XCLUSIVE HOMES

1. XCLUSIVE HOMES WELCOME

2. Dominate Listingsin 2017 Focusonlistings 100% Take Action

3. In this training you will learn… • Foundation of Real Estate • Leverage • Time Management • The Power of 100% • Be the Expert – Scripts & Role Play • Understand Your Market Statistics • Watch Video’s From Experts • Create a Listing Presentation • Get More Listings & Seller Leads Here are 12 Steps to listing domination

4. Read the Scripts & Role Play http://www.mikeferry.com/main/content/complimentary You can get all the seller leads in the World… If you don’t know what to say & how to handle objections… YOU WILL FAIL!!!

5. Watch Listing Presentation Videos

6. Study the sales Contract & all paperwork You are not the best agent for your client, if you don’t know how to fill out the contract.

7. Customize the Xclusive Homes Listing Presentation Trust Experience Marketing Plan CMA Report Handle Objections Get the listing agreement signed!

8. Sphere of Influence Marketing Who said you need the Internet To generate buyer leads?

9. Sphere of Influence Marketing Fast start action plan & take inventory of your resources: • Make list of 40 people you know (friends, family, acquaintances, current customers, contractors • Memory Jogger Take Action: • Send 2 emails every morning. 5 x per week • Mail 2 letters every morning. 5 x week • Follow up each email with a personal phone call • Tell them how you have a “home selling system” • Make sure to ask for their referrals directly

10. Sphere of Influence Email & Letter Hi John, I wanted to drop you a quick line and let you know I recently decided to move my real estate license and join Xclusive Homes. One of the reason I decided to join Xclusive Homes is their great Home Selling System. We don’t list homes, we sell them! With 90% of all the buyers searching online prior to purchasing a home, it is important that every property listed can be easily found on the Internet, Our Xclusive Homes Selling System allows us to promote real estate throughout the world using state-of-the-art technology and marketing strategies that other real estate companies do not have. We offer our sellers massive online exposure! If you know someone who may be thinking about buying or selling their home, please forward me their contact info or ask them to call me. I will set up a free and confidential consultation and go over my Xclusive Home Selling System. Enclosed is a Comparative Market Analysis for your neighborhood. I will call you over the next few days to see you if you have any questions in regards to the most recent real estate market report.

11. You will learn: • The way top producers think, act and run their business • How to think big and take your business to the next level • How to create systems in your business so that you can make more money than you imagined and have more time with your family • How to raise your standards and provide you customers with the highest level of service available in the real estate industry. • Ways to Improve your sales, marketing and communication skills. • How to create a niche in your market so you can bring your passions and hobbies into your business. • Ways to improve your mindset and expand your thinking so you can create everything you want in your life and business.

12. Expired Listings • Why Expired Listings? • How to Find Expired Listings? • Mike Ferry Strategy • Craig Proctor Strategy • What is your USP? What’s in it For Me? • Postcards and Letters • Where to Purchase

13. Expired Listings • MLS Hotsheet • The REDX – www.TheReadX.com • LandVoice – www.LandVoice.com • Vulcan 7 – www.Vulcan7.com

14. Expired Listings • Prospecting EVERY SINGLE DAY 8 AM – 11 Am (Smile & Dial) • No $0 • Consistency Wins • Must Follow the Script: YOUR ONLY GOAL IS TO SET THE APPOINTMENT!

15. Expired Listings • No Cold Calling – EVER! • Spend $1 to get $15 • What is your USP? “Your Home Sold… Guaranteed! • Get The Listing Appointment YOUR GOAL IS TO SET THE APPOINTMENT!

16. Expired Listings Why does Craig Proctor’s system work? It is a numbers game! Mail Out 1,000 Post Cards Each Month x $,75 per card = $750 1% conversation rate = 10 listing appointments per month x 12 Months = 120 Listing Appointments Cost : $12,000 vs COMMISSION: ??????

17. Expired Listings - USP

18. Expired Listings - USP See Expired Listing Letter – Use Envelope Technique

19. For Sale By Owner - FSBO • How to Find FSBO’s? LandVoice – www.LandVoice.com • Craigslist – By Owner • Flat-Fee Listings STOP! DO NOT CALL FSBO’S TO GET THE LISTINGS! Huh????????? YOU MUST FIRST UNDERSTAND HOW A FSBO THINKS!

20. For Sale By Owner - FSBO

21. For Sale By Owner - FSBO

22. For Sale By Owner - FSBO 7 Steps FSBO System • DAY 1: Have Buyers (Bring a sales contract & addendums) • DAY 3: For Sale Sign & Brochures • DAY 7: Where are you going next – Automatic Emails • DAY 11: Brochures • DAY 16: Stop off Open House Sign & Brochures • DAY 21: Follow Up Call • DAY 28: FREE Appraisal – Go for the listing appointment!

