This document provides tips and strategies for real estate agents to generate short sale leads and successfully process short sales. It recommends agents conduct a business assessment, implement systems, hire talent, stay educated on the distressed properties market and foreclosure alternatives. Specific lead generation ideas are outlined, such as using one's database, networking, hosting seminars, direct mail campaigns, and social media. The steps of the short sale process and how to work with sellers and lenders are also detailed.

2. Global, National, Local Mindset…
You?

4. 3 Pre-Requisites for Change
1. Identify and get rid of whatever is holding you back
2. Take Action
3. Focus on What You Want

5. • Run it Like a Business
• Distressed Properties Market
• Social Media Marketing

6. Password:
dc

7. First Things First…
Conduct a Real
Estate Business
System
Assessment

8. Conduct a
Business System
Assessment

10. How to Create a Real
Estate Agent Business Plan
– 3 Steps to Success

11. Vision,
Mission,
UVP
Business
Branding,
Plan
Marketing
Goals
Internet
Social
Your Referral
Media
Business
System
Lead
Listing
Gen/
System
Follow-up
Buyer
Escrows

12. Distressed
Farming
Props
Social
Door-Knock
Media
SOI
FSBO/ SEO -
Expireds
Internet
Open
Houses

13. Team Leader - RainMaker
Manages
Distributes Leads
Team Manager
Team
Accountability
Team Associate
Admin Assistant / TC
Team Associate
Listings Manager
Team Associate
REO / Short Sale specialist Team Associate
Team Associate
Team Associate
2 Keys to Success…
Team Associate
Team Associate
Team Associate
Hire Talent
Team Associate
Implement Effective
Systems

14. What is Your Exit
Strategy?

16. Is this your experience?

17. Top 5 States = 50%
foreclosure activity
338,836 foreclosure filings
in August…one in 381 U.S.
homes
95,000+ to REO in August

18. More than 2.3 million homes have been repossessed by lenders
since the recession began in December 2007….
more than one million American households are likely to lose their
homes to foreclosure this year. - RealtyTrac

19. Strategic Defaults?

20. The Bottom line…

21. Trusted
Advisor
Compassion
Empathy
Rapport
Negotiating

23. Real
Estate
Agent
Title/
Escrow Short Short Sale
Processor/
Negotiator
Sale
Team
Credit CPA/Tax
Counselor Expert
Foreclosure Alternatives Consultation

24. Keep Give Up
Home Home
Repayment Plan Short Sale
Rent property Deed-in-Lieu
Loan Mod/Short
Bankruptcy
ReFi
Forbearance “Buy Bail”

25. • Number 1 Source is Your Database!
• Networking with other trusted advisors
• Host a Consumer Educational Seminar
• Target properties 2004-2006, 100%
financing with ARMs
• eMail Drip Campaigns (Short Sale
Process – Tips)

26. Blog Social Networks

27. Short Sale Consultation Request

28. Lead Generation Ideas
NOD List Campaign
• Mailer – Alternatives to Foreclosure
• Door knock / door drop
• Follow-up mailer – Short Sale
Consultation
• Call – if able to get phone numbers

29. • Seller Short Sale Packet
• Co-Operative Deal-making
• 3-Step Listing Process
• Learn Rapport Skills (NLP)

30. • Qualify the Short Sale Listing Agent
• Setting Expectations
• Communicate and update often
• Implement a Short Sale System

31. ELEVATE
EMPOWER
• You EDUCATE
• Team
• Consumers
• Clients
• Co-Op
Agents

32. Stay Educated Informed
Short Sale training and certifications
Subscribe to Industry Resources
Networking Groups (LinkedIn, Ning)
• Calculated Risk Blog
• DS News
• Housing Wire
• REO Insider
• RISMedia
3
2

33. Real Estate Social Media Marketing

34. Online Usage
Majority of online time
spent: Social Networks,
E-mail, games
16.4 average hours/week spent
online (2 x more than TV)
87% Buyers using internet
to search for homes
32% of buyers found home
they bought online

35. Social Media Plan
• What do we want to accomplish with our social media
strategy? Be specific.
• Who is going to maintain our social media presence?
• Who is my target audience? Our perfect customer?
• How do we measure success and track results?

