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Real estate sales basics 2

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Real estate sales basics 2

  1. 1. Everything You Need For Success in Real Estate Sales "I am Totally Committed to my Success"
  2. 2. The first step in your real estate career should be the preparation of goals. "I am Totally Committed to my Success"
  3. 3.  What do I have to do to achieve my Listing income?  What do I have to do to achieve my Sales income? "I am Totally Committed to my Success"
  4. 4.  You must close 30 deals this year  You must get 10 appointments every month  You MUST make 17 contacts each day!! Your homework is to come to terms with the fact that although this will not be easy, it will be well worth it. Decide now that making excuses will not earn you any money. $100K or more is in your future!! "I am Totally Committed to my Success"
  5. 5. Prepare a list of 100 friends and acquaintances with addresses and phone numbers. "I am Totally Committed to my Success" Handwrite or Type a list of EVERYONE you know or May know you!! This must be completed tonight! No fail! No excuses!! “Do or do not… there is no try!” - Yoda, Jedi Master
  6. 6. The Most Important thing you can do in business is create a daily, productivity-centered schedule. "I am Totally Committed to my Success"
  7. 7. 8:15-9:15 Call Expireds 9:15-9:30 Break 9:30-10:30 Call FSBO 10:30-11:30 Follow Up 11:30-12:00 Post 5 Craigslist Ads 12:00-1:00 Prepare For Open House "I am Totally Committed to my Success"
  8. 8. 8:15-9:15 Call Expireds 9:15-9:30 Break 9:30-10:30 Call SOI 10:30-11:30 Follow Up 11:30-12:00 Post 5 Craigslist Ads 12:00-1:00 Visit Builder "I am Totally Committed to my Success"
  9. 9. 8:15-9:15 Call Expireds 9:15-9:30 Break 9:30-10:30 Call Just Listed 10:30-11:30 Follow Up 11:30-12:00 Post 5 Craigslist Ads 12:00-1:00 Prepare For Open House "I am Totally Committed to my Success"
  10. 10. 8:15-9:15 Call Expireds 9:15-9:30 Break 9:30-10:30 Call FSBO 10:30-11:30 Follow Up 11:30-12:00 Post 5 Craigslist Ads 12:00-1:00 Lunch with SOI "I am Totally Committed to my Success"
  11. 11. 8:15-9:15 Call Expireds 9:15-9:30 Break 9:30-10:30 Call Apartment Tenants 10:30-11:30 Follow Up 11:30-12:00 Post 5 Craigslist Ads 12:00-1:00 Prepare For Open House "I am Totally Committed to my Success"
  12. 12. (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 just calling to let yow know that I am now officially a real estate agent with Century 21 and I need your help. Who do you know that needs to buy or sell real estate ? Can you think of anyone in your (church group, family, neighborhood, and office) … that may need my services at this time? Would you mind if I gave them a call? By the way … when do you plan on moving? "I am Totally Committed to my Success"
  13. 13. (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 just calling to let yow know that I am now officially a real estate agent with Century 21 and I need your help. 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? "I am Totally Committed to my Success"
  14. 14. "I am Totally Committed to my Success" YouTube channel Linked-In –Business Network Facebook - Dinner Party Theory Twitter—Link to Your FB, use hashtags Pinterest—focus on driving traffic Instagram—Choose a niche SnapChat—Create story and share Real Satsified Realtor.com/socialb ios Zillow.com Profile Trulia.com Profile Biz.Yelp.com Profile Google Business Brandyourself.com About.me Branded.me Automatic Follow up: MLS Every Inquiry->Search->Criteria->Add New Client->Save Search Email Manager ZAP, FACEBOOK Slydial site, # or app Www.slydial.com Facebook—Send IMs, Post and Boost Ads TWITTER—Search term “moving to San Antonio” FB MESSENGER – Send msgs “ Do you know anyone needing to buy or sell real estate?” STATUS POST: I have clients that are looking to purchase a new 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!
