top 5 tips from 2014
TRANSCRIPT
Agenda
• Top 5 Strategies from 2014
1. Scripts that get results
2. The art of creating a connection
3. Single agent survival
4. Negotiation 101
5. Getting new business
• Q & A
• Send ASAP (after automated
welcome email)
• Acknowledge timeframe
• Encourage browsing
• Not here to be pushy
Thank you, come again
Script provided in handout
Anita Allen
“Turn Contacts into
Contracts”
Within 48 hours…
1. Did you receive the report?
2. Have questions?
Send 48 hour follow-up from
Script provided in handout
Michael Stockhaus
“Finding Sellers and
Winning Appointments”
Email 1: Acknowledge uncertainty
Email 2: Use humor
Email 3: Rate your selling timeline
Stop Ignoring Me
Script provided in handout
Email 1: Hey XXX,
Me again, (Your Name) with (Your Company) and (Your
Website), and I still haven't heard from you. I'm beginning
to feel a little ignored... but that's ok, because many people
are a little nervous in replying back to me when they're just
not sure what they want to do and how they prefer to move
forward. I can help you with that and talk with you about all
your concerns, if only you would let me!
Please call or email me when you get a chance so we can
discuss your needs.
I'm looking forward to hearing back from you!
Email 2: Dear XXX
On the XXth of June, I sent you market analysis of your
home and neighborhood and asked for an opportunity to
do a detailed evaluation to determine the optimum value
of your property. As I haven't heard from you yet, I can
only assume one of the following:
1) You're now not interested and I'm reduced to the
status of an annoying piece of spam clogging up
your email; or
2) You desperately want to contact me, but you're
trapped under a fallen filing cabinet and can't reach your
phone or PC.
Your guidance would be greatly appreciated.
Kind regards,
P.S. If it is #2, please let me know and I'll send someone
round to help you out.
Email 3: Dear XXX
I hope you have been enjoying comparing the value of
your home to others recently and currently on the market.
I pride myself in providing customized service to each
person I work with. I hope you will be willing to help me
accomplish this by sharing a little more about your needs
and timing.
It’s easy I promise!
If you were just curious, and we treat you like someone
who needs to sell immediately, you will think of us as
pests. On the other hand, if you do need to sell
immediately, and we think you were just curious, you will
find us not attentive to your needs.
Would you reply to this email and let us know, on a
scale from 1-5:
1 = You were just curious,
5 = You need to sell immediately
This way I can start to customize my communication to
the level of service you desire.
I look forward to answering all your real estate questions.
Please don't hesitate to email or call
Seychelle,
Your information was passed to me from an Agent (Ramiero) at our
office that no longer works with us. I am unsure if he reached out to you
but when you get the chance please shoot me your best contact
number. I'd like to introduce myself and get an idea of what kind of
deals you are looking for.
I look forward to hearing back from you
Seychelle Van PooleVan Poole Properties
“Make #12 Your #1”
Revive lost leads: The “Ramiero” Strategy
93% of our communication is NON-
verbal
-Dr. Ray Birdwhistle, University of PennsylvaniaCindy Stockhaus
Jarvis Realty Group
“Winning Listing Presentations”
1. Mirror & Match
Cindy Stockhaus
“Winning Listing
Presentations”
The art of creating a personal connection
1. Mirror & Match
2. Listen
1. Hear what they are saying and respond accordingly, rather than thinking about what you’re going to say next.
Cindy Stockhaus
“Winning Listing
Presentations”
The art of creating a personal connection
1. Mirror & Match
2. Listen
3. Build Commonality
1. As you walk through the home, try to create a common bond by finding shared interests based on style, pictures, passions (Sports, travel, kids, shoes etc).
Cindy Stockhaus
“Winning Listing
Presentations”
The art of creating a personal connection
1. Mirror & Match
2. Listen
3. Build Commonality
4. Be Honest/Genuine
Cindy Stockhaus
“Winning Listing
Presentations”
The art of creating a personal connection
Nina Hollander
“Success Tips for
the Single Agent”
Follow a routine to ensure key activities get done!
www.marketleader.com
A day in the life…• 6:30 am-10:30am: Prospecting
– ActiveRain : write blog and comment on previous posts
– Market Leader: work new leads, recent activity, reminders
– Check expired listings
– Facebook ,LinkedIn and Twitter: participate in any discussions
– Prepare cards for clients with a life event (birthday, anniversary, etc)
– Prepare “unique” mailing to ML database
• 12:00-2:00pm Self education (2-3x per week):
– Million Dollar Pipeline, Power Hour, ActiveRain, IMSD
– KCM-related webinars, company lunch and learns
• 10:00-1:00 pm: Schedule closings
• 2:00-5:00 pm: Client appointments
– If no client appointments in afternoon,
• Prepare listings for market
• Refine presentation materials
A day in the life…
• Photography
• Closing coordinator
• Keeping books
• Marketing delivery
Nina Hollander
“Success Tips for
the Single Agent”
Know when to outsource
• For Sale By Owners
For Sale By Owners
“I have a buyer that needs to buy a
house in your neighborhood”
Jerimiah Taylor
“Be a Powerhouse
Listing Agent”
Incorporate effective scripts into your follow-up
Practice your non-verbal body language
Follow a routine, know when to outsource, seek self-learning
opportunities
Bonus: re-watch one power hour from this past year to hone your skills.
Assume the other negotiator is better… so go prepared
Choose 1 new strategy to generate new business
Want More?
• Fill out post-class survey to receive class
notes!
• Visit Learn.MarketLeader.com:
• Recordings & Handouts
• Short Tutorials
• Customer Support: 1-877-450-0088