Agent Strategy & Processes

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Agent Strategy & Processes

  1. 1. Strategic  Plan  
  2. 2. Who  are  you?   Sample of defining who you are: Neighborhood   Specialist   Expert   Resident   Expert   Advisor   Veteran     Vicinity   Region   Recognized   Leader   Advisor   Community   Authority  
  3. 3. Business  Focus   Exposure  /  Marke@ng   Sellers,  Buyers,  &   Investors  (S,  B,  &  I)   Farm  Management  
  4. 4. Marke@ng  /  Exposure   Messages   Market   Community   Why  Choose   Quarterly   Sta@s@cs  &   New  Lis@ngs   News   Me?   Produc@on   Analysis   Media   Are  mailers  worth   expense  for  new   lis@ngs  when  DK   Technology:   anyway?   Lis@ng     Website   Open  House   Face  book  –  Biz   FOR  SALE  Signs   Mailers:   Face  book  -­‐  Ad   Tent  Signs   Door  Knocking   (Agent  ID  /   New  Lis@ngs   Blog   (Agent  ID  /   Fliers     Photo??)   OU   LinkedIn   Photo??)   Utube   &  Box  Fliers   TwiWer  
  5. 5. Sellers  &  Buyers   Seller   Buyer   Evalua=ons   Evalua=on  (wants  /  needs)   CMAs   Website  search  -­‐>  email  updates   Calls  (Before,  During,  A[er)   Calls  (Before,  During,  A[er)   Visits  (Docs  signed,   Broker  Tours  &  MLS  searches   recommenda@ons,  status  updates)   Guidance  (To  do  lists  with  dates  –   Show  proper=es   to  prepare  &  to  close  escrow   Property  Exposure  (Fliers,  MLS,   Guidance  (To  do  lists  with  dates  – Website,  Visual  Tour,  Facebook,   close  escrow   Blog)  
  6. 6. Farm  Management   Single  Family  Homes  /  Condos  /  Mul=  Unit  Proper=es   Redefine   OO   OU   Maintenance   updates   updates   boundaries   as  needed   OO   OU   Contact   Fliers   Mailers   1/month   1/month  
  7. 7. Business  Processes  
  8. 8. Business  Process  Components  Defined   Key  Func=ons  to  SNP  Business   Social  Media  is  changing  the  way  business  func@ons  rela@ve  to  customer  goods  and  services.   Outbound  marke@ng  is  becoming  obsolete  and  inbound  marke@ng  has  taken  it’s  place.    The   world  is  becoming  a  socialmarket.  Informa@on  is  brought  to  the  consumer  via  social   connec@ons,  this  includes  informa@on  about  products  and  services  as  well  as  news  and  other   informa@on.   SNP  provides  the  setup  and  general  marke@ng  guidance  to  the  individual  service  provider.    SNP   provides  a  low  cost,  nuts  and  bolts  mechanism  for  those  who  correctly  focus  on  their  business   and  need  to  outsource  the  set  up  of  this  new  type  of  marke@ng  for  their  business.   Major  Business  Processes:   Market  SNP   Via  Social   General  &   Assess   Service  Clients   Administra=ve   Business   Media  
  9. 9. Business  Process  L1   1. Market  SNP   2. SERVICE 3. GENERAL & 4 ASSESS Via  Social  Media   CLIENTS ADMINISTRATIVE BUSINESS 1.1 2.1 3.1 4.1 Manage Blog Collect Customer Track Customers Evaluate Company Data Goals and Direction 1.2 2.2 3.2 4.2 Manage Manage/Review Manage Financials Evaluate Tool Facebook (FB) Tool updates effectiveness 1.3 2.3 3.3 4.3 Manage Twitter Manage Guidance Manage Company Evaluate ROI – Materials Resources Time / $ 1.4 2.4 3.4 4.4 Manage Respond to Report Activity Advertising (FB) Customer Feedback
  10. 10. Understanding  the  Business   Market  RE  Services:  Door  Knocking   Market  RE   General  &   Assess   Services   Service  Clients   Administra=ve   Business   Door   Lis=ng   Addi=onal   Knocking   Mailers   Adver=sing   Adver=sing  
