The practice of real estate as changed forever

1. The Future of Real Estate
History ALWAYS repeats itself

2. The client has NO reason to call you

3. There are a multitude of websites

4. Some even by Realtor® organizations

5. Including our own R.M.L.S. that
provide ALL the information clients
need to locate & vett their new home

6. It’s no wonder the phone never rings
Sure occasionally
someone calls
because they saw
a sign or picked up
a flyer but not often
enough to make a
living on it.
Face it YOU need to overhaul your
business

7. In the beginning we were called
REAL ESTATE DEALERS
If someone wanted to buy property they asked around at the
blacksmiths or the general store maybe even at the saloon in
order to find a reputable dealer. This was called a referral!!
REMEMBER THIS WORD
BECAUSE IT IS THE ONLY
WAY BUSINESS IS GOING
TO BE DONE FROM NOW ON

8. You can get referrals from a website
There are only 14 million five hundred thousand of
them under PORTLAND REAL ESTATE alone.

9. You can get them from lead
generation companies on the net
There are only 800,000 of them

10. I have personally tried five of them
• Zillow
• Top Agent
• Home Gain
• House Value
• Market Leader
Total net income = $5,000
Total time spent = over 500 hours
THEY ARE A WASTE OF TIME!
Anybody thinking “would you like fries with that”

11. There IS only so much time so
Don’t waste it you can’t get anymore. If you
want to stay in business you
need to go out and meet
people and start relationships.
Not necessarily life long friend
ships an acquaintance will do.
But the client does not want
to be sold anything and they
know when you are pitching.

12. So if you don’t like to meet people QUIT NOW
At one seminar a long time ago the presenter
made this statement which is more true
today then it was then
It takes 10 contacts to make
1 prospect and 10 prospects
to make 1 actual client
If you are not very good at math that adds up to talking to 100 people

13. And a contact only counts if your
conversation is about REAL ESTATE
• For sale by owners
• Expired listings
• Notice of defaults
• Buyers at an open house
• Neighborhood association meetings
• Non-profit organizations
• Local business owners
You KNOW that’s great advice but what are you supposed to say you ask

14. FOR SALE BY OWNERS
Craig’s list supplies an endless stream of leads
I make the initial contact with the following email
If you would be willing to pay a commission of 2% to
2.5% of the agreed upon sale price to get a qualified
buyer one of our 28 agents may have one. Please reply
with full address and best contact number. (attached is
a list of owners who have been successful)
If they reply yes I will forward it to any broker willing to go see them.
This system works I have made almost 20K this year alone

15. Expired listings are people who
want or need to sell
I’ve have been sending out at about a hundred cards a week, but with little success
because this market is so unpredictable. With over 20% of the inventory distressed
the standard we can do better than your last broker just doesn’t get it any more.
So we have completely redesigned our approach and will assign responses to any
brokers that are willing make a follow up phone call to them.

16. Short sales from NOD lists
A new program that is obviously
timely. J.B. Beyer has joined our
team as a full time Short Sale neg-
otiator. His company Coastal Mit-
iagation not only has a proven record
of success we will be working closely
together developing new leads from
various sources. The program will
work this way. When a solid lead is
established it is turned over to a
broker, who goes out to meet the
seller and sign them up. The broker
then markets the property until an
offer is obtained. Then it is turned
over to J.B. He will process it to
closing and the commission is split
50%-50%

17. How do you get Buyers?
FLYERS & PHONE CALLS TO RENTERS
OPEN HOUSES - BUYER SEMINARS OR
The new old fashioned way!

18. There is another way
Get involved local organizations that you
REALLY HAVE AN INTEREST IN
Neighborhood assn. --------------- Sports groups
Elks ------------ Masons ----------- Rotary groups
But don’t try to FAKE it! ------ It simply won’t work
The best way is something that is becoming more
popular with the chains each and every day but
they aren’t doing it right because they can’t

19. Windermere is spending a lot on advertising
HOW MUCH THEY GIVE BACK TO CHARITY
BUT GIVING IS PERSONAL AND COMPANYS ARE ANYTHING BUT

20. GIVING BACK!
I am a volunteer with Multnomah County Animal Rescue and I have
always offered to share my commission with clients who feel like I do
about animal rescue. I have expanded it and know that it will provide
good solid leads to anyone who is willing to work it. It goes like this
You define a territory that you are willing to
actually go out in and visit total strangers
who have stores or restaurants which cater
to dogs. Portland is one of the MOST dog
friendly towns in the country check it out

21. The incoming referrals will be sent to the broker who
placed the coupons with the vendor where it was picked
up the 20% fee is taken off the gross amount from title
that way the company and the Broker share the cost. But
wouldn’t you pay 20 % for a dedicated client anyway?