The busy spring selling season is fast approaching. The steps you take NOW will help you get more business when the weather and the market starts warming up! In this short webinar, we'll give you some ways to win more listings and keep your sellers - happy happy happy - and referring more business. We'll discuss -  1 - Reaching and Engaging Sellers - Before They List.  2 - What Your Listing Presentation Says (and what it doesn't).  3 - Amp Up Your Yard Sign to Get More Leads - and LISTINGS  4 - Helping Your Clients Help You.  5 - Tech Tools You Need - And How to Get Them with No Tech Geek Required  Follow these five tips and you'll see more green in the spring! 

1. Five Things to Start Doing NOW to
Get More Listings This Spring
The busy spring selling season is fast approaching.
The steps you take NOW will help you get more
business when the weather and the market starts
warming up!
In this short webinar, we'll give you some ways to
win more listings and keep your sellers - happy
happy happy - and referring more business.
We'll discuss -
1 - Reaching and Engaging Sellers - Before They
List.
2 - What Your Listing Presentation Says (and what
it doesn't).
3 - Amp Up Your Yard Sign to Get More Leads - and
LISTINGS
4 - Helping Your Clients Help You.
5 - Tech Tools You Need - And How to Get Them
with No Tech Geek Required
Follow these five tips and you'll see more green in
the spring!

2. Had enough of the snow?

3. Why Start Now?
• Sellers looking to take action in the Spring –
are starting their search NOW.
• Sellers shop and research for weeks before
contacting an agent – but 7 out of 10 work
with the first agent they contact.
(National Association of REALTORS 2014 Profile of Home Buyers and Sellers)
• How are you gaining top-of-mind awareness
so that when they pick up the phone, they call
YOU?

4. The seeds you plant now
will grow your business
this spring.

5. What if?
You could reach every home owner in your
market interested in selling this spring?

6. What if?
You could maintain top-of-mind awareness with
them drive them to you again and again and
again?

7. 1 - Reaching and Engaging Sellers -
Before They List.
Know your Target Market (My Ideal Seller)
• Know who they are
• Know where they are
• Know how they act

8. My Ideal Seller
– Where do they live?
– Where do they work?
– Where do they shop?
– Where do they go for entertainment?
– What does this look like on a map?

9. My Ideal Seller
– What is their age range?
– What is their income range?
– What is their family like?
– Are they permanent or seasonal residents?
– First home? Move up? Downsize? Second
home? Investment home?

10. My Ideal Seller
– What are their main goals?
– What are their most common challenges?
– What are their most common objections?
– Are their expectations sound?

11. Plant Now
• Direct Mail
• Local Advertising
• Local Printed Magazines
• Your Website
• Listing Aggregation Sites
• Mobile Sites & Apps
• Text Codes
• Social Media
• Blog
• Email Programs
• Etc., Etc.

12. Today’s consumers are
multi-media multi-taskers
Never before have we had so much access to so
much information in so many forms.
We consume every bit of
information from every
source available – regardless
of media.

13. There’s no shortage of
web exposure for
properties for sale

14. Web
• Your website – How does your website
accomplish your goals?
– Buyers – IDX feed
– Sellers – Market data
– Content – Your own or resourced content
• Test your website against the keywords you
wrote down when you defined your target
audience. How does it stack up?

15. How are your getting
traffic to your website?
• SEO (Search Engine Optimization) – Google
your keywords
• SEM (Search Engine Marketing) – Pay Google
to show up
• Links – In everything you send
• Advertise online (social media, banner ads)
• Advertise your website offline - locally.

19. Reach prospects in their real world.
Introduce them to your personal brand.
Invite them into your digital world.

20. Market Your Brand, not Just Your Listings.

21. Direct Mail
• Direct mail offers you an opportunity to STAND
OUT.
• And, target, target, target.
• Send targeted mailings regularly.

22. Keep this in mind . . . .
• Advertising and marketing activities
generate leads.
• Buyer leads for this home and others.
• Seller leads for future listings.
• Your marketing campaign for the
home is as much for you and your
business as for your client’s home.
• Any investment you make should also
generate more business for you.
• It’s a WIN-WIN.

23. 2 - What Your Listing Presentation
Says (and what it doesn't).