  15. 15. Compile List of 100 name and phone #’s Set Short Term and Long Terms Goals Use Cheat Sheet to Create Online Presence Create a Daily Schedule Memorize Prospecting Scripts Create Buyer and Seller Brochures Create Expired Listing Marketing Piece Role Play Scripts Start Creating Craigslist Ads "I am Totally Committed to my Success"
  16. 16. What is it? – Calling people who may need your services What do I say? – Use Scripts provided "I am Totally Committed to my Success" 1.SOI – Update Database Call 2.Expired Listings 3.FSBO 4.Just Listed 5.Just Sold 6.Apartment Tenants
  17. 17.  90 Percent of all FSBOs will end up listing with an agent  5% of the agent population say the work FSBOS  REALLY GOOD ODDS!!  When you think of a FSBO, think of someone testing you to see how aggressive you are. Most FSBO’s eventually list with an agent, usually the agent who worked the hardest to get the listing. You may have to go back to the FSBO 5-6 times before you get a contract signed; keep in mind that most agents stop after 1-2 contacts, hang in there, be the most persistent. Follow up is critical, don’t give up! "I am Totally Committed to my Success"
  18. 18.  Hi, this is ______ with ______, and I’m calling about the home for sale … is this the owner?  I'm doing a survey of all the FSBO's in the area and I was wondering …  1. If you sold this home … where would you go next? Great!  2. How soon do you have to be there? (3 months) Fantastic!  3. How would you rate your motivation to move … on a scale of 1 to 10? (5)  Good for you!  4. What methods are you using for marketing your home? (Sign and ads) That’s great!  5. How did you determine your sales price? (Other agents) Fantastic!  6. Are you prepared to adjust your price down when working with a buyer? (Within reason) Terrific!  7. Why did you decide to sell yourself … rather than list with a real estate agent? (Save the commission) Great!  8. If you were to list … which agent would you list with? (None in mind) Fantastic!  9. How did you happen to pick that agent? ( ) Ok. Great!  10. If you were to list … what would you expect the agent to do … to get your home sold? ( ) That’s great!  11. How much time will you take … before you will consider … interviewing the right agent for the job of selling your home? ( ) Excellent!  12. What has to happen … before you will consider … hiring a powerful agent … like myself … for the job of selling your home? ( ) Perfect!  13. Are you familiar with the techniques I use to sell homes? (no ) You’re kidding!  14. What would be the best time to show you … __________ or __________? "I am Totally Committed to my Success"
  19. 19. "I am Totally Committed to my Success" May I speak with the owner of the home for sale please?  This is the owner. This is ________ with Century 21. 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?  
  20. 20.  Prospecting expired listings can be the core of anyone's business in the real estate field. You can create a system that will give you repeatable results for your effort.  Easy to Find  They Want to Sell  Looking for an Agent "I am Totally Committed to my Success"
  21. 21. Hello. My name is ________________with Century 21 Northside. How are you? I am sure you know 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.  (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. (SILENCE UNTIL THEY SPEAK) "I am Totally Committed to my Success"
  22. 22. "I am Totally Committed to my Success" 1.    Use www.theRedX.com Username : ricktankersley Passoword: foxtrot1 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 l 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.    Offer to be the solution to the problem 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 -> Follow UP
  23. 23. "I am Totally Committed to my Success" Greetings! IF YOU ARE READING THIS LETTER THEN YOUR REALTOR HAS NOT SOLD YOUR HOME. My name is Rick Tankersley and I am Century 21 Northside. 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 more 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 20 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. Folks, if you are serious about selling your home then give me a call today and start packing! I look forward to hearing from you.
