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Get more listings

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Learn simple techniques to increase your inventory

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Get more listings

  1. 1. GET MORE LISTINGS
  2. 2. Review Importance of Goals and Finding your Why Importance of Scheduling and Sticking to it Fastest Sources of leads How to Create Effective online ads How to answer the calls and set appointments
  3. 3. in my experience... agents always focus on more getting the fish on the hook than in the boat Where are leads coming from instead of how to convert them to buyers and sellers Most will not dedicate to becoming MASTER SALES PEOPLE
  4. 4. My Top 10 Ten Things REFUSE to do 1. Create A schedule 2. Stick to a schedule 3. Write down goals 4. Get accountability partner 5. Follow up more than 2-3 times 6. Delegate busy work and focus on sales 7. Memorize Scripts 8. Use scripts 9. Role Play Scripts 10.BE consistent with what works
  5. 5. self - evaluation Take out a piece of paper and pen make 4 columns headers Monday Tuesday Wednesday Thurdsay 8-9 9-10 10-11 etc
  6. 6. What we will cover today Prospecting Mindset Where to find Listings Setting Listing Appointments Prepare for Listing Presentation Listing Presentation Sign the Listing
  7. 7. Things All Agents Need to Know Develop the skills necessary to
  8. 8. 3 THINGS TO OVERCOME ●TIME ●EXCUSES ●FEAR
  9. 9. Welcome to the land of
  10. 10. OVERCOMING YOUR FEARS
  11. 11. why are agents not calling
  12. 12. GOAL:FACE-TO-FACE CONTACT ASAP SOI FACEBOOK SQUEEZE PAGES EXPIREDS FSBOS DOOR KNOCKING
  13. 13. Update Database Script (You are calling people you know!) Hi, this is _____. How are you? I have a question for you…do you have a minute? I am updating my database and I realized I do not have your home address. Can I get that from you? Thanks! By the way… If you were buying or selling real estate or knew someone who was, am I the agent you would refer them to? Do you know anyone right now?
  14. 14. TAKE ACTION ON PHONE Hi! How are you? This may sound crazy but… I am calling because I am in the middle of a real estate course and I won’t be able finish and get my certification until I get 10 names and numbers of people who may want to buy or sell a home? Who do you know that is moving or looking for a home? (anyone in your church, job, pta, network, neighbors, family members, etc?) Thank you so much! How about you? When do plan on moving??
  15. 15. TAKE ACTION ONLINE I’m reaching out to all of my friends for a quick favor... Can you take just a second to help me out? I am in the middle of a real estate course and I won’t be able finish and get my certification until I get 10 names and numbers of people who may want to buy or sell Who do you know from work or your social circles that is looking to …BUY A HOME…, …SELL A HOUSE… or, …INVEST IN REAL ESTATE… that I could call today? THANK YOU!
  16. 16. FACEBOOK FB MESSENGER – “Do you know anyone needing to buy or sell real estate?” Initial Facebook Public Post: I have clients that are looking to purchase a home but we have not found anything yet. My clients need to close in less than 30 days! If you or someone you know are considering selling, please let me know ASAP! I may be able to sell your home without it even going on the market. Comment below, email me at ____or call/text me at (your cell #) right away. I look forward to hearing from you! (P.S. I have already searched the MLS) THANKS!!!
