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The Future of Real Estate




 History ALWAYS repeats itself
The client has NO reason to call you
There are a multitude of websites
Some even by Realtor® organizations
Including our own R.M.L.S. that
provide ALL the information a client’s
need to locate & vete their new home
It’s no wonder the phone never rings

                     Sure occasionally
                     someone calls
                     because they saw
                     a sign or picked up
                     a flyer but not often
                     enough to make a
                     living on it.

Face it YOU need to overhaul your
business
In the beginning we were called

 REAL ESTATE DEALERS
   If someone wanted to buy property they asked around at the
   blacksmiths or the general store maybe even at the saloon in
   order to find a reputable dealer. This was called a referral!!


   REMEMBER THIS WORD
  BECAUSE IT IS THE ONLY
  WAY BUSINESS IS GOING
 TO BE DONE FROM NOW ON
You can get referrals from a website




There are only 14 million five hundred thousand of
 them under PORTLAND REAL ESTATE alone.
You can get them from lead
generation companies on the net




There are only 800,000 of them
I have personally tried five of them
•   Zillow
•   Top Agent
•   Home Gain
•   House Value
•   Market Leader
Total net income = $5,000
Total time spent = over 500 hours
THEY ARE A WASTE OF TIME!
           Anybody thinking “would you like fries with that”
There IS only so much time so
Don’t waste it you can’t get anymore. If you
               want to stay in business you
               need to go out and meet
               people and start relationships.
               Not necessarily life long friend
               ships an acquaintance will do.
               But the client does not want
               to be sold anything and they
               know when you are pitching.
So if you don’t like to meet people QUIT NOW

At one seminar a long time ago the presenter
    made this statement which is more true
           today then it was then
 It takes 10 contacts to make
 1 prospect and 10 prospects
      to make 1 actual client
 If you are not very good at math that adds up to talking to 100 people
And a contact only counts if your
conversation is about REAL ESTATE
•   For sale by owners
•   Expired listings
•   Notice of defaults
•   Buyers at an open house
•   Neighborhood association meetings
•   Non-profit organizations
•   Local business owners

    You KNOW that’s great advice but what are you supposed to say you ask
FOR SALE BY OWNERS
Craig’s list supplies an endless stream of leads

 I make the initial contact with the following email


If you would be willing to pay a commission of 2% to
2.5% of the agreed upon sale price to get a qualified
buyer one of our 28 agents may have one. Please reply
with full address and best contact number. (attached is
a list of owners who have been successful)




  If they reply yes I will forward it to any broker willing to go see them.
        This system works I have made almost 20K this year alone
Expired listings are people who
          want or need to sell




I’ve have been sending out at about a hundred cards a week, but with little success
because this market is so unpredictable. With over 20% of the inventory distressed
  the standard we can do better than your last broker just doesn’t get it any more.
 So we have completely redesigned our approach and will assign responses to any
            brokers that are willing make a follow up phone call to them.
Short sales from NOD lists
    A new program that is obviously
    timely. J.B. Beyer has joined our
  team as a full time Short Sale neg-
   otiator. His company Coastal Mit-
iagation not only has a proven record
of success we will be working closely
 together developing new leads from
   various sources. The program will
  work this way. When a solid lead is
    established it is turned over to a
    broker, who goes out to meet the
 seller and sign them up. The broker
   then markets the property until an
  offer is obtained. Then it is turned
     over to J.B. He will process it to
  closing and the commission is split
               50%-50%
How do you get Buyers?
FLYERS & PHONE CALLS TO RENTERS
OPEN HOUSES - BUYER SEMINARS OR




   The new old fashioned way!
There is another way
    Get involved local organizations that you
         REALLY HAVE AN INTEREST IN
 Neighborhood assn. --------------- Sports groups
 Elks ------------ Masons ----------- Rotary groups

But don’t try to FAKE it! ------ It simply won’t work

The best way is something that is becoming more
  popular with the chains each and every day but
 they aren’t doing it right because they can’t
Windermere is spending a lot on advertising




HOW MUCH THEY GIVE BACK TO CHARITY
BUT GIVING IS PERSONAL AND COMPANYS ARE ANYTHING BUT
GIVING BACK!
I have been a volunteer with Golden Bond golden retriever rescue. Well I
      have expanded it and know that it will provide good solid leads to
              anyone who is willing to work it. It goes like this

You define a territory that you are willing to
 actually go out in and visit total strangers
who have stores or restaurants which cater
to dogs. Portland is one of the MOST dog
 friendly towns in the country check it out
The incoming referrals will be sent to the broker who
 placed the coupons with the vendor where it was picked
  up the 20% fee is taken off the gross amount from title
that way the company and the Broker share the cost. But
  wouldn’t you pay 20 % for a dedicated client anyway?

