spent on the back end of the transaction and you must now focus on the ways and means to find that motivated seller.
  • It’s a numbers game. There is a direct correlation between the number of people you talk to and the results you get. Here’s the challenge, when inventory is low, expired and cancelled listing levels are low as well and For Sale by Owners have more success and need the help of a real estate agent a little less. When the market changes, be prepared to change with it.
  • How can you talk to enough people every day and continue to list salable listings? The answer… Just Listed – Just Sold calls! Just listed- just sold calls are warm calls. As a professional real estate agent, you offer valuable information to the prospect related specifically to them and their biggest asset…their home. Everyone want to know about the real estate market. How many times a day are you asked “how is the market?” By making warm just listed – just sold calls, you can build your business by taking the market to the consumer. Recently, we did a survey of 589 top producing agents who will close more than 50 transactions this year, and asked where there business came from. These agents identified over 35 different sources. The best two sources…Calling past clients and center of influence at 28% and Just Listed Just Sold Calls at 13%, followed by Expired at 11% and FSBO at 9%. That’s right **
  • What is your attitude about just listed- just sold calls? Are you excited and motivated about making these call or do you have the mindset that everyone will be rude and they don’t want to talk to you? The truth is that most of the prospects you speak with are generally nice and are interested in what you have to say. Remember, these are warm calls because you are sharing a topic that is meaningful to the prospect…real estate information about their area. Check your energy and enthusiasm to get the best results; no one wants to talk to someone who is negative. Here’s a top producer tip…when it comes to attitude, the energy you deliver mirrors the response you get. **
  • Communication is 7% Words 55% Body Language 38% Tonality
  • Approach Write this down…learn the scripts. By using the scripts, you can control the conversation and determine if the prospect has motivation to sell. The script is nothing more than a series of questions, specifically designed to engage the prospect so they will tell you if they have any plan to sell in the future. Make your delivery conversational don’t sound robotic. This takes some practice. So set up role partners and start the process of mastering the scripts immediately. **
  • Body Language Smile Stand Up Tall Use a Headset
  • Tonality Present with Power, Confidence and Excitement! Use a Down Swing Be Conversational Listen Carefully to the Prospect
  • Expectations Do you have the mindset that you will get big results or are you rushing thru each opportunity? Are maximizing the opportunity with each prospect? Here’s a top producer tip... set daily goals and make them your minimum standards. Hours Prospected Contacts Appointments
  • Get the Right Tools Subject Property You can talk about a listing or a sale that you were personally involved in, a company listing or sale or choose a subject property that is in an area that you want a listing in. Cole Real Estate Resource www.coleinformation.com Cole Real Estate Resource provides unlimited names, addresses and phone numbers for your area. It’s easy to use. With the click of a button, you can do a neighborhood search and locate the contact information of homes around your listing or sale. The online version utilizes Google Map Technology to provide an aerial view of the neighbor, so it’s easy to talk with confidence about the location of the prospects in relationship to your subject property. If you prefer, you can download the information into a dialer or export into excel… if technology isn’t your thing, a print version is also available. Cole Real Estate Resource is the expert in data providing. Just Listed – Just Sold Script www.mikeferry.com Use the scripts verbatim. Remember…regardless of how they respond….repeat their answer and affirm it and ask the next question.
  • Do Not Call Laws DNC numbers are clearly identified by Cole Real Estate Resource Always follow the law If you mistakenly call someone on the list…Apologize and Hang UP.
  • Actions= Results Smile Dial Have Fun ! Get Ready for Success!
  • Actions= Results Smile Dial Have Fun ! Get Ready for Success!

MFO Exclusive: Secrets to Prospecting Just Listed/Just Sold Properties MFO Exclusive: Secrets to Prospecting Just Listed/Just Sold Properties Presentation Transcript

  • The secrets of prospecting:Just listed / Just soldsLed by: Cydney Fullen
  • Lora UllerichDigital Media SpecialistLora.Ullerich@coleinformation.comSession FrameworkCydney FullenCoach/TrainerThe Mike Ferry Organization
  • Cydney:• Senior coach.• 15 years coaching several topproducing teams across the country.• 30 years experience as a real estateperson, broker, owner.
  • • North America’sLeading Real EstateCoaching andTrainingOrganization
  • Background•Cole Directory published in 1947.•Crisscross directory of addresses &phone numbers.•Invaluable information for:•Telemarketing•Debt collection•Law enforcement•Today, web-based lead gen for realestate agents.Jack Cole
  • Listings are Key…To your success!Increased demandLower interest rates
  • • “Front end”• Prospecting• Lead follow up• PrequalifyingFront End Vs. Back End
  • • “Back end”• Servicing of the listing• Negotiating the contract• Seeing the transactionto closingFront End Vs. Back End
  • Where are You Spending Your Time?
  • • Number of contacts• ResultsIt’s a Numbers Game
  • And continue to list salable listings?The answer: just listed/just sold calls! Calling past clients and center ofinfluence - 28% Just Listed/Just Sold Calls - 13% Expired - 11% FSBO - 9%How Can You Talk to Enough People
  • • What is your attitude about just listed- justsold calls?• Energy and enthusiasm• Top producer tip…when it comesto attitude, the energy you delivermirrors the response you get.Attitude
  • Communication is:•7% Words•55% Body language•38% TonalityApproach
  • • Write this down…learn the scripts.Approach
  • • Body language• Smile• Stand up tall• Use a headsetApproach
  • • Tonality• Present with power,confidence andexcitement!• Use a down swing• Be conversational• Listen carefully to theprospect•Approach
  • • Hours prospected• Contacts• Appointments•Expectations
  • Identify a Subject Propertywww.colerealtyresource.comJust Listed – Just Sold Scriptwww.mikeferry.comGet the Right Tools
  • • DNC numbers are clearly identifiedby Cole Realty Resource.• Always follow the law.• If you mistakenly call someone onthe list…Apologize and HANG UP.Do Not Call Laws
  • • Smile!• Dial!• Have fun!• Get ready for success!Remember…Action= Results
  • • July 16-19, 2013• MGM Grand Hotel & Casino3799 Las Vegas Blvd. SouthLas Vegas, NV 89109Phone: (877) 880-0880• Purchase your ticket today bycalling: (800) 448-0647 or go toMikeFerry.com.There are over ONEHUNDRED specific things youneed to do to build yoursuccessful sales career...•The key to doing 50+, 100+and 150+ transactions peryear•Exact techniques to handlethe current objections•How to earn at least 20%more from your Center ofInfluence and Past Clients© 2013 Mike Ferry Organization.All Rights Reserved.
  • Jump Start Your Sales•Cole Realty Resource:•800-965-8476•colerealtyresource.com•Mike Ferry Organization•www.mikeferry.com