Goals?
Successful Real Estate Business
Scheduled Free Time
Financial Plan for future
Respect from peers
Special Vacation s...
If I continue to do what I always have done then I
will get more of what I have always got….
Maybe NOT
Agents who did not ...
Take a minute now and write this down…
Look past the person & see the need.
*Customers * Vendors * Realtors
Attitude is the Difference You see your life and othe...
Decide what you want Create a vision centered on the customer
Assemble your team Deliver the Vision Plus 1%
If you were the Buyer or Seller buyer what would your
customer centered experience look like?
1 Home Buyer Checklist
2 Hom...
Iwant to build a business with its foundation based
on referrals from satisfied customers, friends as well
as local busine...
Slow Down
Put Down the Phone
Don’t send that email
Take out the You’s and I’s
What details are necessary in the
retelling?...
I recently decide to re-evaluate my Business partners and my
future refer-ablilty. I realize you work with many real estat...
What does this mean?
• You have 3 groups
• Your SOI
• You’re A-List
• Your Social Community
How many can you date at once?...
30 DAY or 45 D A Y Follow –up (Pick 1)
Day of Closing - put in Your calendar to Call them on their
12 month anniversary!
1...
Raving Fan Plan During & After the sale
 Annual Calendar
 Social Networking
When Someone Says
Real Estate
your customer...
What
elephant,
has
George
been
drinking?
Lowes Newsletter = Coupons
Listingbook Invite
Invite to Realtor.com APP
Birthdays...
Bombbomb
Happygrasshopper
Send Out Cards
Announce my news -FREE account for
Metro Brokers “ONLY”
Everybody You Know
Business Connections
Prospects
Past Customers
SOI
Write Write Write
Michael Maher
Read the Book!
1. Use...
Make your
own Calendar
Plan
Personal
Value
Consistent
Re-Cap
What do You want- Goals?
What does your Customer Centered Experience look Like?
Assemble Your Team
Deliver the Visi...
Facebook
Twitter
Youtube
Instagram
Yelp
Google+
Pinterest
Too
many my
head
hurts!
Chill Girl
you got
this, Pick 1
It’s all...
Name
Contact information
Bio
Website
Email
Claim url’s
Who is the Social Consumer?
• Who do you hang out with
• How do you keep track of the important convo’s
• Where are your F...
Friend Lists
Facebook’s Lists
Your List’s
Put Your Friends on a
list when you send
or accept a friend
request.
This will c...
• Choose who you want to see your Posts
• Post to a Specific List/Friends Wall
• Send in a Private Message/Chat
• Facebook...
• Create Conversations
• Be a part of a Conversion
• Like, Like , Like
• Take notes for future reference
• Respond to Good...
If it’s personal send a private message
Connect your PM to your email [active rain example]
Selectively posting relevant c...
Social Bios – Realtor.com
Zillow
Trulia
Survey Monkey
Time…… Your most valuable asset
Spend it
Invest it
Waste it
Stand out amongst your competition!
 Comprehensive Plan
 Rapport Building Skills
 Set Expectations up front
 Identify ...
• Capture & Convert with Success
• Have a strong commitment to the appointments and more face time than
the competition
• ...
Plan for communication
Plan for a price improvements
Plan for maximizing your LISTING.
Stage your MLS Listing/Bait the Buy...
When the call 1st comes in……Be prepared with your Questions!
• May I ask how you got my name? The reason I ask is that mos...
Schedule your 1st and 2nd appointments
Explain your process
Expectations have started
1. Set the Agenda for your first meeting
2. Tour The Home
3. Review Seller Needs and Concerns
4. Discuss Current Market Co...
• Before the Appointment
• Email to confirm 1st appointment and sellers goals
• Prepare pre-listing presentation and arran...
This is your time to SHINE!!!
Know the inventory in the neighborhood of the HOME before you go
THIS IS YOUR OPPORTUNITY TO...
• Feature Sheet
• Take organized notes on the property
• Opportunity to discuss showing instructions
• Inquire about Re-is...
The “Average” Agent can deliver………
1. Sign
2. MLS
3. Internet
4. Flyer
5. Open House
What is a Seller ~ Customer looking f...
You may choose to h_____ me to market your home
You could choose n_____ to hire me to market your home
We could mutually a...
Your Brand Value Nationally and Locally
A Proven Marketing Strategy
Advisor, Negotiator, Facilitator
Successfully Service ...
PRICE?
The Elephant in the
room.
An important part of my value proposition is
my price counseling.
