The Three P’s of Listings

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The Three P's of Listings
Prospect
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The Three P’s of Listings

  1. 1. THE THREE P’S OF LISTINGS Prospect Present Perform
  2. 2. PROSPECT  PROSPECT EVERYDAY!!!  SOURCES OF LISTINGS  SPHERE OF INFLUENCE (SOI)  FSBO  EXPIRED  FARMING  JUST LISTED/PENDING/SOLD
  3. 3. SPHERE OF INFLUENCE  WHAT BETTER PHONE CALL TO MAKE THAN TO SOMEONE YOU KNOW  AT LEAST 200 NAMES  Personal Visit: At least once a year  Telephone: Three times a year  Personal Note: Immediately after each visit or call  Bulk Mail: Monthly (postcards, newsletters, flyers)  Email: Monthly (eNewsletter, eCard, personal email)  Market updates and area information as needed
  4. 4. Good evening, Tom, this is ______________. How are you doing? Tom, the reason I’m calling is that I’ve entered the real estate business with XYZ REALTY. I’m excited about the company and the business, and I would really appreciate your help. The next time you hear of someone who’s thinking of making a move, would you do me a favor? First, would you tell them about me? Second, would you pick up the telephone and tell me about them? I’d really appreciate it! I’ll send you some of my cards in the mail tonight. Let me make sure I have your current information. (Verify address and email information.) By the way, Tom, who do you know who might be planning on buying or selling real estate? Thank you again, good-bye.
  5. 5. FSBO  WHY DO OWNERS GO FSBO?  UNDERSTAND THE FSBO  DON’T TRY TO LIST ON THE FIRST ATTEMPT  FACE TO FACE FIRST TIME CONTACT  ASK SOME QUALIFYING QUESTIONS  ASK TO LEAVE YOUR CARD AND OFFER TO ANSWER ANY QUESTIONS  FOLLOW UP PLAN
  6. 6. OBJECTIONS  LEARN DIALOG FOR COMMON OBJECTIONS
  7. 7. EXPIRED  UNDERSTAND THE MINDSET OF AN EXPIRED  WORK THEM EVERY DAY  SET UP A PLAN  CALL, WRITE LETTERS  FOLLOW UP
  8. 8. OBJECTIONS  LEARN DIALOG FOR COMMON OBJECTIONS
  9. 9. FARMING  select a geographic area  select a niche market  make a plan  follow up
  10. 10. SELECTING AN AREA  know your area – preview all listings  know your competition  local ordinances, HOA regulations for subdivision 
  11. 11. Starting your farm  get list of street names  owners names  sale dates  have a 6 month and 12 month plan  FOLLOW UP PLAN  How to manage database  What to use
  12. 12. JUST LISTED/PENDING/SOLD  make calls around all new listings  pendings  solds
  13. 13. PRESENT  YOUHAVE AN APPOINTMENT, NOW WHAT  DO YOUR HOMEWORK  CMA  MARKETING PRESENTATION  MAKE IT ABOUT THEM NOT YOU  CLOSE FOR THE LISTING
  14. 14. DO YOUR HOMEWORK  KNOW WHO THE SELLERS ARE  CHECK TAX, DEED RECORDS
  15. 15. CMA  WHAT GOES INTO A CMA  BEST 3 ACTIVE COMPS  BEST 3 SOLDS  BEST 3 EXPIREDS  CMA SHOULD BE THE LAST THING DISCUSSED AFTER YOUR MARKETING PRESENTATION  SEPARATE LISTING FROM PRICE
  16. 16. PERFORM  DO WHAT YOU SAY YOU ARE GOING TO DO!!!!  KEEP IN TOUCH WITH SELLER ON A WEEKLY BASIS  MARKETING YOUR LISTINGS  WHERE TO MARKET  COMMUNICATION WITH SELLERS
  17. 17. RESOURCES  DAVID KNOX - http://www.davidknox.com/  MIKE FERRY - http://www.mikeferry.com/main/content/complimentary  DARRYL DAVIS – http://darryldavisseminars.com/ How To Become A Power Agent In Real Estate  FLOYD WICKMAN - https://floydwickman.com/  http://www.realtor.org/field-guides/field-guide-to-farming-and-prospecting  Realtor.com – prospect toolkit - http://realtormag.realtor.org/node/11779  Realtor.com – follow up toolkit -http://realtormag.realtor.org/node/11780
  18. 18. SUE LUCAS 843-997-4595 SL1586@SCCOAST.NET https://www.facebook.com/techtipsandtraining

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