  24. 24. Hello, is this _____________________________This is _______________________________ at Century 21. How are you today? The reason I’m calling is, we just listed a property at ____________________________ a couple of streets over from your home. As a result of our marketing we’ve generated a lot of interest in the neighborhood and need other homes to sell. So, tell me have you considered selling your home? (No!!) Well, would you happen to know of anyone else thinking of selling? IF PROSPECT KNOWS SOMEONE ELSE THINKING OF SELLING Would you mind sharing their name and phone number?? (F A N T A S T I C) Would it be OK if I told them you referred me? (T H A N K S) I’ll be sure to get back in touch to let you know how things went!! (H A V E A G R E A T E V E N I NG) "I am Totally Committed to my Success"
  25. 25. Hello, is this _____________________________This is _______________________________ at Century 21. How are you today? The reason I’m calling is, we just SOLD a property at ____________________________ a couple of streets over from your home. As a result of our marketing we’ve generated a lot of interest in the neighborhood and need other homes to sell. So, tell me have you considered selling your home? (No!!) Well, would you happen to know of anyone else thinking of selling? IF PROSPECT KNOWS SOMEONE ELSE THINKING OF SELLING Would you mind sharing their name and phone number?? (F A N T A S T I C) Would it be OK if I told them you referred me? (T H A N K S) I’ll be sure to get back in touch to let you know how things went!! (H A V E A G R E A T E V E N I NG) "I am Totally Committed to my Success"
  26. 26. Use the Criss-Cross to Call Renters in Apartment Complexes YOUR SCRIPT Hi! My name is Rick with Century 21. I am calling Because studies show that most renters would rather be homeowners. They are tired of wasting their money and making the land lord rich. If you could rent a bigger home for the same or less than you pay in rent, wouldn’t you? "I am Totally Committed to my Success"
  27. 27. "I am Totally Committed to my Success" Dear Home Owner, Rise and Shine! Believe it or not, there are more buyers looking for homes than homes to sell! A market once clogged and over- run with foreclosures and short sales has changed and for the better! Due to demand, home prices are on the rise. Home prices are approaching DOUBLE-DIGIT appreciation and sales are dramatically increasing by the day. The market is rising and shining! Is it Time? Over the past 3 decades, the average home owner stayed in their house 4.9 years. Due to recent economic uncertainty, families today have stayed in their home for more than 9 years, postponing the move they wanted or needed to make. Well, the financial storms are behind us and the sky is starting to clear. So is now a good time to move? The answer is “yes!” See and Believe I have information you might find surprising. Your home may be worth more than you think! It would be a privilege to give you insight into today’s market. I’ll give you details on the rising market and an accurate assessment of your home’s value. Thirty minutes is all you’ll need. Please call me at (210) 788-9690 to schedule your no-obligation meeting. FYI, interest rates are still low, making it a very affordable time to buy as well. Thanks,  Rick Tankersley Century 21 Northside
  28. 28. "I am Totally Committed to my Success"   I MAY HAVE A BUYER FOR YOUR HOME   Dear Mike and Sharon, I am currently working with a buyer who’s been unable to find a home in your area. Your home has many of the features my buyers find desirable. If you have any interest in selling your home, I would be more than happy to arrange a one-party showing of your property. Please contact me at (210) 788-9690 to discuss.   Thanks,   Rick Tankersley Century 21 Northside  
  29. 29.  Lists the name of the homeowner by property address  Criss-Cross is available in software "I am Totally Committed to my Success"
  30. 30. "I am Totally Committed to my Success"   1.http://mysapl.org/ 2. Click on DATABASES 3.Scroll through the directory for REFERNCE USA 4.Enter your name and library card # 5.Under ‘Active Databases” choose U.S. Standard White Pages 6.Choose “Custom Search 7.Choose Geography and then Radius Enter Street Address and .5 in the “number of miles” field  You will the see a list of everyone within a half mile of your listing. (be sure to comply with all “do not call” regulations) CALL THEM!!