  11. 11. Door  Knocking  L2   Note:  Distribu@on  Area  =   An  Individual  Farm   Market  RE  Services  1.1   1. CREATE 2. CREATE FLIER 3. PRINT PER 4. PRINT FOR 5. TRACK FLIER FRONT BACK SCHEDULE LISTING DISTRIBUTION 1.1 2.1 3.1 4.1 5.1 Determine Identify Farm for Flier Flier Front = New Flier Front = Update Farm XLS Content/ Listing if Current New Listing with Date and Template – Why Listing in Farm Count of Flier Back = Me & Mkt Data Otherwise = Why Distribution OR New Listing Me & Mkt Data Data for Farm of New Listing 1.2 2.2 3.2 4.2 5.2 Update Mkt Data - Search MLS for Area Distribute to Prepare for Provide Report of Use Agent Data Each Farm at distribution Distribution to Verbiage and Least 1/Month Mon – Fri Week Agent (1/wk?) MLS Data of Agent Open 1.3 2.3 3.3 4.3 5.3 New Listing - Copy Data to XLS & Print # Copies Create New Format Based on Farm Listing Pic & Data 1.4 2.4 3.4 4.4 5.4 Agent Review Copy Data to MSWord Flier Back
  12. 12. Understanding  the  Business   Market  RE  Services:  Mailers   Market  RE   General  &   Assess   Services   Service  Clients   Administra=ve   Business   Door   Lis=ng   Addi=onal   Knocking   Mailers   Adver=sing   Adver=sing  
  13. 13. Mailers  L2   Market  RE  Services  1.2   1. INFORM FARM OF 2. MAINTAIN CONTACT 3. MAINTAIN 4. INFORM OF NEW LISTING & OH IN WITH OU IN FARMS CONTACT MULTI MULTI UNIT AREA UNIT OWNERS BENEFITS INVESTMENT SEMINAR 1.1 2.1 3.1 4.1 Set up mailer with flier Set up mailer with NEW Set up mailer with Set up mailer with picture and culled down LISTING info OR WHY ME info WHY ME info & seminar details version of flier verbiage and statistics statistics 1.2 2.2 3.2 4.2 Identify appropriate Identify appropriate mailing Identify appropriate Determine mailing list/farm list/farm based on statistics mailing list/farm audience for on mailer based on statistics seminar on mailer 1.3 2.3 3.3 4.3 Agent review & submit Agent review & submit Agent review & Agent review & week prior to 1st OH submit submit 1.4 2.4 3.4 4.4 All returns used to All returns used to update All returns used to All returns used update farm lists farm lists update farm lists to update farm lists
  14. 14. Understanding  the  Business   Market  RE  Services:  Lis=ng  Adver=sing   Market  RE   General  &   Assess   Services   Service  Clients   Administra=ve   Business   Door   Lis=ng   Addi=onal   Knocking   Mailers   Adver=sing   Adver=sing  
  15. 15. Lis@ng  Adver@sing  L2   Market  RE  Services  1.3   1. POST FOR 2. MAILERS TO 3. MLS 4. DOOR 5. OPEN HOUSE SALE SIGN LOCAL FARM POSTING & OH KNOCKING TENT SIGNS @ NOTIFICATION FLIERS STREET CORNERS 1.1 2.1 3.1 4.1 5.1 Post For Sale Update Mailer service Update MLS for Flier Front = sign Monday with property picture property New Listing before Tour & OH and highlight points including Flier Back = pictures, & link Data for Farm for virtual tour of New Listing 1.2 2.2 3.2 4.2 5.2 Identify Farm for Update MLS Prepare for Mailer every Monday distribution with OH plans for Mon – Fri Week the following of Agent Open weekend & first OH 1.3 2.3 3.3 4.3 5.3 Send mailer out Friday or Monday prior to Tour & OH
  16. 16. Understanding  the  Business   Market  RE  Services:  Addi=onal  Adver=sing   Market  RE   General  &   Assess   Services   Service  Clients   Administra=ve   Business   Door   Lis=ng   Addi=onal   Knocking   Mailers   Adver=sing   Adver=sing  
  17. 17. Addi@onal  Adver@zing  L2   Market  RE  Services  1.4   1. WEBSITE 2. SOCIAL MEDIA 3. PRESENCE 4. OPEN 5. CONTACT IN THE HOUSES (OH) INFLUENCERS COMMUNITY WITH POTENTIAL CLIENTS 1.1 2.1 3.1 4.1 5.1 Co website Facebook, Blog, Twitter, Involvement in Host an OH every Contact with all Plaxo  all tied together, school & town possible Accountants, listings all point to website functions weekend Attorneys, Financial Planners LinkedIn, Yelp 1.2 2.2 3.2 4.2 5.2 Tracking of Regular posting to Blog Business cards Offer home Current & past visitors, & Twitter to everyone evaluations for clients for referrals regular pull of all visitors Updates to LinkedIn properties for Provide fliers visitors, etc Business page on with market data Facebook located in Advertising on several rooms Facebook? 1.3 2.3 3.3 4.3 5.3 Follow up all MLS properties – contacts from Cancelled & OH Expired