The sellers I work with...
It’s all in how you package it.
Use words like: Comfortable stylish luxurious warm romantic
magnificent elegant exciting f...
Grow your business through Farming &
Hyper Local Marketing. Kim Knapp
FARMING
The of a being
A “Gatherer”
Through a Fire Hose!
 Name Recognition
 Listings, Listings, Listings,
 Buyers, Buyers, Buyers
 Referrals, Referrals, Referrals
 Move ups
...
• Short Term Plan
• When You’re Not Too Busy
• Committing to More Than You Can Follow
Through With
• In an Area Where Anot...
• Do your Homework
• Sales
• Absentee Owners
• Agent Dominance
Community website/FB/Blog
• Keep it light
• Area events, Co...
Newsletter- Generic can be ok to get you started. Personalized,
reflecting your personality guaranteed winner!
• Include y...
Ladies night out
Mother-Son date night
Father-Daughter date night
Yard of the month
Summer concert series
• Kid’s birthday club
• Bookmarks
• Directories-keep it real
• Community logo bumper-stickers
• Refrigerator Magnets with
...
• Tell 20 for every New listing
• Tell 20 for every Sold Listing
• Work all FSBO’s in your farm
• Work all Expired’s in yo...
• Hyper Local Fletter for each new listing
• Listing Builder for New Listings
• Testimonial Letter for Buyer and Seller So...
Excel above what any average agent would do
Excel at what is expected
Do the unexpected
Go the extra mile it’s not
very cr...
Sticky Business- make what you do STICK. Referrals, Farming, Listings
Sticky Business- make what you do STICK. Referrals, Farming, Listings
Sticky Business- make what you do STICK. Referrals, Farming, Listings
Sticky Business- make what you do STICK. Referrals, Farming, Listings
Sticky Business- make what you do STICK. Referrals, Farming, Listings
Sticky Business- make what you do STICK. Referrals, Farming, Listings
Sticky Business- make what you do STICK. Referrals, Farming, Listings
Sticky Business- make what you do STICK. Referrals, Farming, Listings
Sticky Business- make what you do STICK. Referrals, Farming, Listings
Sticky Business- make what you do STICK. Referrals, Farming, Listings
Sticky Business- make what you do STICK. Referrals, Farming, Listings
Sticky Business- make what you do STICK. Referrals, Farming, Listings
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Sticky Business- make what you do STICK. Referrals, Farming, Listings

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Learn to create and implement an effective customer centered business plan, increase sales and master successfully vetting and assembling a team who will exceed customers’ expectations. Learn tools for managing and successfully understanding different types of customers. Transition yourself from a salesperson making cold calls to a trusted professional. Past customers become advocates and raving fans. Learn repeatable building blocks for creating a referral-based business starting now. That only comes when you know what it takes to create a RAVING FAN.
Raving Fans are everywhere including social media. Master Social Media as a Real Estate Professionals and understanding the do’s and don’ts. How to use the latest social media technologies, such as Facebook, Twitter and Instagram, create an online presence vital to reaching today's hyper-connected consumers. Master successfully engaging with customers and peers. Learn the meaning of viral, sticky and how to speak the social language. Don’t get lost in the black hole of social media. Know when to play and when to walk away. Demonstrate to consumers you use the most advanced real estate technology to provide exceptional service.
Discover the importance of comprehensive seller systems. Improve the customer experience, increase business and find more balance. Learn rapport building skills and how to better understand the Seller’s needs. How to successfully set expectations, including establishing everyone’s role in the transaction. Learn the most important qualities Seller’s are looking for and the most common concerns when choosing a real estate professional today.

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  • Take a minute now and write this down…5 things I would like to have5 things I would like to do5 places I would like to go5 things I would like“We did not wake up thinking all FSBOs eat their firstborn”Or“Calling people on the phone is scary” 
  • Where do you think business will come from next year?1st step in building a plan is to determine what you want.what price are you willing to pay for the goal?You must have an inspiring goal, A goal that gets you out of bed in the morning.consistent, ongoing improvement is = important. That's where Plus One Percent comes in. The 1 percent keeps you moving ahead and focused beyond your vision.Improve by 1 percent every week - and by the end of the year, you're ahead by more than 50%. One percent at a time. It will take you a long way from where you started. Guarantees improvement - not just change.2. When you find out what customer's really want, what their vision is, it will likely focus on just one or two things. Your own vision has to fill in the gaps.3. You have to know when to tell the customer to take his vision elsewhere to be fulfilled.How do you discover the customer's vision? Who are your customers?Listen to what they say and to what they don't say.Three Traps in what your customers say1. Saying one thing and meaning another2. Saying “FINE”3. Silence
  • “I am calling to let you know that your appraisal came in and it’s 5,000 over your contract price. I know you must be very pleased with that as we do not see that very often. Agent_____________ is a strong negotiator, and works hard to get her customers the best price. Who do you know that may be considering purchasing a home in the next 6 months?... If you think of anyone make sure you send them _______ way or I would be happy to call them for you.
