This presentation is from a Webinar I hosted featuring Tai DeSa and Ezio Pavone of Significa Short Sale Solutions.

1. How To Attract Short Sale Listings
Like A Magnet

2. Significa Short Sale Solutions
Processed over 350 Short Sales
7 Years in the Short Sale Business
Have A 30 Person Team
Growth in Staff and Files of 600% in 1
year
National Short Sale Manual with State by
State Supplement.

3. Compassion
People don't care what you know until they
know that you care.
Helps you connect with prospects to gain
trust
Come from contribution

4. Know Your Market
Know who your looking to connect with
Know their language
Know which objections to overcome
Smart Way To Segment Your Market is...

5. Generations Needing Short
Sales
Postwar Generation
Leading-Edge Baby Boomers
Trailing-Edge Baby Boomers
Generation X
Generation Y

6. Postwar Cohort
Born between: 1928-1945
Coming of age: 1946-1963
Age in 2012: 67-84
Population: 47 million (21%)

7. Postwar Affinities
Desire experience, not things
Enjoying life
Nostalgia
Security
Stability
Responsibility

8. Postwar Tendencies
Will pay mortgage first and all other
expenses after that
Want to meet in person
Respond to direct mail and door knocking
Content with small homes within walking
distance of shops
If you establish yourself as the authority,
they will not question you

9. Leading-Edge Baby Boomers
Born between: 1946-1954
Coming of age: 1963-1972
Age in 2012: 59-66
Population: 31 million (14%)

10. Leading-Edge Boomer Defining
Moments

11. Leading-Edge Boomer Emotions
and Affinities
Nostalgia
Challenge authority
Social justice
Sexually experimental
Generational community

12. Leading-Edge Boomer Tendencies
Used to challenging authority and have no
problem sticking it to the bank
Bought the McMansions and now looking
for smaller, ranch homes
Respond to direct mail and phone calls

13. Trailing-Edge Baby Boomers
Born between: 1955-1965
Coming of age: 1973-1983
Age in 2012: 47-57
Population: 49 million (22%)

14. Trailing-Edge Boomer Defining
Moments

15. Trailing-Edge Boomer Emotions
and Affinities
Casual
Politically ambivalent
Distrust of government and institutions
Overt materialism
Sexual freedom

16. Trailing-Edge Boomer Tendencies
They always ask WIIFM: What’s In It For
Me?
They want to maintain their lifestyle and
keep material possessions
Will stop paying mortgage while continuing
to pay credit cards to finance their lifestyle
Do not trust banks or the government
Respond to phone calls

17. Generation X
Born between: 1966-1976
Coming of age: 1984-1994
Age in 2012: 36-46
Population: 42 million (19%)

18. Generation X Defining Moments

19. Gen X Emotions and Affinities
Environmental concerns
Global community
Free agency and independence
Friendships important
Cynical about future
Pursuit of quality of life

20. Gen X Tendencies
Worried about providing for their kids
Prefer smaller, more modern, green
homes (not interested in McMansions)
near urban areas
Bought their first home at the height of the
market
Value their credit rating and want to buy
again
Respond to email

21. Generation Y
aka the Millenials
Born between: 1977-1994
Coming of age: 1995-present
Age in 2012: 18-35

22. Generation Y Defining Moments

23. Generation Y Defining Moments

24. Generation Y Defining Moments

25. Generation Y Defining Moments

26. Generation Y Defining Moments

27. Generation Y Defining Moments

28. Generation Y Defining Moments

29. Generation Y Emotions and
Affinities
Everything is done on the Internet
Heightened fears about personal safety
Socially and environmentally aware
Street-smart
Intense patriotism
Team players

30. Generation Y Tendencies
Prefer to rent, or live with parents
They like to be near others (condos, co-
ops, townhomes, urban centers)
Those who did buy homes are upside
down
Seek information on the Internet
Respond to social media
They need to “connect” with their agent

31. Generation Y Tendencies
Prefer to rent, or live with parents
They like to be near others (condos, co-
ops, townhomes, urban centers)
Those who did buy homes are upside
down
Seek information on the Internet
Respond to social media
They need to “connect” with their agent

32. Psychology/Media/Message
Post War
Baby Boomer
Gen x
Gen y

33. Finding Short Sales
Baby Boomers most in need of short sales
– Subdivisions built since 2004
– Most likely to respond to phone calls, direct
mail
– May take pleasure in “screwing the bank”
Generation X also highly in need
– Email campaigns work well
– Pragmatic approach

34. Bottom-Line
New Agent Approach
Experienced Agent Approach

35. Scripts
Adapt them to your audience

36. You Have Questions...We Have Short
Answers

37. Thank You
Scripts and Presentation On FB Page
Next Webinar: August 21, 2012