  17. 17. Facebook and Next Door Seller Squeeze Page As a Realtor, my friends are always asking me if I can tell them the value of their home. Using a really cool proprietary home valuation program, I have created a really cool tool that will instantly tell you the value of your home. Just click and pop in your address! https://myre.io/0vg9QCrmT46zA FOR INSTRUCTIONS AND MORE IDEAS https://www.youtube.com/watch?v=8Dk3MvTUUYY
  18. 18. EXPIREDS (c) Tankersley Training Inc 1. ALREADY USING REALTOR – NO CONVINCING 2. ON THE MARKET – READY TO SHOW 3. REALLY NEEDS TO SELL 4. TIME CRUNCH 5. JUST NEEDS TO MEET YOU!! ☺
  19. 19. (c) Tankersley Training Inc
  20. 20. keys to fsbo and expired success memorize the scripts practice the script don’t modify the script stick to the script don’t get distracted handle objections with memorized reponses get back on track immediately always ask for the appointment
  21. 21. Mike Ferry Expired Script
  22. 22. Hello. My name is ________________with EXP REALTY . How are you? The reason I’m calling is that I noticed your listing expired today and I would like to apply for the job of getting it sold for you. <SMILE> (You may get some objections here. If so, acknowledge and empathize then move on to the rest) There are only 3 reasons a home will sit on the market this long and not sell. If it is priced right and good condition, it must be that it needs better marketing. I have a SUPER-AGGRESSIVE marketing plan that I would like to share with you at your convenience. Of course I’m sure you are going to want to get your home back on the market as soon as possible so I can arrange to meet with you this afternoon or later this evening….whichever works better for you. EXPIRED SCRIPT
  23. 23. Greetings! IF YOU ARE READING THIS LETTER THEN YOUR REALTOR HAS NOT SOLD YOUR HOME. My name is Rick Tankersley and I am EXP REALTY. I have noticed that your house was recently taken off the market so I am writing to see if you still have an interest in selling. I welcome the opportunity to meet with you to go over your Real Estate needs and update you on current market conditions in San Antonio. Together we can devise a plan that will get your home sold. In this VERY competitive market you need a Realtor experienced in your area who will get your home sold for full market value in a reasonable amount of time. I will offer you my __ years of experience selling homes in San Antonio and an unconditional 45 day listing agreement that you can cancel at any time with no fees to you. I get paid when you get paid…at closing. I promise to talk to you personally during the listing period at least twice a week with updates. I promise to answer my phone when you call or return your call within 30 minutes Mon-Sun 8am-8pm. Try it! 210-788-9690. If you are serious about selling your home then give me a call today and start packing! I look forward to hearing from you. Sincerely, EXPIRED LETTER
  24. 24. 1. Download the Expired numbers early– Sort by phone # 2. Call every lead before 10AM 3. Make notes on each expired that was not reached a. If voice mail - Call back later b. If no answer – Make plans to visit the home c. If disconnected - Make plans to visit the home d. Place unreached leads with phone #s in a stack to be called later 4. Hand pick 10 expireds you would like to list according to price and location a. Hand address 10 envelopes b. Mail expired letters (for less than a Starbucks latte per day, you can mail 10 leads) 5. Pick 5 expireds to visit based on price, location and proximity to each other a. Visit each of the 5 between 6pm and 7pm b. Go to the door, knock and speak to the seller c. Have Prior MLS SHEET, 5-7 recent comps, FedEX or UPS envelope 6. Gather all unreached leads with phone numbers and call them before 9pm a. Place all unreached leads with phone numbers to call with new leads tomorrow. 7. This is the consistent success cycle: Calls -> Letters ->Visits-> Calls GOAL 1 EXPIRED LISTING PER WEEK = 50 Listings 10 BUYER LEADS GENERATED BY YOUR LISTINGS = 60 DEALS IF ONLY 30 CLOSE @ $6000 COMMISSION = $180,000 INCOME AGGRESSIVE EXPIRED DAILY PLAN