  31. 31.  Eyecatching Headline with a good hook  Ie School District, Unique Feature, Bargain. HUD, foreclosure, low payment, etc  A few good pictures (no more than 4)  Short Description  Call to action and phone # Use www.Northside.C21.com for our listings Try www.hudhomestore.com for more homes Use www.RealtyPak.com for new construction homes Post 2 ads at noon and 2 at 7pm Make sure to include your name and broker. "I am Totally Committed to my Success"
  32. 32. "I am Totally Committed to my Success"
  33. 33.  Be Prepared  Use Script  Get the Appointment  Offer to take Another Agent’s Phone Time "I am Totally Committed to my Success"
  34. 34. "I am Totally Committed to my Success"   Thank you for calling Century 21. How may I help you?     (I am calling about a home at 123 Happy St) Oh yes! That must be a great home… we have gotten a lot of calls on it today.  When would you like to see it?           (I just have a question about it.) Ok. Let me pull it up on the computer. Can I get your name and number in case we are cut off? Thanks! I am pulling the info up now… How long have you been looking for a home? How many homes have you looked at? What methods are you using to find the homes. Are you working with a realtor? Are you renting or buying your home? Alright! I have the info pulled up. It really is a great looking house!! What would you like to know?  (How much is it?) It’s _____... is that in your price range?  (yes)  Great! We should go see it before it is gone!! I can arrange my schedule to meet with you today around 3 or 4. Which one is better for you? (4 is best) Awesome! I will schedule this one and a couple of more in the neighborhood like it.  I will call you back once I confirm the showings. BY THE WAY… are you PAYING CASH or will you NEED FINANCING? (Financing) No Problem! I will get someone to call you and take care of that before 4pm. I will call you back with the scheduling info. 
  35. 35. "I am Totally Committed to my Success" Internet Leads SPEED + TENACITY + SCRIPT = HIGHEST CONVERSION RATE POSSIBLE ____________________________________________________________________________   Contact IMMEDIATELY!!! SET APPOINTMENT!! Call 6 TIMES Call on MINUTE ONE, MINUTE 10, MINUTE 30 , HOUR ONE, HOUR TWO, DAY TWO TEXT “I just got your information from Zillow. Can you talk?” – MINUTE 1, HOUR ONE, HOUR TWO If EMAIL ONLY  - “I just got your information from Zillow. Is now a good time to speak?” – Send  MINUTE 30, HOUR ONE,  HOUR TWO. HOUR THREE - “The home you’re inquiring about is fantastic! When would you like to see it?” DAY TWO:  Subject Line: Checking In   - Message: I was just checking in to see if you needed anything from  me today.  Place in CRM/ZAP and set up auto follow up. 
  36. 36. "I am Totally Committed to my Success"
  37. 37. "I am Totally Committed to my Success" Most widely done (and done wrong) activity in real estate We hold open houses for ONE REASON ONLY: TO GENERATE LEADS! STOP trying to sell the house and start trying to CONVERT attendees  into APPOINTMENTS Most agents do not like open houses because they are getting poor  results YOUR OBJECTIVE IS TO NOT JUST GET NAMES AND NUMBERS BUT TO  SCHEDULE APPOINTMENTS
  38. 38. "I am Totally Committed to my Success" 1. 2 Hours of pre-work for every 1 hour of Open House 2. Choose the right property  a. Easy to Find b. Accessible c. Great Curb Appeal d. Newest on the Market 3. Make it EASY TO FIND a. 2 Directionals = not enough!! The More Signs the Better! b. Invest a little bit of money into your signs c. Use balloons, streamers or banners to draw attention to each directional 4. PRE SELL THE EVENT a. Put a sign out in advance with times of the open house b. Post ads on Craigslist and FB in advance c. Fliers to Neighborhood stores d. Invite the neighbors (maybe an hour earlier for “exclusive” viewing) e. Invite your entire database f. Post in 21online, realtor.com, mls, etc g. Door knock the neighbors a week in advance “Hi. I was just visiting your neighbor. We are doing an open house this Saturday from 1-4. However, from 1-2 is exclusively  for neighbors. Do you think you could make it?” (Ask Rick about the rest of the script) h. MAKE SURE FSBOS AND EXPIREDS GET AN INVITATION!!! 5. LOCATE SWITCH PROPERTIES a. 94% of visitors will have no interest in the property (6% will) b. Find the TOP 5 HOTTEST BUYS in the Market Area c. By asking for emails to send more properties.. you are losing them 6. ARRIVE EARLY a. Know the house b. Know where you will start and finish with each person c. 40% of visitors will have a home to sell. (Sellers not Buyers) d. Have your GIVE AWAY in place e. Make Sure Your entry cards are ready and accessible f. Fliers ready to go
