Discover three ways to increase the number of referrals flowing through your pipeline in addition to tips on having conversations with sellers about price reductions when their homes aren't moving.

1. Sales Meeting
Chambersburg Office
April 5, 2016
1
“Chains of habit are too light to be felt until they are too heavy to be broken.”
- Warren Buffett

2.  NEW Spring merchandise available for purchase
 Deadline for ordering: April 15th
 www.pkcomp.com/bhhs/
Homesale Store
2
Apparel Office Supplies GolfHats

3. Love Your Home $50K Sweepstakes
 The sweepstakes runs from March 28 – June 17 and
consumers can enter by going to:
http://Homesale.com/LoveYourHome
 This year in addition to the
$50K grand prize, Berkshire
Hathaway has added the
opportunity for consumers
to win a $2,500 prize per week.
3

4. Love Your Home $50K Sweepstakes
4
eCard
 Marketing collateral available in:
Marketing
REsource
TeamHomesale.com

5. Love Your Home $50K Sweepstakes
5
Flyer
Post Card
Facebook/Twitter
Covers

6. Homesale Weekly Seller’s Report
 Available in HomesaleCenter.com
 Simple one-time, set-up per listing
 Send weekly stats to your sellers
6
Homesale.com

7. Facebook Open House Advertising
7
Homesale Realty
Sponsored • 
Come visit 835 MADISON CIRCLE in
Chambersburg, PA this Sunday from 1-3pm!
OPEN SUNDAY 1 -3 PM
Fabulous townhouse with ma . . .
http://Homesale.com
Learn More
Harrisburg Region
Open Houses
(April 3, 2016)
Ads Run: 36
Total Impressions: 46,557
Total Click Throughs: 1,422
Average Clicks / Property
39.5

8. Deposit Money Case
If the buyer elects not to have any inspections done
on the property but their mortgage company
requires that the septic and electrical systems be
‘certified’, is the buyer allowed to terminate the
agreement and get back their deposit back?
8

9. Deposit Money Case
No - - - not yet.
The buyer must go through the process of trying to obtain the
certifications.
If they can’t be obtained,
 the seller must first be given the opportunity to make
repairs and obtain certifications
- if the seller won’t or can’t -
 The buyer has the right to make repairs and obtain
certifications -or- declare the agreement null and void and
get their deposit back
9

10. 3 Ways to Raise Your Referral Rate
10

11. 1. Referral Cards
 The best time to ask for referrals is when they LOVE you
the most
 Three things to accomplish before your client walks out
the door:
1. Make them feel good about their decision
2. Tell them what will happen next
3. Ask for referrals
11

12. 1. Referral Cards
 Give your clients a printed, postage-paid, self-mailer
referral card
12
Front Back

13. 2. Referral For a Worthy Cause
 Attach the referral to a donation to an important charity
Example: “With each closed referral that you send me,
I’ll be donating $50 to the Sunshine Kids.”
13
Dedicated to children with cancer

14. 3. Referral Newsletter
14
 Print and direct mail to those
most likely to refer you
 Give recognition to people
who have referred
 Provide stories of charity
being supported

15. The Basics
15

16. Price It Right
The secret to getting your listings SOLD
is to price them properly in the first place
16

17. The Price Reduction Conversation
 Remind them that you are on their side
 Remind them that they are not negotiating with you
 Remind them that you can only help them if you really
understand their goals
17

18. Shooting the Messenger
18
Don’t take if personally

19. Four Obstacles to Price Reduction
Conversations
1. The property was heavily overpriced at the beginning
19

20. Four Obstacles to Price Reduction
Conversations
1. The property was heavily overpriced at the beginning
 You’re afraid to lose the listing so you avoid conflict when
setting the price
 REMEMBER – Each listing
you take costs time and/or
money
20

21. Four Obstacles to Price Reduction
Conversations
2. You didn’t set up a plan for future adjustments or
prepare the client for what might become necessary
21

22. Four Obstacles to Price Reduction
Conversations
2. You didn’t set up a plan for future adjustments or
prepare the client for what might become necessary
 The best time to talk about reductions is when you’re taking
the listing
 Get a price reduction schedule agreement
22

23. Four Obstacles to Price Reduction
Conversations
3. You didn’t keep your promises to the seller including
not calling them and not keeping them informed
23

24. Four Obstacles to Price Reduction
Conversations
3. You didn’t keep your promises to the seller including
not calling them and not keeping them informed
 They assume that you’re not working
 You must contact them once a week (i.e. call, text, email,
reports, meetings, etc.)
24

25. Four Obstacles to Price Reduction
Conversations
4. You don’t know enough about your market statistics to
be able to logically convince the seller to a reduction
25

26. Four Obstacles to Price Reduction
Conversations
4. You don’t know enough about your market statistics to
be able to logically convince the seller to a reduction
 Do a comprehensive CMA up front
 Revise the CMA every 30-45 days
26

27. “But They Won’t Budge!”
27
Don’t waste your energy on clients who don’t want to be helped
and who won’t give you a return on your time investment

28. New Listings / Reductions / Needs
28

29. Grilled Cheese Luncheon
Today at 11:45 AM
29