  25. 25. May I speak with the owner of the home for sale please? This is the owner. This is ________ with EXP REALTY. Tell me - have you sold your home yet? No, we haven’t sold it yet, and we are not listing with an agent. I understand that. Let me ask you this, are you cooperating with real estate agents -by that I mean if an agent brought you a qualified buyer at a price acceptable to you, would you being willing to pay at least a partial commission? Well, we might pay a couple percent. Great. My office is currently working with a lot of qualified buyers, and over the years we have sold a lot of for sale by owner homes on a partial commission basis. What I need to do is stop by your home to take a quick look to see if it matches up with the needs of any of our current buyers. It will only take 10 or 15 minutes, and I will not be trying to pressure you to list or anything like that. In fact, I have a new special report called How to sell your home yourself, for the highest possible price, without paying a big commission. It is very informative and I will bring a free copy to leave with you when I stop by. I can stop by this afternoon or tomorrow morning, which is best for your schedule? FSBO SCRIPT
  26. 26. FSBO SPECIAL REPORT Click here for the Special Report referenced in last slide: https://drive.google.com/file/d/1EuJ6PIUf6CSdrwy02pHDdpWn8RtCuld3/view?usp=sharing
  27. 27. 1. CALL FSBOS TO SET APPOINTMENTS 2. VISIT ONE NEW FOR SALE BY OWNER A WEEK AND BEGIN RELATIONSHIP 3. FOLLOW UP WEEKLY WITH VALUABLE INFO a. FSBO REPORT b. CMA c. TAX INFO d. MARKET INFO e. STAGING INFO f. ADVERTISING INFO g. DO OPEN HOUSES FOR THEM h. UPDATES 4. LET THEM KNOW YOU’RE READY TO LIST ANY TIME 5. ALWAYS ASK FOR REFERRALS GOAL VISIT ONE FSBO A WEEK = 50 FSBOS 20 DECIDE TO LIST 5 BUYERS GENERATED FROM YOUR LISTINGS = 25 TRANSACTIONS 20% FALL OUT = 20 CLOSINGS @ $6000 = $120,000 INCOME SALE BY OWNER SUCCESS PLAN
  28. 28. DOOR KNOCKING SCRIPT Hi There, My name is _____________ with EXP REALTY. I’m not sure if you noticed but we just sold a home around the corner at 123 Happy Hollow. That house ended selling for over list price and we had five offers! What that means to you, is that there are now, AT LEAST, 4 qualified buyers who are without a home- searching in this area! Since this house went for so much more than the seller thought it would, we now have a lot of neighbors wanting to know how much their home is worth! Did you want in on that list??
  29. 29. 3 x 12 = 36 36 / 2 = 18 18+36 = 54 54 X $6000 = $324,000 .. 3 LISTINGS PER MONTH
  30. 30. Handling Appointment Setting Objections Getting in the door is 80% of the battle
  31. 31. Rule #1: use the scripts ●YOU’RE NOT AS GOOD AT “WINGING IT” AS YOU THINK YOU ARE. ●YOU’RE NOT EFFECTIVE WITHOUT THE RIGHT WORDS!!
  32. 32. WE ALWAYS EXPECT OBJECTIONS ●DON’T BE SURPRISED WHEN THEY DON’T SAY YES. ●BE READY FOR “NO” ●SCRIPTS GET YOU IN THE DOOR ●OBJECTIONS HANDLERS CLOSE THE DOOR BEHIND YOU
  33. 33. THREE rebuttals to learn ASAP Alternative Choice: WHEN IS A GOOD TIME ? TODAY AT _____ OR WOULD _____ BE BETTER??? Are you familiar Close: ARE YOU FAMILIAR WITH THE TECHNIQUES I USE TO GET HOMES SOLD?? (you’re kidding!!!) If I Could, Would you Close: Let me ask you, if I sold your home in 30 days or less, would that cause any problems for you?
  34. 34. Objection 1: Not interested So, you are not interested in SELLING YOUR HOME, or… Not interested in ME?
  35. 35. Objection 3: My brother is a realtor ARE YOU INTERESTED IN GETTING YOUR HOME SOLD OR DOING YOUR BROTHER A FAVOR?
  36. 36. Objection 2: I am relisting with the same agent I am wondering why….. Knowing your home has not sold…. Why would you make the same mistake twice? How much longer do you want to wait to sell your home? Another 3, 4, 6 months… or longer????
  37. 37. Objection 4: I AM TAKING IT OFF OF THE MARKET INTERESTING. I KNOW A LOT OF SELLERS WHO GET FRUSTRATED AND JUST THROW IN THE TOWEL! ISN’T IT TRUE …THAT YOU WOULD STILL LIKE TO SELL YOUR HOME, YOU’RE JUST REALLY FRUSTRATED WITH THE PROCESS?? ______________________________________________________________ If I could … close Are you familiar close?
  38. 38. Objection 5: You’re the 20th agent to call me! WOW! I AM SURPRISED! THERE ARE OVER 10,000 AGENTS IN THE CITY.. IT’S CRAZY THAT ONLY ___ HAVE CALLED YOU? ________________________________________________ Are you familiar….. Alternative Choice… If I could….