23. Short Sales How to Find Short Sales? – Lis Pendens • www.AgentPro247.com • www.CollierClerk.com • Bankruptcy Attorneys • Probate Attorneys • Sphere of Influence • Teachers, Firefighters, Police Officers

24. Short Sales 7 Steps Process • Find Short Sale Candidates • DO NOT MAIL SHORT SALE JUNK! Yellow letter campaign • I have 2 cash Buyers • Visit the property • Bring CMA Report, your home is Worth “A” • Seller Owes “Y” • Have you ever heard about short sale? We have a short sale solution & can help you avoid foreclosure!

25. Short Sales Yellow Letter – Use Folding Technique/Envelope

26. How to Farm a Neighborhood Planting The Seeds

27. How to Farm a Neighborhood

28. Budget • Farming is an Investment of time and money • 20% of marketing budget should go to your farm • Find new ways to do similar things - within your means • Never quit, or someone else will harvest your farm • Make adjustments , no excuses

29. Farming is building relationships • Planting seeds on someone else's land • Allows you to stay top of mind • Your farm is your referral engine • Location is key

30. Neighborhood Farming 1 – Find a Neighborhood • Turnover Ratio – 10 % Each Year • Listings To sold Ratio – How many sellers vs buyers – 2 – 1 • Competition Ratio – 10 % or Less • Price Point

31. Pick Your Perfect Farm • Proximity - Make sure it’s close enough to relate to the people living there - Select an area that’s easy for you to get to and from • Don’t get too specific - Some niche markets can spread your farm out - You want localized and consolidated - Thin of it as value in bulk

32. Think Outside the Box • Subdivisions are great, but think of other great farms: - Golf Communities - Waterfront Neighborhoods - Communities with shared hobbies or interests - Condo/Townhome Communities - Homes near your child’s school - Gated Community

33. Neighborhood Farming Plan • 6 Months Marketing Plan • 1x Post card each month • Community event each quarter • 2x open houses each month • #1 Community website (SEO, PPC, Social Media, Craigslist) • Preview Properties – community expert business cards • Monthly video neighborhood news • Capture emails – automatic listings, drip mail, news • GET EVERY Expired Listing/FSBO/Short Sale • GOOGLE ALERTS: Add your Neighborhood

34. Neighborhood Farming POSTCARDS: Month 1: Community website Month 2: Open house event postcard Month 3: Letter: I have buyers note Month 4: Community Market Report Postcard Month 5: Your Home sold 30 days postcard Month 6: Community Event Postcard – BBQ, Movie, Food Drive After Month 6: Start Over… PLEASE NOTE: Send Out Just Listed & Just Sold Cards OVER AND ABOVE THE POSTCARDS AVOBE!!!

35. Neighborhood Farming Lead Generation • Create Neighborhood website (website box) • Create a YouTube Video 1x per week • 5 Craigslist Post Per Week • Create Facebook Page (Market Each Listing) • Create Twitter Page (Market Each Listing) • Google+ Add All listings/Neighborhood Website • LinkedIn - Add All listings/Neighborhood Website • Pay per Click Campaign

36. Seller Lead Capture Pages: Facebook and Google Adwords

37. Print Material • Prospect Plus • List Reports • PK GRAPHICS – • • XpressDocs.com

38. Maintaining Your Farm • Visit your farm regularly & talk to people • Become their real estate resource • Host a few get-togethers each year • Build lasting relationships & reap the rewards • Let your farm be your referral engine • Commit to consistency!

39. Get Social • Host get-togethers for your farm • Let them get to know you • Make sure there are no hidden catches to attend - Summer BBQ’s - Office Open Houses - Community yard sales - Coffee socials - Car washes

40. Register your Domain Name Let’s talk about a few domain characteristics to help you in a selecting one to register for this Home Valuation LeadSite project. While we’re mostly used to seeing .com domains, there are many other extensions you can select. There are .org, .net, even one for .realtor if you’re a realtor. You have many choices for domain registrars, from GoDaddy to Yahoo and we also register domain names at WebsiteBox. What is a good name for a Home Valuation Leadsite? All I can suggest is to think like someone considering listing their home and what they may use as a search term. Some ideas for domains (I am using Austin as my example market) include: AustinHomeValues.com WhatisYourNaplesHomeWorth.com MyNaplesHousePrice.com NaplesHomeValuations.com FreeHomeValuesNaples.com NaplesPropertyPrice.com PriceMyNaplesHouse.com

41. Questions and Answers Thank You