  39. 39. "I am Totally Committed to my Success" 7.       GREAT GREETING IS IMPORTANT a. SMILE b. Give your name to get a name c. Give them a flier (not mls sheet) Use this line on flier:  “Hi I’m Rick Tankersley. Thank you for coming to my open house. If you would  like to know how easy it would be to own this home, be sure to ask me.” 8.       ASK THE RIGHT QUESTIONS a. ARE YOU LOOKING FOR A NEW HOME FOR YOURSELF?? b. DO YOU HAVE A PROPERTY YOU NEED TO SELL BEFORE YOU CAN BUY? c. CAN YOU TELL ME A LITTLE BIT ABOUT WHAT YOU ARE LOOKING FOR IN A HOME? (This will tell us if we need to demo this home or switch them) 9.        LET THEM LOOK a. Show them the highlights of the home b. Stay within ear shot of them c. Answer questions as they come up 10.      DEPARTING COMMENTS a. CAN YOU GIVE ME A LITTLE FEEDBACK I CAN SHARE WITH THE SELLER? b. IS THIS A HOME YOU WOULD BUY? c. I HAVE 5 MORE OF THE “HOTTEST BUYS” IN THE AREA d. WOULD YOU LIKE TO SEE THEM TODAY AROUND 4PM? 11.       MEASURE YOUR SUCCESS a. Not based on if you pleased the seller b. Success is based on how many LEADS you generated c. FOLLOW UP WITHIN 48 HOURS
  40. 40. Thank you notes:  Should be Handwritten  Use the Owner’s Name  Insert Business Card  Use a Stamp, not Metered  Send at least 5 per day "I am Totally Committed to my Success"
  41. 41. Remember to make 17 meaningful contacts every day. SOI, EXPIREDs, FSBOs, JUST LISTED, JUST SOLD (use your scripts) "I am Totally Committed to my Success"
  42. 42. Schedule Your Day and Stick To It! Bottom line is that if you do not prioritize and schedule money making activities, you will be distracted by everything else. "I am Totally Committed to my Success"
  43. 43. Kiss a lot of Frogs! You will find that a large number of leads you generate, no matter the source, will not be ready ready to do anything immediately (or in some cases – never). However, you must keep talking to people, placing ads, taking phone duty, holding open houses, etc. "I am Totally Committed to my Success"
  44. 44. Follow Up – Relentlessly 70% of all closings are a result of follow up. Once you are in the swing of making contacts and generating leads, you will tend to focus only on the ones that look like “instant money.” Other good leads will fall through the cracks and disappear because they were placed on the back burner and forgotten. Deliberate and consistent follow up with all leads and referral sources will result in more closings! "I am Totally Committed to my Success"
  45. 45. Track your results Track how many contacts, leads, appointment and contracts you have each week. By doing so will see where you are strongest and where you need to improve. Tracking your numbers is the only way to know for sure you are on the right track. Allow someone else to hold you accountable for your results. Share your numbers with them weekly. "I am Totally Committed to my Success"
  46. 46. Join coaching group Being involved in a coaching will provide you with the accountability and business advice needed to propel your business to above average levels. "I am Totally Committed to my Success"
  47. 47. Ask a lot of questions! Many times agents bog down because they are stuck in a process. A simple answer or conversation will allow you to quickly and easily move forward. Ask an agent, manager or staff member to help get you over the hurdles "I am Totally Committed to my Success"
  48. 48. Act before you think! Many agents have been caught in the trap of over-thinking. Worrying about the “what-ifs” will build roadblocks you do not need. Trust your knowledge, training and instincts and GO FOR IT! When in doubt, refer to the previous step and reach out for help and guidance. "I am Totally Committed to my Success"
  49. 49. Don’t get discouraged and Never, Ever Give Up! There is no doubt that this is a tough business. There are times in the beginning when you will be wondering what in the world you were thinking by getting into the real estate business. We will be disappointed by bad leads, mean people, flaky prospects, and deals that do not close. Keep moving forward! Ask for help, coaching, guidance from your office staff, management and fellow agents. We have all been exactly where you are! We will help you and everyone will tell you that it always gets better. "I am Totally Committed to my Success"

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