36. 1. Identify your audience
2. Listen observe
3. Attract friends, followers, connections, subscribers
4. Be relevant, interesting, informative, entertaining
5. Remember relationships first…. sales will follow!

37. 500 Million Users
(97 m inUS)
160 million
75 million
If You USE
VIDEO……

38. • Profile vs Pages vs Groups
• No business on your Facebook profile
• Read Facebook Terms of Use
http://www.facebook.com/terms.php
• Use Lists to manage Privacy and
separate Business and Personal
• Comply with state real estate laws

39. Custom Branded Business Page
Branded profile
picture Take
Advantage of the
Full, Usable Area
to Brand!
Maximum size of
profiles pictures is
180 x 540

40. Get a Branded
(vanity) URL – You
Need 25 fans/likes
first…
Use a Welcome/
Landing Page
Create Search and
other Call To Actions
Tabs

41. • FBML
• Slideshare
• Facebook.com/RoostApp
• realtor.com/seemylistings/
• Twitter
• YouTube

42. • Networked Blogs
• RSS Graffiti
• Notes
• Wordpress plugin
• Ping.fm

44. Go to www.search.twitter.com
and type in your market area.
Find interesting people to follow

45. Create a Tweet Plan
Thought-
Buy/Sell
Provoking,
Tips
Entertaining
New Interesting
Listings Articles
Quotes
Schedule your Drip Tweets
(HootSuite.com)

46. Create a LI Profile Word template
to create and edit your profile.
Personalize your Profile URL
Keep your photo professional.
Headshot only.
Keep the “What are you doing
now” function updated. Use
ping.fm or the Twitter app for
Linkedin
Personalize your websites by
using “other” to reflect your
business name and not just “My
Website”

47. Get Recommendations!
Join strategic groups – then invite strategic members to
build your network.
Create a group - post interesting and useful information.
Use “LinkedIn Answers” to position yourself as an expert.
Use LinkedIn Answers to get free, valuable advice.
Be relevant!

48. Video Tour
Customize Your Listings
YouTube Channel
Follow the best Testimonials
practices and Search
Engine Optimization How-To Series
tips in the Social Media
HandBook Community
Tours

49. Is a Blog Right For You?
Are you committed to
posting on a regular basis?
Weekly - to several times
per week?
Ghost blogging -
outsourcing
Do you have something to
say? Do you enjoy writing?
Can you provide
compelling, valuable
content for readers?

50. Blog is Your Social Media Hub

51. Online Reputation Brand
Management
Have you
Googled
yourself
lately?

52. Use
Consistent
Name
or
Brand
SEO
Value!

53. Google Local Business Center
Yahoo Local
Zoom Info
Yelp
Angie’s List
Real Estate Agent Review Sites

54. Download Social Media Online Branding
Checklist for Business

55. Your name
Your brand
Your product or service
Competitor’s names
Issues
Keywords

56. Ask – Answer Questions
What are you reading?
What are you commenting on?
What are you blogging?
What are you furious about?
What are you excited to see?
What do you need right now?
What are you wondering about?
What would you like to ask?

57. Answer Questions
9 million
uniques/
mth
12.5 million
uniques/
mth

59. Subscribe to daily
emails from industry,
local market sources
Use share function-
online articles
Share new listings,
sold listings

60. Mobile Apps for…
Facebook, LinkedIn,
Twitter, Ping.fm

61. • Decide which social networks you want
to use
• Download and modify the Social Media
Action Plan
• Start working on completing the tasks
• Establisha daily/weekly social media
activity schedule

62. • Decide what you can delegate and what you should do
• Don’t forget to sell real estate!
• It’s a process… be patient and persistent

63. Adopt a daily ritual to start your day in a
positive mindset
Some suggestions…
morning meditation, prayer
exercise
read your affirmations, review your goals
eat a healthy breakfast
review your day’s tasks and schedule

64. When we are no longer
able to change a situation,
we are challenged to
change ourselves.
~Victor Frankl

65. Password:
dc

66. Thank You!
Connect with Me…
JanOBrien.net
Business-Blog-Consultant.com
JanOBrien.com
(Real Estate Coach Blog)
702-858-9191
jan@janobrien.com
Facebook.com/jan.obrien
Twitter.com/janobrien
LinkedIn.com/in/janobrien