Learn To Sell Homes Faster - webianr


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Mortgage Coach teaches loan officers and Realtors how to sell homes faster in today's marketplace

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Learn To Sell Homes Faster - webianr

  1. 1. Learn to Sell Homes Faster with the Seller Buydown Strategy in Today's Marketplace To listen to the audio, join the conference call: 712-432-1001, access code 460056852#
  2. 2. go to www.mortgagecoach.com
  3. 3. MC Members ask questions in CHAT
  4. 4. Agenda <ul><li>Why financing is the key to selling homes </li></ul><ul><li>Why and How the Seller Buydown Strategy works </li></ul><ul><li>How to create a video that you can share with everyone </li></ul><ul><li>How to actually generate leads with the SBD strategy </li></ul><ul><li>How to leverage this strategy at your next open house </li></ul><ul><li>How to use this strategy to win expired listings </li></ul><ul><li>How to use this strategy with REO and short sales </li></ul><ul><li>How to use this strategy to build new partner relationships </li></ul>
  5. 5. Ron Quintero Today's Teachers To listen to the audio, join the conference call: 712-432-1001, access code 460056852# Scott Nicholson Bradley Kerr Dave Savage Host Loan Officer Realtor Expert
  6. 7. We need to work closer together than ever before
  7. 8. Meet Ron Quintero <ul><li>Has been in the business for 26 years </li></ul><ul><li>Has sold over 11,000 homes in first 10 years </li></ul><ul><li>Has negotiated over 500 short sales </li></ul><ul><li>Has owned a real estate & mortgage companies </li></ul>
  8. 17. Is your MARKETING aligned with the MARKET?
  9. 18. 1985 1985
  10. 19. Success in Real Estate Sales?
  11. 20. The More Ways You Know How to FINANCE Real Estate...
  12. 21. The More TRANSACTIONS You Will Have!
  13. 22. Focus On The FINANCING It's What Moves Inventory
  14. 23. <ul><li>Rent vs. Own Analysis </li></ul><ul><li>Cost of Waiting Analysis </li></ul><ul><li>Seller Buydown Strategy </li></ul><ul><li>In-Home Marketing </li></ul><ul><li>MLS Financing Info </li></ul><ul><li>Seller Application </li></ul>6 Point Financing Strategy
  15. 24. Big Takeaway. Creative financing is critical to selling homes, especially in this marketplace
  16. 25. Meet Scott Nicholson To listen to the audio, join the conference call: 712-432-1001, access code 460056852# <ul><li>Scott has been a loan officer for 8 years </li></ul><ul><li>He closed 11 loans last month </li></ul><ul><li>He averages 7+ purchase closed loans per month </li></ul>
  17. 26. <ul><li>The two major problems </li></ul><ul><ul><li>Problem #1. Massive inventory </li></ul></ul><ul><ul><li>Problem #2. Getting financing </li></ul></ul>
  18. 27. <ul><ul><li>Because it lowers the monthly payment </li></ul></ul><ul><ul><li>Because it makes it easier to qualify </li></ul></ul>Why the Seller Buydown Works
  19. 28. Payment and Income required without price reduction or seller buydown
  20. 29. Payment and Income with $14,000 price reduction
  21. 30. Payment and Income with $14,000 seller buydown $65 / $448 = 7
  22. 31. Big Takeaway. The Seller Buydown has 7 times the leverage and impact as a price reduction
  23. 32. The key to success is how you package and promote the SBD Strategy You need a good headline
  24. 33. You need to create a Seller Buydown Flyer for every listing - THIS IS A REQUIREMENT It should only take you 5 minutes to create each flier
  25. 34. CREATE a Video Press to create a quick video Press to upload after you are happy with your video Use Zoom & Edit to make a great video that creates an Aha moment
  26. 35. You need to create a video to promote your Seller Buydown strategy - to forward to EVERYONE Creating a video give you a 100 to 1000 times leverage
  27. 36. 3 Ways to SHARE a video <ul><li>Put a link in your email message </li></ul><ul><li>Send email through video community </li></ul><ul><li>Embed video in your website </li></ul>
  28. 37. SHARE a video See how Jeremy is sharing a video with one of his clients