  39. 39. Objection 6: You’re using the exact script that the last guy used! THAT’S GREAT!! That means that they were ALSO trained by the world’s BEST Real Estate training organization! We are not only trained to REACH OUT to sellers like yourself, but we are HIGHLY TRAINED to GET HOMES SOLD QUICKLY! Let me ask you…. would you rather use someone that is highly trained and skilled in selling homes quickly or would you prefer to get saddled with an under-skilled agent? I HAVE A VERY EFFECTIVE SYSTEM! ( Are you familiar….Alternative Choice… if I could….. Alternative choice….)
  40. 40. Objection 7: I am really just not interested I HEAR YOU! LET’S DO THIS…. I KNOW YOU STILL NEED TO SELL YOUR HOME, AND I KNOW I COULD SELL IT QUICKLY! GIVE ME 15 MINUTES TODAY AROUND 5 OR 7. IF YOU ARE NOT ABSOLUTELY CONVINCED I COULD SELL FOR MORE MONEY IN A SHORT TIME… THEN YOU HAVE ONLY LOST A FEW MINUTES. (If I could sell your home…..)
  41. 41. Objection 8: The other agent is giving me a discount. Will you? Everything is negotiable. Since I haven’t seen your home…. I don’t know if I will be listing it. (alternative choice…)
  42. 42. Objection 9: Are you familiar with my area? INTIMATELY!! (Alternative Choice)
  43. 43. Objection 10: I haven’t seen any of your signs THAT’S BECAUSE MOST OF OUR HOMES ARE SOLD BEFORE EVEN HITTING THE MARKET! (Are you familiar….)
  44. 44. Objections 11: Where were you when my home was listed? (Why didn’t you bring me a buyer then?) Quite honesty, I had no idea that your home was even on the market until it came up as an expired. Of course that would not happen with my aggressive marketing plan. Are you familiar with the techniques I use to sell homes?
  45. 45. Objection 12: I am not listing with an agent GREAT! I AM NOT INTERESTED IN LISTING YOUR HOME. MY JOB IS TO SELL IT! (ARE YOU FAMILIAR….)
  46. 46. Objection 13: DO YOU REALLY THINK YOU SELL MY HOME IN 30 DAYS?? I DON’T KNOW. I HAVEN’T SEEN IT! (ALTERNATIVE CHOICE…..)
  47. 47. NEVER TAKE NO FOR AN ANSWER WHEN A YES IS STILL AVAILABLE!!
  48. 48. More Objection Handling https://www.mikeferry.com/wp-content/uploads/2018/02/08-28-17-40-Real-Estate-Objections-Handled.pdf https://www.tomferry.com/blog/top-10-objections-and-the-scripts-to-overcome-them/ https://www.inman.com/2017/03/07/21-common-objections-handle-real-estate-agents/ https://www.inman.com/2017/06/06/special-report-the-art-of-handling-objections-in-real-estate/
  49. 49. THE PERFECT LISTING PROCESS 7 steps to getting every listing 67
  50. 50. PREPARATION ▪ Prequalification script ▪ Cma ▪ Net Sheet (Trinitytitletx.com) ▪ Marketing plan ▪ Listing Agreement ▪ Sign for the Yard
  51. 51. PRE-LISTING INTERVIEW (PREQUALIFY THE LISTING) Before I come out ...there are a number of questions I need to ask you ...OK? 1.If what I say makes sense ...and you feel comfortable and confident that I can ...sell your home ... do you plan to list your home with me when I come out on __________? 2. Are you planning to interview more than one agent for the job of selling your home? 3.Tell me again ...where are you moving to? 4.How soon do you have to be there? 5.When I see you ...how much do you want to list your home for? As a professional real estate agent, I study homes and prices every day, therefore I assume you’ll list with me ...at a price that will cause your home to sell ...correct? So ...what price won’t you go below?
