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REALTY EXECUTIVES SOUTHERN REGION

REALTY EXECUTIVES SOUTHERN REGION. PRESENTS BUILDING A BUSINESS THROUGH PROSPECTING. HOW IS MY BUSINESS BROKEN OUT INTO SEGMENTS?. Where does my business come from? How can I begin to capture a portion of the market? What avenues do I use to get name recognition in these areas?.

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REALTY EXECUTIVES SOUTHERN REGION

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  1. REALTY EXECUTIVES SOUTHERN REGION PRESENTS BUILDING A BUSINESS THROUGH PROSPECTING

  2. HOW IS MY BUSINESS BROKEN OUT INTO SEGMENTS? • Where does my business come from? • How can I begin to capture a portion of the market? • What avenues do I use to get name recognition in these areas?

  3. WHAT ARE WAYS THAT I CAN GROW MY BUSINESS • Stay in regular contact with past customers • Stay in contact with sphere of influence list • Develop additional sphere of influence list • Begin to network in an area of houses • Begin networking with groups of people

  4. WHAT IS MY FIRST STEP • Am I willing to become “structured” in order to build my business? • Will I allow someone to coach me on a daily basis? • What kind of format should I use? • How can I track results? • How often should I make adjustments?

  5. Most Important Things To Do Today 1.___________________________ 4._____________________________ 2.___________________________ 5._____________________________ 3.___________________________ 6 _____________________________ Check Off Your Progress TODAY!!! Expired Contacted 1._________ 2._________ 3._________ FSBO’s Contacted 1._________ 2._________ 3._________ 5 Previews 1._________ 2._________ 3._________ Call Past Buyer 1.______ 2.______3.______4.________ 5.________ Past Seller 1.______ 2.______3.______ 4._______5.________ In Persons Contacts 1.______ 2.______3._______4.________5.________ DAILY SCHEDULE

  6. DAILY SCHEDULE Cont. • Showings 1._________ 2._________ • Listing Appointments. 1._________ 2._________ • Open House 1._________ 2._________ • Call Possible Buyer 1._________ 2._________ 3._________ • Call Possible Seller 1._________ 2._________ 3._________ • Tomorrows planned actions: ____________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________ • If you always do what you always did, • You will always get what you always got! • EXECUTIVE ______________________________ Date______________

  7. Promotions Marriages/Deaths Retirement Births/Additions to Families Divorces Personnel Directors Tell 20’s 7 Second Presentations Business Cards — everywhere Buyers 3rd Party Walk-ins Spheres of influence Church Social Civic Relocation Programs WHERE TO LOOK FOR BUSINESS OPPORTUNITIES

  8. Personal News Letter Renters Floor Calls Farming Signs - For Sale/Direction Sold Riders Name on sign FSBO Family Business Closing Expired Withdrawn Just Sold Just Listed Obituary Absentee Owners Foreclosure Co-Closings Layoffs WHERE TO LOOK FOR BUSINESS OPPORTUNITIES

  9. Transferees Builders/New Subdivisions Notice of Zoning Networking Cold Calling Empty Nesters Solicitation for Selective Properties Affiliations Showing/Leave Card Knock on Doors Neighbors Loan Officers Open Houses Car Tags Name Tag Personal Marketing Fortune/Forbes/Money WHERE TO LOOK FOR BUSINESS OPPORTUNITIES

  10. SCRIPT • Business cards Hi, my name is ________ and I am an EXECUTIVE with REALTY EXECUTIVES. I was wondering if you could do me a favor. I was wondering if you would take these two business cards of mine. One of them is for you to keep and the other one is for someone you know who is thinking of buying or selling property. I hope you will keep my card it would mean a great deal to me. Would you do that for me? Thank you.

  11. SCRIPT • For Sale By Owner Hi, my name is ________ and I am an EXECUTIVE with REALTY EXECUTIVES. I was wondering, if I had a buyer for your house would you cooperate with me? From time to time I work with buyers that are looking for a house in your price range. In order for me to be familiar with your house it would be necessary for me to preview your house just like I preview other property in the market. Would this evening be convenient for you or would tomorrow be better for you?

  12. SCRIPT • Expired Listings Hi, my name is ________ and I am an EXECUTIVE with REALTY EXECUTIVES. I noticed that your house did not sell, would you like to tell me about it? I can understand your frustration and why you feel the way that you do. Let me ask you a question? Is it fair to judge all real estate agents by the bad experience you had with your previous agent? Great, that is why I am calling. As an EXECUTIVE with REALTY EXECUTIVES,our company’s desire is to provide a superior marketing program for your house thereby selling it in a short period of time. That is why I called and I wanted to take a few minutes and share with you our marketability proposal on the marketing of your house. Would this evening or tomorrow evening be better for you? Thank you.

  13. SCRIPT • Other Source of Prospects Hi, my name is ________ and I am an EXECUTIVE with REALTY EXECUTIVES. I was wondering if you could take a moment and help me. I was wondering if you knew of anyone who is thinking of looking to buy a home or is thinking of selling the house they own? I see, oh by the way may I send you a brochure of my services for you to retain just in case you think of someone who may have an interest? Marketing property today is very involved and this brochure may help answer many questions you or someone you know may have. Thank you.

  14. NOW WHAT DO I DO IF I CALL AN EXPIRED LISTING? • Prepare myself mentally • Find the expired • Research who was the former agent • Analyze the area to determine the specific marketing conditions surrounding the listing -Determine days on the market for other competing inventory -Determine which actual properties are selling

  15. WHERE DO I GO TO FROM HERE? • Who can I ask to be my coach? • What percentage of my time each day will be spent on new business development? • Discipline to follow through. • What does it take for me to get started?

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