Top 5 Tips from 2014

Presented by Your Trulia Training Team: Shannon, Jennifer and Courtney

Agenda

• Top 5 Strategies from 2014

1. Scripts that get results

2. The art of creating a connection

3. Single agent survival

4. Negotiation 101

5. Getting new business

• Q & A

Scripts that get results1

First Response: Text!

Seychelle Van PooleVan Poole Properties

“Make Month #12 Your #1”

• Send ASAP (after automated

welcome email)

• Acknowledge timeframe

• Encourage browsing

• Not here to be pushy

Thank you, come again

Script provided in handout

Anita Allen

“Turn Contacts into

Contracts”

Within 48 hours…

1. Did you receive the report?

2. Have questions?

Send 48 hour follow-up from

Script provided in handout

Michael Stockhaus

“Finding Sellers and

Winning Appointments”

Email 1: Acknowledge uncertainty

Email 2: Use humor

Email 3: Rate your selling timeline

Stop Ignoring Me

Script provided in handout

Email 1: Hey XXX,

Me again, (Your Name) with (Your Company) and (Your

Website), and I still haven't heard from you. I'm beginning

to feel a little ignored... but that's ok, because many people

are a little nervous in replying back to me when they're just

not sure what they want to do and how they prefer to move

forward. I can help you with that and talk with you about all

your concerns, if only you would let me!

Please call or email me when you get a chance so we can

discuss your needs.

I'm looking forward to hearing back from you!

Email 2: Dear XXX

On the XXth of June, I sent you market analysis of your

home and neighborhood and asked for an opportunity to

do a detailed evaluation to determine the optimum value

of your property. As I haven't heard from you yet, I can

only assume one of the following:

1) You're now not interested and I'm reduced to the

status of an annoying piece of spam clogging up

your email; or

2) You desperately want to contact me, but you're

trapped under a fallen filing cabinet and can't reach your

phone or PC.

Your guidance would be greatly appreciated.

Kind regards,

P.S. If it is #2, please let me know and I'll send someone

round to help you out.

Email 3: Dear XXX

I hope you have been enjoying comparing the value of

your home to others recently and currently on the market.

I pride myself in providing customized service to each

person I work with. I hope you will be willing to help me

accomplish this by sharing a little more about your needs

and timing.

It’s easy I promise!

If you were just curious, and we treat you like someone

who needs to sell immediately, you will think of us as

pests. On the other hand, if you do need to sell

immediately, and we think you were just curious, you will

find us not attentive to your needs.

Would you reply to this email and let us know, on a

scale from 1-5:

1 = You were just curious,

5 = You need to sell immediately

This way I can start to customize my communication to

the level of service you desire.

I look forward to answering all your real estate questions.

Please don't hesitate to email or call

Seychelle,

Your information was passed to me from an Agent (Ramiero) at our

office that no longer works with us. I am unsure if he reached out to you

but when you get the chance please shoot me your best contact

number. I'd like to introduce myself and get an idea of what kind of

deals you are looking for.

I look forward to hearing back from you

Seychelle Van PooleVan Poole Properties

“Make #12 Your #1”

Revive lost leads: The “Ramiero” Strategy

The art of creating a personal connection

2

93% of our communication is NON-

verbal

-Dr. Ray Birdwhistle, University of PennsylvaniaCindy Stockhaus

Jarvis Realty Group

“Winning Listing Presentations”

1. Mirror & Match

Cindy Stockhaus

“Winning Listing

Presentations”

The art of creating a personal connection

1. Mirror & Match

2. Listen

1. Hear what they are saying and respond accordingly, rather than thinking about what you’re going to say next.

Cindy Stockhaus

“Winning Listing

Presentations”

The art of creating a personal connection

1. Mirror & Match

2. Listen

3. Build Commonality

1. As you walk through the home, try to create a common bond by finding shared interests based on style, pictures, passions (Sports, travel, kids, shoes etc).

Cindy Stockhaus

“Winning Listing

Presentations”

The art of creating a personal connection

1. Mirror & Match

2. Listen

3. Build Commonality

4. Be Honest/Genuine

Cindy Stockhaus

“Winning Listing

Presentations”

The art of creating a personal connection

Single agent survival3

Invest in self learning and coaching

Nina Hollander

Nina Hollander

“Success Tips for

the Single Agent”

Follow a routine to ensure key activities get done!

www.marketleader.com

A day in the life…• 6:30 am-10:30am: Prospecting

– ActiveRain : write blog and comment on previous posts

– Market Leader: work new leads, recent activity, reminders

– Check expired listings

– Facebook ,LinkedIn and Twitter: participate in any discussions

– Prepare cards for clients with a life event (birthday, anniversary, etc)

– Prepare “unique” mailing to ML database

• 12:00-2:00pm Self education (2-3x per week):

– Million Dollar Pipeline, Power Hour, ActiveRain, IMSD

– KCM-related webinars, company lunch and learns

• 10:00-1:00 pm: Schedule closings

• 2:00-5:00 pm: Client appointments

– If no client appointments in afternoon,

• Prepare listings for market

• Refine presentation materials

A day in the life…

• Photography

• Closing coordinator

• Keeping books

• Marketing delivery

Nina Hollander

“Success Tips for

the Single Agent”

Know when to outsource

Negotiation 1014

The Flinch

Joyce

Juntunen

“Real Estate

Negotiations”

Eager Beaver

Joyce

Juntunen

“Real Estate

Negotiations”

The Split

Joyce

Juntunen

“Real Estate

Negotiations”

Generate new business5

Agent-to-Agent Referrals

Jerimiah Taylor

“Be a Powerhouse

Listing Agent”

• For Sale By Owners

For Sale By Owners

“I have a buyer that needs to buy a

house in your neighborhood”

Jerimiah Taylor

“Be a Powerhouse

Listing Agent”

Pay the Pros: Online Buyer and Seller Leads

Jerimiah Taylor

“Be a Powerhouse

Listing Agent”

Thank you to our 2014 guest speakers!

Incorporate effective scripts into your follow-up

Practice your non-verbal body language

Follow a routine, know when to outsource, seek self-learning

opportunities

Bonus: re-watch one power hour from this past year to hone your skills.

Assume the other negotiator is better… so go prepared

Choose 1 new strategy to generate new business

Want More?

• Fill out post-class survey to receive class

notes!

• Visit Learn.MarketLeader.com:

• Recordings & Handouts

• Short Tutorials

• Customer Support: 1-877-450-0088

Thank you for attending:

Top 5 Tips from 2014