  52. 52. PRE-LISTING INTERVIEW (continued) 6. How much do you owe on the property? 7. Have you ever thought about selling it yourself? 8.Will you help finance the home for the buyer ...or do you want your cash out? 9. Would you please describe your home for me? 10. I’ll be sending over a package of information ...will you take a few moments and review it? What is your email address? 11.Do you have any questions before I arrive? 12.So you know ...our meeting should only take between five and twenty-five minutes ...is that OK? I’ll look forward to seeing you on _________ at ____________.
  53. 53. CMA BASICS (c) Tankersley Training Inc 1. FIND THE PROPERTY ON BCAD.ORG 2. LOG ONTO MLS, CLICK SEARCH’ 3. SEARCH CRITERA: SLD STATUS, EXACT SUBDIVISION OR AREA, 3-6 MONTHS BACK, CHOOSE SQ FOOTAGE RANGE WITHIN 300 SqFt UNDER AND OVER 4. CLICK VIEW RESULTS 5. CHOOSE 2-4 HOMES WITH THE CLOSEST SQ FOOTAGE AND SIMILARITIES
  54. 54. PRE-LISTING PACKAGE ▪ Send out your Listing Presentation in a PDF format ▪ Here is an editable version of a marketing plan https://docs.google.com/presentation/d/1jC5n9rQZpYtA5wHf9sr92IHgUImCvL5i5HTWKh7xZbE/edit#slide=id.p1 (c) Tankersley Training Inc
  55. 55. ITEMS TO TAKE WITH YOU ▪ CMA ▪ Net Sheet ▪ Marketing plan ▪ Listing Agreement (Pre –filled) ▪ Sign for the Yard
  56. 56. MENTALLY PREPARED ▪ Have everything together the day before (or early if same day appointment) ▪ Leave for appointment early ▪ Listen to positive, motivational music on the way (NO TALK RADIO!) ▪ Arrive at home 10 minutes early (Wait in Car until 5 minutes til appointment) ▪ Envision yourself getting the listing ▪ Look in mirror and say “You Got This!” ▪ Walk up side walk and wave at the home! ▪ Step on to grass as if looking for something ▪ Knock on Door ▪ Smile ▪ Introduce yourself, Extend your had to shake and SMILE! (c) Tankersley Training Inc
  57. 57. TNT - TOUR AND TAKE NOTES ▪ When you arrive at the home, ask for a tour and take notes about the good, bad and ugly features of the home. ▪ Use this time to BUILD RAPPORT – Ask about items, pictures, etc in home (c) Tankersley Training Inc
  58. 58. SAFE ISLAND ▪ Find a place in the home (preferably the kitchen table) where there is a place to sit at a table with no distractions. ▪ NEVER sit in living room, den, media room or outside (c) Tankersley Training Inc
  59. 59. PRESENTATION – GET 5 YES’S ▪ Remember FBT (Feature/Benefit/Tie-Down) Get 5 yes's and go for the close ▪ "So here's what happens next...“ ▪ Never say “so what do you think?” “are you ready to get started” “what are your thoughts” or anything like that! ▪ Highlights - 1. Service Guarantee 2. Social Proof 3. Internet Marketing 4. Professional Photography 5. Open Houses (c) Tankersley Training Inc
  60. 60. PRICING ▪ Go Over CMA and determine the price ▪ Show NET SHEET and what they would make if sold at the right price ▪ Circle the SELLER NET with a Marker or Red Pen! ▪ “After EVERYTHING is said and done, this is what you will walk away with!” Sound good? GREAT ▪ Say “All we have to do now is sign the contract” (c) Tankersley Training Inc
  61. 61. SIGN THE LISTING AGREEMENT ▪ Nothing left to do but sign the contract. ▪ Overcome any lingering objections. ▪ Why is commission 6% ? – The Net Sheet already includes the commission. It is the amount you said you wanted to net correct? ▪ Will you discount your commission? – NO ▪ The other agent will discount their commission – “The most important skill an agent can bring to a seller is the ability to be a strong negotiator, to ensure you get TOP DOLLAR for your home. If an agent discounts his own commission off the bat, what will he do with your price?” ▪ I think 6 percent is too high. “Can I explain how commission works? (6 dollar bills) (c) Tankersley Training Inc

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