  • At a Cocktail Party do you speak with everyone? Are there certain people you avoid?
  • At a Cocktail Party do you speak with everyone? Are there certain people you avoid?
  • At a Cocktail Party do you speak with everyone? Are there certain people you avoid?
  • At a Cocktail Party do you speak with everyone? Are there certain people you avoid?
  • At a Cocktail Party do you speak with everyone? Are there certain people you avoid?
  • Sticky Business- make what you do STICK. Referrals, Farming, Listings

    1. 1. Goals? Successful Real Estate Business Scheduled Free Time Financial Plan for future Respect from peers Special Vacation somewhere (Paul Gauguin Ship -Tahiti!) Sports car Send your kid to Vanderbilt
    2. 2. If I continue to do what I always have done then I will get more of what I have always got…. Maybe NOT Agents who did not strive to stay relevant, continually evaluate their goals and systems found they did not get what they always got … they got less
    3. 3. Take a minute now and write this down…
    4. 4. Look past the person & see the need. *Customers * Vendors * Realtors Attitude is the Difference You see your life and others through your glasses. The way you see people is the way you treat them Zig Ziglar
    5. 5. Decide what you want Create a vision centered on the customer Assemble your team Deliver the Vision Plus 1%
    6. 6. If you were the Buyer or Seller buyer what would your customer centered experience look like? 1 Home Buyer Checklist 2 Home Tours 3 Tax Benefits 4 Ways to Save on Home Insurance 5 Questions to Ask a Home Inspector 6 What to expect on a walk through 7 Closing Folder… Checklist for home, mailing labels, warranty….. 8 Welcome Home Sign
    7. 7. Iwant to build a business with its foundation based on referrals from satisfied customers, friends as well as local business professionals that see me as the go to person for real estate. By providing while incorporating referrals seeds along the way I can create this model. Always remembering that the customers , they remain parked out front as long as .
    8. 8. Slow Down Put Down the Phone Don’t send that email Take out the You’s and I’s What details are necessary in the retelling? Check your motives Protecting the Customer Experience
    9. 9. I recently decide to re-evaluate my Business partners and my future refer-ablilty. I realize you work with many real estate professional and I am not asking you to refer me but to reinforce my relationship and my professionalism with my own customers. If I am top of mind with my customers they will be more likely to refer me to their friends, neighbors and family, which I turn I refer to you. Let me give you an example. Plant enough seed and something is bound to Grow!
    10. 10. What does this mean? • You have 3 groups • Your SOI • You’re A-List • Your Social Community How many can you date at once? Active? Closed? • Depends How intimately you are dating • Value Rich Email campaign 100’s -10,000’s • “Personal” contact annually –less than 50 • Social Contact 0-500 effectively Andy Masters
    11. 11. 30 DAY or 45 D A Y Follow –up (Pick 1) Day of Closing - put in Your calendar to Call them on their 12 month anniversary! 1st Day “I won’t keep you, I just wanted to thank you again for choosing me as your agent” 3rd Day “How did the move go?” 7th Day “Are you starting to get out of boxes?” “Is there anything you found wrong?” 14th Day “Have you met the neighbors?” “How are the kids/dogs doing?” 30th Day “Congratulations! You are on your 30th day in your new home!” 45th Day “Is there anything that I can do?”
    12. 12. Raving Fan Plan During & After the sale  Annual Calendar  Social Networking When Someone Says Real Estate your customer thinks……
    13. 13. What elephant, has George been drinking? Lowes Newsletter = Coupons Listingbook Invite Invite to Realtor.com APP Birthdays Anniversary of Home Closing Set reminders and Keep Notes Upload to Facebook & Other Social Media
    14. 14. Bombbomb Happygrasshopper Send Out Cards Announce my news -FREE account for Metro Brokers “ONLY”
    15. 15. Everybody You Know Business Connections Prospects Past Customers SOI Write Write Write Michael Maher Read the Book! 1. Use unbranded cards with something represents you, It’s a “personal note” 2. Use Blue Ink. It’s original 3. Words-Use you, avoid I, me, my. 4. Be specific in your praise. acknowledge a characteristic, or a unique quality you appreciate in the person you are writing to. 5. Leverage the Power of Positive. Express respect for those who posses a quality (happiness, wealth, balance) you aspire to improve on 6. Power of the p.s. This is your call to action. Such as emailing or calling you.
    16. 16. Make your own Calendar Plan Personal Value Consistent
    17. 17. Re-Cap What do You want- Goals? What does your Customer Centered Experience look Like? Assemble Your Team Deliver the Vision Plus 1%. DON’T just Change Improve! New Glasses- Get a New attitude! Get Your Database Organized Power of the 30 day or 45 day Follow up Plan Give Your Customer Something to Talk About- Stay in Front of Them • Customer Follow up Marketing Plan • Calendar Based Marketing • Social Networking Power Notes A-List Activity Calendar
    18. 18. Facebook Twitter Youtube Instagram Yelp Google+ Pinterest Too many my head hurts! Chill Girl you got this, Pick 1 It’s all good! Find your match & you’ll find your groove!
    19. 19. Name Contact information Bio Website Email Claim url’s
    20. 20. Who is the Social Consumer? • Who do you hang out with • How do you keep track of the important convo’s • Where are your Friends, Customers & Peers? • Viral? Is that Good or Bad?
    21. 21. Friend Lists Facebook’s Lists Your List’s Put Your Friends on a list when you send or accept a friend request. This will change your FB Posting Life 
    22. 22. • Choose who you want to see your Posts • Post to a Specific List/Friends Wall • Send in a Private Message/Chat • Facebook Email- is your email Correct? Customize Your Posts on FB or from a 3rd party site • Talk to not at • Share • Listen • Like • Engage • On Purpose
    23. 23. • Create Conversations • Be a part of a Conversion • Like, Like , Like • Take notes for future reference • Respond to Good News – on the phone, by card
    24. 24. If it’s personal send a private message Connect your PM to your email [active rain example] Selectively posting relevant content can prevent you from over posting This is a public place do not do things here you would not do in public
    25. 25. Social Bios – Realtor.com Zillow Trulia Survey Monkey
    26. 26. Time…… Your most valuable asset Spend it Invest it Waste it
    27. 27. Stand out amongst your competition!  Comprehensive Plan  Rapport Building Skills  Set Expectations up front  Identify Financial as well as Emotional Needs  Establish roles and Eliminate Surprises  Understand Common Objections = Concerns  Winning Team Strategy with all your CUSTOMERS
    28. 28. • Capture & Convert with Success • Have a strong commitment to the appointments and more face time than the competition • Set Winning Expectations • Incorporating soft closes- Build Commitment into your process while addressing objections before they happen • Strong Market Positioning = Sold Listings • Commitment to condition • Commitment to Availability
    29. 29. Plan for communication Plan for a price improvements Plan for maximizing your LISTING. Stage your MLS Listing/Bait the Buyer Capture more sellers Plan for facilitating the transaction to closing Plan for following up with your seller Plan to date your seller
    30. 30. When the call 1st comes in……Be prepared with your Questions! • May I ask how you got my name? The reason I ask is that most of my business is from personal referrals and I always want to know who to thank for my business • Please tell me about your home • What made you decided to move at this time? • By what date would you like to be settled in your new home? • Will you be interviewing other agents? • When will you and any other decision makers be home for me to see your home and answer any questions you may have about the marketing process? • What are your plans when your home sells?
    31. 31. Schedule your 1st and 2nd appointments Explain your process Expectations have started
    32. 32. 1. Set the Agenda for your first meeting 2. Tour The Home 3. Review Seller Needs and Concerns 4. Discuss Current Market Conditions Answer questions you may have about hiring me
    33. 33. • Before the Appointment • Email to confirm 1st appointment and sellers goals • Prepare pre-listing presentation and arrange deliver Dear ___________, I look forward to meeting with you this ____________to learn more about your goals. It is my job to not only educate you about the market and help you to establish a competitive market position that will get you the best possible price. My customers also count on me for my honesty throughout the process, from staging, marketing, and my experience when it comes to negotiations and getting to the closing table. It’s not over until it’s over. Please know that my mission is to get you where you want to go, on time!
