the three p’s of listings

THE THREE P’S OF LISTINGS

Prospect

Present

Perform

PROSPECT

PROSPECT EVERYDAY!!!

SOURCES OF LISTINGS

SPHERE OF INFLUENCE (SOI)

FSBO

EXPIRED

FARMING

JUST LISTED/PENDING/SOLD

SPHERE OF INFLUENCE

WHAT BETTER PHONE CALL TO MAKE THAN TO SOMEONE YOU KNOW

AT LEAST 200 NAMES

Personal Visit: At least once a year

Telephone: Three times a year

Personal Note: Immediately after each visit or call

Bulk Mail: Monthly (postcards, newsletters, flyers)

Email: Monthly (eNewsletter, eCard, personal email)

Market updates and area information as needed

Good evening, Tom, this is ______________. How are you doing? Tom, the reason I’m calling is that I’ve entered the real estate business with XYZ REALTY. I’m excited about the company and the business, and I would really appreciate your help. The next time you hear of someone who’s thinking of making a move, would you do me a favor? First, would you tell them about me? Second, would you pick up the telephone and tell me about them? I’d really appreciate it! I’ll send you some of my cards in the mail tonight. Let me make sure I have your current information. (Verify address and email information.) By the way, Tom, who do you know who might be planning on buying or selling real estate? Thank you again, good-bye.

FSBO

WHY DO OWNERS GO FSBO?

UNDERSTAND THE FSBO

DON’T TRY TO LIST ON THE FIRST ATTEMPT

FACE TO FACE FIRST TIME CONTACT

ASK SOME QUALIFYING QUESTIONS

ASK TO LEAVE YOUR CARD AND OFFER TO ANSWER ANY QUESTIONS

FOLLOW UP PLAN

OBJECTIONS

LEARN DIALOG FOR COMMON OBJECTIONS

EXPIRED

UNDERSTAND THE MINDSET OF AN EXPIRED

WORK THEM EVERY DAY

SET UP A PLAN

CALL, WRITE LETTERS

FOLLOW UP

OBJECTIONS

LEARN DIALOG FOR COMMON OBJECTIONS

FARMING

select a geographic area

select a niche market

make a plan

follow up

SELECTING AN AREA

know your area – preview all listings

know your competition

local ordinances, HOA regulations for subdivision

Starting your farm

get list of street names

owners names

sale dates

have a 6 month and 12 month plan

FOLLOW UP PLAN

How to manage database

What to use

JUST LISTED/PENDING/SOLD

make calls around all new listings

pendings

solds

PRESENT YOUHAVE AN APPOINTMENT, NOW WHAT

DO YOUR HOMEWORK

CMA

MARKETING PRESENTATION

MAKE IT ABOUT THEM NOT YOU

CLOSE FOR THE LISTING

DO YOUR HOMEWORK

KNOW WHO THE SELLERS ARE

CHECK TAX, DEED RECORDS

CMA

WHAT GOES INTO A CMA

BEST 3 ACTIVE COMPS

BEST 3 SOLDS

BEST 3 EXPIREDS

CMA SHOULD BE THE LAST THING DISCUSSED AFTER YOUR MARKETING PRESENTATION

SEPARATE LISTING FROM PRICE

PERFORM

DO WHAT YOU SAY YOU ARE GOING TO DO!!!!

KEEP IN TOUCH WITH SELLER ON A WEEKLY BASIS

MARKETING YOUR LISTINGS

WHERE TO MARKET

COMMUNICATION WITH SELLERS

RESOURCES

DAVID KNOX - http://www.davidknox.com/

MIKE FERRY - http://www.mikeferry.com/main/content/complimentary

DARRYL DAVIS – http://darryldavisseminars.com/

How To Become A Power Agent In Real Estate

FLOYD WICKMAN - https://floydwickman.com/

http://www.realtor.org/field-guides/field-guide-to-farming-and-prospecting

Realtor.com – prospect toolkit - http://realtormag.realtor.org/node/11779

Realtor.com – follow up toolkit -http://realtormag.realtor.org/node/11780

SUE LUCAS 843-997-4595 SL1586@SCCOAST.NET https://www.facebook.com/techtipsandtraining