  18. 18. Understanding  the  Business   Client  Services:  New  Lis=ngs   Market  RE   General  &   Assess   Services   Service  Clients   Administra=ve   Business   New  Lis=ngs   Sale  of   Manage   Manage   Property   Buyers   Investors  
  19. 19. Manage  Sellers  –  New  Lis@ng  L2   Service  Clients  2.1   1. SIGN LISTING 2. MANAGE 3. PREPARE 4. AGENT 5. OPEN DOCS INSPECTIONS & LISTING TOUR HOUSES IMPROVEMENTS MARKETING 1.1 2.1 3.1 4.1 5.1 Agent Set up: Call & arrange required Set up MLS, MLS printouts Set up MLS Commission, listing price, inspections Copy MSL for (50) weekly relationship period files (Termite, House, Roof, Chimney, etc) 1.2 2.2 3.2 4.2 5.2 Agent Review: Call & arrange required Set up Virtual Disclosure Advertise in Property condition & improvements (painters, Tour binder News Papers needs - negotiate flooring carpet or hardwood, inspections & general maintenance, gardening, improvements with owner cleaning, staging) 1.3 2.3 3.3 4.3 5.3 Agent get owner Provide schedule to For Sale Sign Agent tour Get OH signatures for all owner with Fliers coverage coverage listing docs 1.4 2.4 3.4 4.4 5.4 Scan all listing docs, Agent distribute Agent Tour & Copy Property fliers via DK food Profile Report
  20. 20. Understanding  the  Business   Client  Services:  Sale  of  Property   Market  RE   General  &   Assess   Services   Service  Clients   Administra=ve   Business   New  Lis=ngs   Sale  of   Manage   Manage   Property   Buyers   Investors  
  21. 21. Manage  Sellers  –  Sale  of  Property  L2   Service  Clients  2.2   1. MANAGE OFFER(S) 2. GUIDE SELLER 3. UPDATE 4. CLOSE OUT THROUGH ESCROW PROPERTY STATUS SALE TO SALE PENDING 1.1 2.1 3.1 4.1 Agent review offers with Create Seller in Contract Change sign rider to Agent set up seller seller, determine best one To Do list and letter Pending Sale signing at Title co 1.2 2.2 3.2 4.2 Manage Addendums and Change MLS status Order sign down Counter offers until final from Active (A) to acceptance Pending Sale (PS) 1.3 2.3 3.3 4.3 Agent get seller to sign all Update white board – Pick up lock box & documentation dates: COE & Contingency contractor box removals 1.4 2.4 3.4 4.4 Submit reporting to Keys to new office owners 1.5 2.5 3.5 4.5 Update MLS status to Sold (S)
  22. 22. Understanding  the  Business   Client  Services:  Manage  Buyers   Market  RE   General  &   Assess   Services   Service  Clients   Administra=ve   Business   New  Lis=ngs   Sale  of   Manage   Manage   Property   Buyers   Investors  
  23. 23. Manage  Buyers  L2   Service  Clients  2.3   1. SET UP 2. RESEARCH 3. MANAGE 4. DRIVE 5. ASSURE RELATIONSHIP CURRENT OFFERS FUNDING SMOOTH LISTINGS CLOSING OF CLOSE OF CONTINGENCIES ESCROW 1.1 2.1 3.1 4.1 5.1 Buyer sign Research current Prepare offers for Assist buyer with Buyer signing relationship docs listings on MLS desirable title co & securing of at title co properties loan 1.2 2.2 3.2 4.2 5.2 Agent identify Contact other Negotiate terms via Ensure property Provide Buyer buyer interests agents to see if addendums & related issues are Keys to their and priorities any appropriate counter offers fully understood and new home properties are acceptable soon to be on the market 1.3 2.3 3.3 4.3 5.3 Provide list of When offer Buyer sign all properties and package accepted, property disclosure preview with prepare buyer for docs, contingency buyers escrow process removals, etc 1.4 2.4 3.4 4.4 5.4 Report sale with all disclosure docs etc
  24. 24. Understanding  the  Business   Client  Services:  Manage  Investors   Market  RE   General  &   Assess   Services   Service  Clients   Administra=ve   Business   New  Lis=ngs   Sale  of   Manage   Manage   Property   Buyers   Investors  
