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Real Estate Marketing and Sales Essentials. Steps for Success Dan Hamilton. Prospecting for Seller Appointments. Introduction:. Prospecting for Seller Appointments. Reasons to make your prospecting listing based: Salable listings attract buyers. Salable listings attract sellers.
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Real Estate Marketingand Sales Essentials Steps for Success Dan Hamilton
Prospecting for Seller Appointments Introduction:
Prospecting for Seller Appointments Reasons to make your prospecting listing based: • Salable listings attract buyers. • Salable listings attract sellers. • A signed listing represents the seller’s commitment to work with you. • Salable listings allow you to control your time. • Salable listings allow you to control your income. • Salable listings are like gold.
Prospecting for Seller Appointments Clear-Cut Listing Appointment • All sellers are present • Must have at least 2 hours • Enough information to do a CMA • Need to know why the seller wants to move • Need to know the price the seller wants to sell for
Prospecting for Seller Appointments Reasons that telemarketing is GREAT for real estate professionals: • Prospects are easy to find • More contacts in less time • Call in any weather • Unlimited market • Sparse competition • Seller’s can’t tell experience level • Good practice • Proof that you can get listings • The basis of all real estate sales • Confidence building
Prospecting for Seller Appointments There are certain categories of owners: • Not interested No prospect • Not interested now but maybe in less than two years Lead prospect—keep up with • Interested soon, but not now Possible prospect—need to create an urgency • Interested now Grand prospect • Expect 1 out of 100 calls to be grand prospects or possible prospects. • Expect 4 out of 100 calls to be lead prospects.
Prospecting for Seller Appointments Steps to telemarketing • Choose an active area. • Call anytime. • Look up numbers quickly.
Prospecting for Seller Appointments Basics of Marketing Door-to-Door • After you ring the bell, back up a minimum of two feet. • Don’t stare at the door. Turn up the street and look away. • Don’t turn toward the homeowner until he or she acknowledges you. • Turn with a nice smile. (Be sure to be wearing your real estate name tag.)
Prospecting for Seller Appointments Keys to Working FSBOs • You must meet these people face-to-face or you have nothing. • Be professional. • You must be committed to this program for at least twelve weeks or don’t even start. • Follow up. • Follow up. • Follow up.
Prospecting for Seller Appointments FSBO Action Plan • Get the real estate section of the local paper. • Find an area quickly. • Call the ad. • Go see the property. Bring just a notepad. Schedule one every 20 minutes. • Contact at least once a week. Use Fair Deal. Close for the clear-cut appointment. • Follow up for 12 weeks.
Prospecting for Seller Appointments Further FSBO hints: • FSBOs have buyers. • Offer alternative representative agreements. • Follow-up is the key. • Refer them to their new location. • Only a part of your business. • Mean FSBOs are the best.
Prospecting for Seller Appointments FSBO stop-by: • Put a reminder in the mail. • Take only a notebook and pen. • Say, “Show me through.” • Write down everything. • Then leave.
Prospecting for Seller Appointments Categories of expireds: • Motivated owners • Re-list with current office • Interview alternate offices and current office • Interview alternate offices but not current office • Nonmotivated owners • Seller is overpriced • Waiting for something • Hate real estate agents • FSBO
Prospecting for Seller Appointments Farming differs from telemarketing in the following ways: • Farming is confined to a specific area or group. • Farming involves repeated contacts. • Farming has long-range results. • Farming is specifically intended to create “top of mind” awareness and to build personal relationships. • Farming is a great way to compile neighborhood data to help provide your office with complete area coverage.
Prospecting for Seller Appointments The types of NOO’s include: • Not interested in selling. • Interested but has no equity. • Interested and has a lot of equity. • Interested but doesn’t want to sell at the investment level. • An investor in real estate. • A true “don’t wanter.” These are the properties you want to buy for yourself.
Prospecting for Seller Appointments Summary: