Presentations to Consumers

Targeting the Buyers

• Start with your Follow Up Plan

1. Email Them 2. Send Something in the Mail3. Call Them

• Make sure you have a way to Track you attendee’s

• Send your email ASAP after the event as you can• Thank them again for attending• Offer to answer any questions they may still have• Repeat your call to action from your presentation

(or if you do not do a true call to action, offer to get them pre-approved so they can have the negotiation power of a cash buyer)

Hello Mr. and Mrs. McBuyer, Thank you again for attending today’s seminar on What every First Time Home Buyer Should Know. It was a pleasure getting to meet you. If you have any questions that were not answered, please feel free to call me at 747-221-6649 I am glad to help in any way I can. Don’t forget, the best way for a buyer to have the power in negotiations is to know exactly what their buying power is. Let me know when you are ready to get “Pre-Approved” so you can negotiate like a Pro.

I looking forward to speaking with you soon.

Paul BaxterLegacy Mortgage747-221-6649

P.S. If you know anyone else who may need good honest help in buying a home, please feel free to share my number.

• Send your Card second• Don’t wait, send this a day or two after the seminar• This will get their attention much more than the email and will set up

the call• This is a very simple…..short and sweet….

Thank you for attending.

Dear Mr. and Mrs. McBuyer,Thank you again for attending the What Every First Time Home Buyer Should Know seminar.

Let me know if you have more questions.

Paul Baxter(2 business cards)

• Call them 1 week after the event• Block out your calendar for the period of time you need to dial the number

of attendees who came• Do NOT allow any distractions during this call time• 5% of people in YOUR community are in the market to purchase a home at

any one given time• You have just identified X number of them• Don’t allow the sound of an email coming sway you from calling these

identified buyers

Hello Mr. McBuyer, Paul Baxter from Legacy Mortgage Group, I presented on the do’s and don'ts of buying your first home last Tuesday. (pause briefly if they wont to respond). I wanted to follow up with you and Mrs. McBuyer and see how things are going and find out if there is anything I can help you with. (This is the conversation starter…remember your goal is to get them Pre-Approved…Go with any conversation that begins)

If you get stone walled (it could be for many different reasons, remember the statistics of sales)

Thank you for your time today and for joining us last Tuesday. When you are ready to get Pre-Approved so you can negotiate with the same power as a cash buyer, give me a call. Do you still have my number?

• Your tracking sheet is to ensure you follow the entire follow up plan• Make sure to include a specific number of times you will call them

before you move on

• 90% of sales happen between 3 and 12 touches

• You decide how many is your Enough point

• Determine what you will Present on and create your “Class”• Use Power Point and Jing to make your class interesting and fun

• Niche audiences will respond better than general audiences• Make your content focused on a Niche

First Time Home Buyers (RE brokers do this CONSTENTLY) VA Home Buying Benefits Reverse Mortgage Myth Busters Renovation Options for Home Owners Home Buyers Rights The Truth

• Make your presentation last about 30 minutes• You want time at the end to

1. Answer Questions 2. Schmooze!!!!!!!! Shake Hands, Kiss Babys

• Provide a printed copy to everyone to take notes and take with them(Have a branded last page telling them to call you to get Pre-Approved)

• You can do Consumer direct presentations in an office presentation room (Bring drinks and some sort of snacks)

• But doing it at a restaurant will increase your attendance• Agents don’t mind a small 4 person intimate presentation• Consumers will feel less comfortable in a smaller group (they know

there is a sales aspect, but want the information, a smaller group will make them think they will be preasured)

• Yes you will have some Free Lunch Brigade folks with restaurants• They are easy to identify and you can focus your schmoozing on the

right people• They also help create the comfort level you need

• Use Partners to Offset the cost Title Company’s Insurance Company’s Real Estate Company’s Roofers/Contractors (if you are doing renovation loan education) • Another reason why you keep your presentation to 30 minutes• Your Partner/Partners get 5 to 10 minutes to address the attendees

• Let your partners do their 5 to 10 minutes FIRST

• Do Not Share This InfoLet them go first. Instruct the service staff to begin serving the meal on your signal. Your attendees will likely eat there meal right away. Typically a patron finishes their meal in about 15 to 20 minutes. So by the you are presenting, they are finished or finishing their meal. Your attendees do not want to wait for a presentation to be over to be able to eat, but you want them to be engaged with your presentation.

• Let the service staff know that they need to wait until the presentation is finished to serve after meal items (coffee, desert)• This ensures your attendees will remain after your presentation is

finished• These extra minutes AFTER your presentation are your best chance to

schmooze • You have fed them, you have given them great information, take the

extra step and give it a personal touch

• Extras –

• Take care of your service staff, they will ensure your timeline is met exactly• Create Engagement with fun give a ways during your presentation

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