  25. 25. Understanding  the  Business   General  &  Administra=ve:  Maintain  Farm(s)   Market  RE   General  &   Assess   Services   Service  Clients   Administra=ve   Business   Maintain   Document   Report   Farm(s)   Manage  OHs   Management   Ac=vity  
  26. 26. Maintain  Farms  L2   General  &  Administra@ve  3.1   1. UPDATE LISTS 2. ALTER FARMS & 3. BOUNDARIES AS DESIRED 1.1 2.1 3.1 Remove properties of Request additions from Title Co known RE agents etc 1.2 2.2 3.2 Collect Returned Mailers If new farm, create new file, if additions to current farm, add to current file 1.3 2.3 3.3 Look up new owners or OU Delete entries in lists for streets to change of addresses eliminate if pairing down a farm 1.4 2.4 3.4 Update lists in files Update lists in mailer service 1.5 2.5 3.5 Update lists in mailer service
  27. 27. Understanding  the  Business   General  &  Administra=ve:  Manage  OHs   Market  RE   General  &   Assess   Services   Service  Clients   Administra=ve   Business   Maintain   Document   Report   Farm(s)   Manage  OHs   Management   Ac=vity  
  28. 28. Manage  OH  L2   General  &  Administra@ve  3.2   1. REPORT OPEN 2. FIND HOSTS FOR OPEN 3. HOUSES HOUSES 1.1 2.1 3.1 New listing OH: Report OH Email agents for all OH needing a to office for ad in News host Paper 1.2 2.2 3.2 Agent verify with owner OH Provide OH hosts with property schedule for following flier template weekend 1.3 2.3 3.3 Set up MLS with OH Track OH schedule and assigned schedule for following hosts weekend 1.4 2.4 3.4 Provide OH schedule to agent prior to weekend
  29. 29. Understanding  the  Business   General  &  Administra=ve:  Manage  OHs   Market  RE   General  &   Assess   Services   Service  Clients   Administra=ve   Business   Maintain   Document   Report   Farm(s)   Manage  OHs   Management   Ac=vity  
  30. 30. Document  Management  L2   General  &  Administra@ve  3.3   1. PROVIDE 2. COLLECT 4. AUDIT DOCUMENTATION DOCUMENTATION DOCUMENTATION 1.1 2.1 2.1 Prepare new (unused) listing Collect signed listing Ensure all listing documents packets for agent documents (client = seller) present, completed, & signed (client = seller) 1.2 2.2 2.2 Provide copy of signed listing Collect inspection Ensure collection of all inspection documents to office (client = seller) documents (client = seller) documents (client = seller) See Report Activity 3.4 1.3 2.3 2.3 Compile disclosure documents Collect signed purchase Ensure all purchase documents into a packet. Provide for: OH & documents (client = buyer or seller) present, completed, & signed (client = agents of buyers (client = seller) buyer or seller) 1.4 2.4 2.4 Provide purchase documents to Collect signed disclosure Ensure all disclosure documents office (client = buyer or seller) documents (client = buyer or seller) present & signed (client = buyer or seller) See Report Activity 3.4 1.5 2.5 2.5 Provide full set of documents for Collect Receipt of Deposit & client HUD1 from Title Co (client = buyer or seller)
  31. 31. Understanding  the  Business   General  &  Administra=ve:  Report  Ac=vity   Market  RE   General  &   Assess   Services   Service  Clients   Administra=ve   Business   Maintain   Document   Report   Farm(s)   Manage  OHs   Management   Ac=vity  
  32. 32. Report  Ac@vity  L2   General  &  Administra@ve  3.4   1. AQUIRE LISTING 2. CONTRACT RATIFIED 3. WEEK PRIOR TO CEO (SELLER & BUYER) 1.1 2.1 3.1 Copy of all listing docs Copy of all transaction docs – Copy of all signed disclosure Purchase Contract, Counter offers, documents, Title Co deposit Addendums receipt, Contingency Removal docs, Buyer Agency disclosure doc, 1.2 2.2 3.2 Property address Type & Age, List price, Sale price, COE date, Seller, List Price, Commission, Apposing agent, Buyer/ Commission, Tour date Seller info, Title Co info, Escrow #, Property & Finance Contingency Removal Dates 1.3 2.3 3.3 1.4 2.4 3.4

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