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The future of real estate

  • 1. The Future of Real Estate History ALWAYS repeats itself
  • 2. The client has NO reason to call you
  • 3. There are a multitude of websites
  • 4. Some even by Realtor® organizations
  • 5. Including our own R.M.L.S. that provide ALL the information a client’s need to locate & vete their new home
  • 6. It’s no wonder the phone never rings Sure occasionally someone calls because they saw a sign or picked up a flyer but not often enough to make a living on it. Face it YOU need to overhaul your business
  • 7. In the beginning we were called REAL ESTATE DEALERS If someone wanted to buy property they asked around at the blacksmiths or the general store maybe even at the saloon in order to find a reputable dealer. This was called a referral!! REMEMBER THIS WORD BECAUSE IT IS THE ONLY WAY BUSINESS IS GOING TO BE DONE FROM NOW ON
  • 8. You can get referrals from a website There are only 14 million five hundred thousand of them under PORTLAND REAL ESTATE alone.
  • 9. You can get them from lead generation companies on the net There are only 800,000 of them
  • 10. I have personally tried five of them • Zillow • Top Agent • Home Gain • House Value • Market Leader Total net income = $5,000 Total time spent = over 500 hours THEY ARE A WASTE OF TIME! Anybody thinking “would you like fries with that”
  • 11. There IS only so much time so Don’t waste it you can’t get anymore. If you want to stay in business you need to go out and meet people and start relationships. Not necessarily life long friend ships an acquaintance will do. But the client does not want to be sold anything and they know when you are pitching.
  • 12. So if you don’t like to meet people QUIT NOW At one seminar a long time ago the presenter made this statement which is more true today then it was then It takes 10 contacts to make 1 prospect and 10 prospects to make 1 actual client If you are not very good at math that adds up to talking to 100 people
  • 13. And a contact only counts if your conversation is about REAL ESTATE • For sale by owners • Expired listings • Notice of defaults • Buyers at an open house • Neighborhood association meetings • Non-profit organizations • Local business owners You KNOW that’s great advice but what are you supposed to say you ask
  • 14. FOR SALE BY OWNERS Craig’s list supplies an endless stream of leads I make the initial contact with the following email If you would be willing to pay a commission of 2% to 2.5% of the agreed upon sale price to get a qualified buyer one of our 28 agents may have one. Please reply with full address and best contact number. (attached is a list of owners who have been successful) If they reply yes I will forward it to any broker willing to go see them. This system works I have made almost 20K this year alone
  • 15. Expired listings are people who want or need to sell I’ve have been sending out at about a hundred cards a week, but with little success because this market is so unpredictable. With over 20% of the inventory distressed the standard we can do better than your last broker just doesn’t get it any more. So we have completely redesigned our approach and will assign responses to any brokers that are willing make a follow up phone call to them.
  • 16. Short sales from NOD lists A new program that is obviously timely. J.B. Beyer has joined our team as a full time Short Sale neg- otiator. His company Coastal Mit- iagation not only has a proven record of success we will be working closely together developing new leads from various sources. The program will work this way. When a solid lead is established it is turned over to a broker, who goes out to meet the seller and sign them up. The broker then markets the property until an offer is obtained. Then it is turned over to J.B. He will process it to closing and the commission is split 50%-50%
  • 17. How do you get Buyers? FLYERS & PHONE CALLS TO RENTERS OPEN HOUSES - BUYER SEMINARS OR The new old fashioned way!
  • 18. There is another way Get involved local organizations that you REALLY HAVE AN INTEREST IN Neighborhood assn. --------------- Sports groups Elks ------------ Masons ----------- Rotary groups But don’t try to FAKE it! ------ It simply won’t work The best way is something that is becoming more popular with the chains each and every day but they aren’t doing it right because they can’t
  • 19. Windermere is spending a lot on advertising HOW MUCH THEY GIVE BACK TO CHARITY BUT GIVING IS PERSONAL AND COMPANYS ARE ANYTHING BUT
  • 20. GIVING BACK! I have been a volunteer with Golden Bond golden retriever rescue. Well I have expanded it and know that it will provide good solid leads to anyone who is willing to work it. It goes like this You define a territory that you are willing to actually go out in and visit total strangers who have stores or restaurants which cater to dogs. Portland is one of the MOST dog friendly towns in the country check it out
  • 21. The incoming referrals will be sent to the broker who placed the coupons with the vendor where it was picked up the 20% fee is taken off the gross amount from title that way the company and the Broker share the cost. But wouldn’t you pay 20 % for a dedicated client anyway?