24. Key Takeaway #1
MARKETING IS
THE #1
REASON
SELLERS
HIRE AN AGENT
52%
19% 17%
12%
52%THEY VALUE
MARKETING
OF SELLERS
SAYMARKETING IS
THE MOST
IMPORTANT
SERVICETHEY EXPECT
FROM THEIR
AGENT
Market
my home
Selling
Skills Oversee
Transaction Negotiate
2013 Survey of Home Sellers – NewPoint Media Group

25. Change your terminology
from “Listing Presentation”
to “Marketing Presentation”

26. EVERY Agent Should
Put the home
on the MLS - FREE
Put the home
on Trulia - FREE
Put the home
on Zillow - FREE
Put the home on
REALTOR.com - FREE
Put a sign in the yard
Hold an open house
(the marketing basics)

27. To stand out, your listing
presentation should include -
An advertising campaign that reaches out to
those with the ability and likelihood to purchase
the property with a clear call to action.
• Active, not passive

28. 54%
43%
28% 28%
25%
13%
MLSWebsite
IndependentWebsite
AgentWebsite
BrandWebsite
Magazine
Mobile
Key Takeaway #2
SELLERS
RESEARCH
MULTIPLE
SOURCES
What resources have you used
in researching your decision to sell?
SELLER
SUSE
MULTIPLE
SOURCESWHEN RESEARCHING THEIR DECISION
TO SELL

29. Key Takeaway #4
SELLERS
EXPECT MORE
MARKETING
Localmagazine
NationalWebsite
Newspaper
MobileWebsite
Video
Other
63% 63%
50%
40%
38%
11%
SELLER
SEXPEC
T
MORE MEDIA TOOLS
THAN JUST THE INTERNET
Which of the following marketing
tools would you expect your agent to
use to sell your home?

30. Key Takeaway #5
HOME
SELLERS WANT
TO SEE THEIR
HOMES
IN PRINT
76%THEY VALUE
PRINT ADVERTIING
OF SELLERS
WANT TO
SEE THEIR
HOME
ADVERTISEDIN LOCAL REAL
ESTATE
MAGAZINES
“If you knew your agent could
affordably advertiser your home
in a locally distributed real
estate magazine, would you
expect them to do that?

31. Make Your Sellers Happy Happy Happy

32. What’s Your Mobile Strategy?

33. The latest interactive tools that incorporate
today’s mobile-enabled home shopper

34. At the Listing Presentation – ABC’s (Always BE Closing!)
The Competitive Advantages
YOU can say to prospective sellers:
• List with me and I can feature your home on the
cover of a locally distributed magazine.
• List with me and your home will have its own
mobile marketing campaign including a text code,
a QR code and a single property mobile website.
• List with me and I will be mailing postcards to a
demographically, and geographically targeted
group of buyers.
• List with me and your home will have a visual
tour on YouTube.

35. 3 - Amp Up Your Yard Sign to Get
More Leads - and LISTINGS
Do all your listings
have one of these
in front of them?

36. Integrate mobile tools into your local offline exposure.

37. 4 - Helping Your Clients Help You.

38. Leveraging your referral base
and sphere of influence
only gets you so far . . .
In 2014, NAR estimates that the average buyer
stays in their home for 7-10 years. . . .

39. Social
• Facebook, Twitter, LinkedIn, Instagram,
Pinterest – Your personal profiles

40. Got Content?
Blog.RealEstateBook.com

41. Tip - Boost Posts

42. 5 - Tech Tools You Need
- And How to Get Them
(No Tech Geek Required)

43. Advertising in local real estate magazine
Exposure on top-rated real estate website
 Mobile Business Card
 Vanity Text Code
 Mobile Lead Gen
 Text-for-info
 QR Codes
 Mobile Website w/ IDX and App
 Desktop Website / w IDX
 Tablet Website w/IDX and App
 Custom Single Property Websites
 One-click Printable PDF Property Flyer
Exportable contact and lead database
 Tracking and Reporting
All branded to YOU!

44. Mobile Website with IDX
More consumers are
shopping from their phones

45. Vanity Text Codes
Text Rebecca to 85377

46. Single Property Mobile and Tablet
Sites
Sellers will love them.

47. Gateway App
Consumers are more likely
to visit a site when linked
by an app.

48. Integrate mobile tools into your local offline exposure.

49. Keep Growing!

50. Work with a trusted partner

51. Need help?
Contact your local Real Estate Book Representative or
go to STORE.RealEstateBook.com