  29. 38. Big Takeaway. The Seller Buydown isn't anything new...but how we are focusing on it, how we are packaging it and how we are promoting it ~ is GAME CHANGING
  30. 39. www.mortgagecoachvideo.com SIGN-UP SHARE VIDEOS CREATE VIDEOS WATCH VIDEOS <ul><li>MORE LEADS </li></ul><ul><li>WIN MORE </li></ul><ul><li>SAVE TIME </li></ul><ul><li>DO THINGS RIGHT </li></ul>= Especially for loan officers and Realtors
  31. 40. Lead Generation CHECKLIST <ul><li>Seller Buydown Flier in every open house </li></ul><ul><li>Videos for buyers, sellers and Realtors </li></ul><ul><li>&quot;Buyer Packs&quot; given to buyers in open houses </li></ul><ul><li>Realtor coaching groups </li></ul><ul><li>Expired listings </li></ul><ul><li>Active listing </li></ul><ul><li>FSBO's </li></ul><ul><li>The actual Seller is your best lead </li></ul>
  32. 43. The seller had to reduce the price by $96,000 to catch up with the seller buydown strategy
  33. 44. Big Takeaway. The seller would have to reduce the purchase price by $96,000 to get the same monthly payment as a $14,000 seller buydown ~ This is serious leverage
  34. 45. realtor/lender The Seller The Buyer Transaction with Buyer and Seller
  35. 46. The Seller The Buyer The Seller The $500,000 sell Help the seller become a buyer the $700,000 purchase The Buyer The Seller The Up Leg The Down Leg
  36. 47. The Expired Listing $300,000 $500,000 $700,000 $900,000 $1,100,000
  37. 48. Meet Bradley Kerr To listen to the audio, join the conference call: 712-432-1001, access code 460056852# <ul><li>Bradley has been a full-time Realtor for 11 years </li></ul><ul><li>He is selling an average of 8 homes per month </li></ul><ul><li>Has sold over 300 over his career </li></ul>
  38. 49. The Open House CHECKLIST <ul><li>Work the numbers </li></ul><ul><li>Create the Seller Buydown Flier </li></ul><ul><li>Strategy Session with Realtor/Loan Officer </li></ul><ul><li>Marketing Plan (create scripts and talking points to promote and position each other) </li></ul><ul><li>Buyer Packages </li></ul><ul><li>Yard signs with sign rider </li></ul>
  39. 50. Big Takeaway. I need to run the numbers, create a Seller Buydown Flier for every listing and create a video explaining the strategy ~ the power and simplicity is obvious
  40. 51. Expired Listing CHECKLIST <ul><li>Search MLS </li></ul><ul><li>Ask the question: WHY is the property expired? (condition, location, price?) </li></ul><ul><li>Work the numbers </li></ul><ul><li>Create the Seller Buydown Flier </li></ul><ul><li>Have strategy session with Realtors </li></ul><ul><li>Marketing Plan (create scripts and talking points to promote and position each other) </li></ul><ul><li>Create special video for the specific property </li></ul><ul><li>Deliver &quot;Buyer Package&quot; </li></ul>
  41. 52. Homework Assignments <ul><li>Watch Scott and Jeremy’s videos within 1 hour </li></ul><ul><li>Create Seller Buydown Flyer for 2 different properties within 12 hours (be sure to create task in Outlook with alarm) </li></ul><ul><li>Create video for seller within 24 hours </li></ul><ul><ul><li>video for buyer </li></ul></ul><ul><ul><li>video for Realtor </li></ul></ul>
  42. 53. Watch video about how to create a sense of urgency to get fence sitters off the fence with the Cost of Waiting Analysis www.MortgageCoachVideo.com
  43. 55. Community Library
  44. 57. Solutions
  45. 59. Weekly Coaching Calls
  46. 61. Now it’s time to take action
  47. 62. Taking Action <ul><li>Join Scott Nicholson, Ron Quintero and myself next Tuesday Coaching Call at 9 am PST </li></ul><ul><li>Join Jacob on Thursday at 9 am PST for training </li></ul><ul><li>For Non-Members we have a special price for the next 24 hours </li></ul><ul><ul><li>Recording of a 5 hour workshop with Scott Nicholson </li></ul></ul><ul><ul><li>We have a 30 day Guarantee </li></ul></ul>Call 800-485-7251
  48. 63. EDUCATION SOLUTIONS COMMUNITY <ul><li>MORE LEADS </li></ul><ul><li>WIN MORE </li></ul><ul><li>SAVE TIME </li></ul><ul><li>BE THE BEST </li></ul>= (800) 485-7251 Mortgage Coach