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Jumpstarting Your Real Estate Business public


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High level overview on how to best leverage our current buyer's market by working with sellers.

Published in: Real Estate
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Jumpstarting Your Real Estate Business public

  1. 1. Jumpstarting Your Real Estate Business<br />Royal Randolph, III<br />
  2. 2. Who’s Market Is It?<br />Financial and real estate markets are depressed<br />Unemployment is high<br />Large supply of homes on market<br />Lending criteria is tight<br />Interest rates are low<br />Seller’s Market?<br />Buyer’s Market?<br />
  3. 3. Buyers are Best<br />In our current economic environment, real estate agents who primarily work with buyers are best positioned to be successful.<br />Not necessarily<br />
  4. 4. How do you market to buyers?<br />Ads<br />Networking<br />Referrals<br />Cold Calls<br />Bill boards<br />Word of mouth<br />Relocation <br />Corporations<br />Former co workers<br />
  5. 5. Buyer Behavior<br />Most buyers start their home search on line<br />Buyers look for homes, not buyer’s agents<br />Many buyers do not understand the benefits of working with a buyers agent<br />How do you market to the typical buyer who starts their home search on line?<br />
  6. 6. It is all about the Sellers<br />In any economic environment, real estate agents who market listings and themselves through their listings are best positioned be successful<br />Listings are the best way to systemically generate qualified buyer leads<br />When a buyer decides s/he wants to see inside the home, you will be the agent they call<br />If you make a good impression they will want to work with you on any listing<br />If you make a wonderful impression and stay in touch you will build mind share and credibility<br />Capture as much information as you can and systematically follow up and market to buyer prospects<br />
  7. 7. Advantages of Working with Sellers<br />A well marketed listing will generate buyer leads <br />Serves as a platform for self promotion<br />Makes prospecting easier<br />Better control of your schedule<br />Refer the buyer leads if needed<br />Broaden your territory<br />Leverage – the sign in the yard works 24/7/365<br />Multiple listings in the same area make you an expert in the market<br />Business development opportunities<br />Also applies to landlords<br />
  8. 8. Critical Skill Areas<br />Relevant Listing Presentation<br />Solid marketing plan that you can deliver a buyer in the shortest amount of time possible<br />Market analysis and price trends<br />Communication <br />Organization<br />Technology<br />
  9. 9. A final note about Short Sales<br />Three Phases:<br />Marketing<br />Lowest justifiable price<br />Accept as many back ups as you can<br />Negotiating<br />Follow up with lender and buyer on a regular basis<br />The BPO agent is your friend<br />Develop your own preliminary HUDs with room to spare<br />Closing<br />Keep all parties focus to close before the approval expires<br />
  10. 10. How to Generate Listings<br />There is no way around prospecting, so make it count<br />Expired Listings<br />FSBO<br />SOI<br />Distressed Home Owners<br />Referrals<br />REO/BPO<br />Others<br />
  11. 11. Next Actions<br />Metro Brokers Academy<br />Business Planning<br />Listing Presentation Workshop<br />PHD – for real this time<br />Intro to Short Sales<br />Books<br />The Millionaire Real Estate Agent: It's Not About the Money...It's About Being the Best You Can Be!  – Gary Keller, Dave Jenks, Jay Papasan<br />SHIFT: How Top Real Estate Agents Tackle Tough Times:   – Gary Keller, Dave Jenks, Jay Papasan <br />Get Clients Now! Get Clients Now!(TM): A 28-Day Marketing Program for Professionals, Consultants, and Coaches – C. J. Hayden<br />The E-Myth Revisited: Why Most Small Businesses Don't Work and What to Do About It – Michael E. Gerber<br />The Greatest Salesman in the World – OgMandino<br />