The Future of Real Estate

History ALWAYS repeats itself

The client has NO reason to call you

There are a multitude of websites

Some even by Realtor® organizations

Including our own R.M.L.S. that provide ALL the information a client’s need to locate & vete their new home

It’s no wonder the phone never rings

Sure occasionally someone calls because they saw a sign or picked up a flyer but not often enough to make a living on it.

Face it YOU need to overhaul your business

In the beginning we were called

REAL ESTATE DEALERSIf someone wanted to buy property they asked around at the blacksmiths or the general store maybe even at the saloon in order to find a reputable dealer. This was called a referral!!

REMEMBER THIS WORD BECAUSE IT IS THE ONLY WAY BUSINESS IS GOING

TO BE DONE FROM NOW ON

You can get referrals from a website

There are only 14 million five hundred thousand of

them under PORTLAND REAL ESTATE alone.

You can get them from lead generation companies on the net

There are only 800,000 of them

I have personally tried five of them• Zillow

• Top Agent

• Home Gain

• House Value

• Market Leader

Total net income = $5,000 Total time spent = over 500 hoursTHEY ARE A WASTE OF TIME!

Anybody thinking “would you like fries with that”

There IS only so much time so

Don’t waste it you can’t get anymore. If you want to stay in business you need to go out and meet people and start relationships. Not necessarily life long friend ships an acquaintance will do. But the client does not want to be sold anything and they know when you are pitching.

So if you don’t like to meet people QUIT NOW

At one seminar a long time ago the presenter made this statement which is more true

today then it was then

It takes 10 contacts to make

1 prospect and 10 prospects

to make 1 actual clientIf you are not very good at math that adds up to talking to 100 people

And a contact only counts if your conversation is about REAL ESTATE• For sale by owners

• Expired listings

• Notice of defaults

• Buyers at an open house

• Neighborhood association meetings

• Non-profit organizations

• Local business owners

You KNOW that’s great advice but what are you supposed to say you ask

FOR SALE BY OWNERSCraig’s list supplies an endless stream of leads

I make the initial contact with the following email

If you would be willing to pay a commission of 2% to 2.5% of the agreed upon sale price to get a qualified buyer one of our 28 agents may have one. Please reply with full address and best contact number. (attached is a list of owners who have been successful)

If they reply yes I will forward it to any broker willing to go see them. This system works I have made almost 20K this year alone

Expired listings are people who want or need to sell

I’ve have been sending out at about a hundred cards a week, but with little success because this market is so unpredictable. With over 20% of the inventory distressed

the standard we can do better than your last broker just doesn’t get it any more. So we have completely redesigned our approach and will assign responses to any

brokers that are willing make a follow up phone call to them.

Short sales from NOD listsA new program that is obviously timely. J.B. Beyer has joined our

team as a full time Short Sale neg-otiator. His company Coastal Mit-

iagation not only has a proven recordof success we will be working closely together developing new leads from various sources. The program will work this way. When a solid lead is

established it is turned over to a broker, who goes out to meet the

seller and sign them up. The broker then markets the property until an offer is obtained. Then it is turned

over to J.B. He will process it to closing and the commission is split

50%-50%

How do you get Buyers?

The new old fashioned way!

FLYERS & PHONE CALLS TO RENTERSOPEN HOUSES - BUYER SEMINARS OR

There is another wayGet involved local organizations that you

REALLY HAVE AN INTEREST INNeighborhood assn. --------------- Sports groupsElks ------------ Masons ----------- Rotary groups

But don’t try to FAKE it! ------ It simply won’t work

The best way is something that is becoming more popular with the chains each and every day but they aren’t doing it right because they can’t

Windermere is spending a lot on advertising

HOW MUCH THEY GIVE BACK TO CHARITY BUT GIVING IS PERSONAL AND COMPANYS ARE ANYTHING BUT

GIVING BACK!I have been a volunteer with Golden Bond golden retriever rescue. Well I

have expanded it and know that it will provide good solid leads to anyone who is willing to work it. It goes like this

You define a territory that you are willing to actually go out in and visit total strangers

who have stores or restaurants which cater to dogs. Portland is one of the MOST dog friendly towns in the country check it out

The incoming referrals will be sent to the broker who placed the coupons with the vendor where it was picked up the 20% fee is taken off the gross amount from title

that way the company and the Broker share the cost. But wouldn’t you pay 20 % for a dedicated client anyway?