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90 Listings in 90 Days
Craig and Annemarie Reger
Craig and Annemarie Reger
2
Portland, Oregon
Owners, Craig Reger Group
KW MAPS Coaches
90 Listings in 90 Days
Tell Keller Williams University what you think!
Simply enter
www.evalfr.cominto any mobile device to complete your
evaluation for this session.
3 90 Listings in 90 Days
“By focusing on Big Goals, you will be focusing on
developing Big Habits that will always be appropriate to achieving your highest
levels of success.”
90 Listings in 90 Days
– Gary Keller, The Millionaire Real Estate Agent
4
How Our Business Transformed
1. Gave us our ONE Thing!
2. Built new habits and changed behavior
3. Created a “high-production culture”
4. Bonded our team and accelerated individualized
growth
5. Exposed areas to improve
6. Elevated the “norm” for our business
90 Listings in 90 Days5
The ONE Thing: Get Listings!
• Sphere
• Circle Prospecting
• Expireds
• Rent-bos
• FSBOs
• Sign Calls
• Door Knocking
• Social Media
90 Listings in 90 Days6
• Sphere
• Call your database• Script
• Face-to-face
• Social media
• Identify investors
The ONE Thing: Get Listings!
90 Listings in 90 Days7
90 Listings in 90 Days8
The ONE Thing: Get Listings!
• Circle Prospecting
• Just listed
• Just sold
• Power dialer
• Headphones
90 Listings in 90 Days9
90 Listings in 90 Days10
90 Listings in 90 Days
Circle Prospecting Script
Hi, ____, this is Craig Reger with Keller Williams Realty, and I’m calling because I’m working with some buyers who are looking to move to your neighborhood. As you probably know, virtually everything on the market is already sold! So I promised my buyers I’d call around to the neighborhood.
Do you have any friends or neighbors who have thought about moving?
Have you thought about moving in today’s hot market?Thank you for thinking about that. Have you considered investing in real estate while we’re at historically low interest rates … combined with home values that remain well below the peak?
11
• Expireds
• Focus on old expireds (2007-2013)
• Use REDX and Mojo Power dialer
The ONE Thing: Get Listings!
90 Listings in 90 Days12
90 Listings in 90 Days
“Hello, is this _____? Hi, ____, this is Craig Reger with Keller
Williams Realty, and I’m calling about the house you were selling
on Main Street way back in 2008. Did you ever sell that home?
Most people didn’t. That was a pretty bad market and, as you
probably know, it’s substantially better now. In fact, I’ve helped
many sellers sell for more money than they were trying to get in
2008. Have you thought about selling this summer now that the
market has improved?”
• Over-the-phone Price Opinion
“Expireds” Prospecting Script
13
The ONE Thing: Get Listings!
• Rent-Bos
Hi! This is Craig Reger with Keller Williams Realty and I just saw your property for rent on Craigslist and I am calling to ask if you have considered selling your home in this hot real estate market?
If no - Thank you for thinking about that—you’re obviously a savvy investor. I have a team of 5 full-time buyer agents looking for the very best deals in the city seven days a week. If we find an amazing opportunity, are you interested in acquiring more rental homes?
90 Listings in 90 Days14
• FSBOs
The ONE Thing: Get Listings!
90 Listings in 90 Days15
The ONE Thing: Get Listings!
• Additional Strategies:
• SOLD stickers
• Sign calls
• Door knocking with recent offers
• Open houses
• Aggressive lead follow-up
90 Listings in 90 Days16
• Time block with laser
focus
• Scripts practice
• Lead generation
• Lead follow-up
• Does your schedule
match your goal?
Change Behavior: Built New Habits
90 Listings in 90 Days17
Created a “High
Production Culture”• The gong
• Keep score!
• Track everything
and share results
• Visual reminders
everywhere
90 Listings in 90 Days18
• Admin/ support team highly involved
• One office “war room”
• Earned a decade of experience in 90 days!
Bonded Our Team and Accelerated
Individualized Growth
90 Listings in 90 Days19
• Systems
• Personnel
• Technology
Exposed Areas to Improve
90 Listings in 90 Days20
Improve Systems• Streamline processes for activating and marketing
new listings• Communication System• Checklists
• Signage, photography, and more• Can our current vendors keep up?• What needs to be outsourced?
90 Listings in 90 Days21
• How do we maintain the highest level of customer
service with a rapid increase in volume?
• Can our current team handle this new level of
volume? Where changes are needed?
• Hire for the future.
Improve Personnel
90 Listings in 90 Days22
• Mojo
• REDX
• BOOM headphones
• Additional phone lines and screen/control incoming
calls
Improve Technology
90 Listings in 90 Days23
Ways to Win• Just DO IT!
• Extinguish limiting beliefs.
• Lead with revenue.
• Reward yourself and all who contributed at key
milestones along the way.
• Expect breakdowns and use them as
breakthroughs.
90 Listings in 90 Days24
Ways to Win• Set campaign for optimum results—consider
personal schedules, seasonal market conditions,
etc.
• Find creative ways to maintain morale and keep
positive!
• Don’t compromise on your goal.
90 Listings in 90 Days25
Q & A
90 Listings in 90 Days26
Thank You!Please complete an evaluation for this session.
Use any mobile device!
www.evalfr.com.
To download a free copy of this presentation:
www.familyreunion.kw.com/downloads