    34. 34. This is your time to SHINE!!! Know the inventory in the neighborhood of the HOME before you go THIS IS YOUR OPPORTUNITY TO LEARN ABOUT THEM Our natural urge is to talk about oursleves Learn what they really liked about the house when they bought it Learn what improvements they have made Learn about past experiences they have had in selling homes Learn what they are looking for in an agent Take very specific notes on the home
    35. 35. • Feature Sheet • Take organized notes on the property • Opportunity to discuss showing instructions • Inquire about Re-issue credit • Inquire about HOA • Confirm School information RESELL THEM THEIR OWN HOUSE (Why ________________________is Different and Why it’s important to get all this detailed information) Be the Expert @ Soft Closes
    36. 36. The “Average” Agent can deliver……… 1. Sign 2. MLS 3. Internet 4. Flyer 5. Open House What is a Seller ~ Customer looking for? 1. Sell the House at the Best Price 2. Love the House 3. Experience & Knowledge 4. Enthusiasm and Energy! So why are you Different? Whole Package
    37. 37. You may choose to h_____ me to market your home You could choose n_____ to hire me to market your home We could mutually agree that your home does not q__________ for my marketing plan.” Why are You Different?
    38. 38. Your Brand Value Nationally and Locally A Proven Marketing Strategy Advisor, Negotiator, Facilitator Successfully Service the Listing Your Knowledge and Reputation
    39. 39. PRICE? The Elephant in the room. An important part of my value proposition is my price counseling. The sellers I work with are able to attain top dollar for their homes, which is why I reserve my price counseling for my customers. Ultimately “Mr Seller” you will determine how to position your home on the market. It’s important to be confident in the agent and company you choose. I feel very comfortable with you. Do you feel comfortable working with me and in choosing me to be your agent? Great then let’s get started!
    40. 40. It’s all in how you package it. Use words like: Comfortable stylish luxurious warm romantic magnificent elegant exciting fresh distinct graceful original tremendous soothing stunning practical superior classic sparkling secluded textured elaborate paradise towering tranquil peaceful transformed personality. 1. To Sell the Listing 2. To prospect for Buyers 3. To get more listings
    41. 41. Grow your business through Farming & Hyper Local Marketing. Kim Knapp
    42. 42. FARMING The of a being A “Gatherer” Through a Fire Hose!
    43. 43.  Name Recognition  Listings, Listings, Listings,  Buyers, Buyers, Buyers  Referrals, Referrals, Referrals  Move ups  Down Sizing  Sell homes off Market  Creates a Stable Base for your Business  Over time they become your sphere  Create your own Mini Celebrity There’s _____ agent They Sell Everything!
    44. 44. • Short Term Plan • When You’re Not Too Busy • Committing to More Than You Can Follow Through With • In an Area Where Another Realtor Has More Than 30% of the market share. • An Investment of Time and or Money • In an area where property is actively moving!
    45. 45. • Do your Homework • Sales • Absentee Owners • Agent Dominance Community website/FB/Blog • Keep it light • Area events, Community Calendar • Community information C&R • Connect to your blog • Connect to your real estate website • Resident spotlight FlemingIslandPlantation.com NEXTDOOR.COM Visit us Online!
    46. 46. Newsletter- Generic can be ok to get you started. Personalized, reflecting your personality guaranteed winner! • Include your services, name, website, e-mail & phone • Include Social Connections • Offer free advertising for resident businesses. • Start a baby and pet-sitting list.- Email you • Trivia Contest – Email you • Coloring contest for kids. Youtube vid • Drawings for prizes - Email you Winner’s picture in the newsletter & in E-Bulletin
    47. 47. Ladies night out Mother-Son date night Father-Daughter date night Yard of the month Summer concert series
    48. 48. • Kid’s birthday club • Bookmarks • Directories-keep it real • Community logo bumper-stickers • Refrigerator Magnets with neighborhood phone #’s • Facebook Like Sign • Welcome Home Sign So Much to Choose From!
    49. 49. • Tell 20 for every New listing • Tell 20 for every Sold Listing • Work all FSBO’s in your farm • Work all Expired’s in your farm • Open house-always tell 20 • Preview other agent’s listings when they come onto the market. Know the Inventory.
    50. 50. • Hyper Local Fletter for each new listing • Listing Builder for New Listings • Testimonial Letter for Buyer and Seller Solds • Monthly plan that includes your absentee owners specifically • Monthly plan that specifically targets tenants
    51. 51. Excel above what any average agent would do Excel at what is expected Do the unexpected Go the extra mile it’s not very crowded up there……

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