Friday, December 15, 2017

By Building Emotional Musclesuper real estate agents

With Special Guest Todd Robertson

There are three ways to get business as a professional REALTOR®:

  1. Wait for the business
  2. Buy the business
  3. Put systems in place to go out and get the business

For today’s topic let’s focus on number three because this will help you have a more profitable and predictable real estate business.

We only get stronger in life when we challenge ourselves, push ourselves, and stretch ourselves.  Imagine going to the gym – that would be a good start for a lot of us–right?  But which rep gives us the best result the first one or the tenth?   Answer?  The eleventh!   So how does this relate to our real estate business and what is Emotional Muscle?

Emotional muscle means keeping your word with yourself.  It means making those two extra calls when nobody is watching.  It means stopping by that FSBO’s house today on the way home.   If you really want more listings now.  If you are ready to separate yourself from the competition.   If you are ready to build emotional muscle in your business consider doing one or all of the following during the next five days because it’s time to Defy the Odds.  Set New Standards and Step Up.

Here are five ways you can do just that:

*           Go knock on 50 doors in the geographical area you wish to own.  Let them know that you are on a “30-Day Campaign” to help sellers get the most money in the shortest period of time.  Real estate door hangers are a great compliment to your canvassing.

*           This week visit every Expired, Withdrawn Listing and FSBO in your immediate area.  Tell them, “If you are still serious about selling your home, nobody will do more in the next 30 days to get your home sold.” Then ask for the listing.

*           Sign up for a long-term marketing campaign such as the Market Dominator, a powerful farming tool that gets you noticed, branded, and helps you to win a 20% market share in an area over two years.  And, when secured by a marketing partner, as other top agents around the country are doing – you’ll  literally pay little to no money for the program. Watch our recent webinar on demand here.

*           Phone all of your past client/ center of influence clients.  Let them know you are on a 30- day campaign to help people sell their home while getting the most money in the shortest period of time and ask if they know anyone who’s thought about selling their home now or in the near future.

*           Stand on the street corner for a full day, twirling a sign that reads “Need to sell your house?  I’m in real estate.  I can help!”

All right, obviously that last one was meant to be fun – (another critical component to success).  But the truth is, if we don’t stretch ourselves, get out of our comfort zones and do some things differently we become one of the masses vs. the few who stand out in our industry.   The tide has turned.  Listings are now, have always been, and will always be the name of the game.  The old 80/20 in the area of sales and marketing is now 93/7 in the real estate arena.  Meaning there has never been an easier time in the history of real estate to separate yourself from the competition than right now.  You have to be ready.  You have to be hungry and your have to be open to building Emotional Muscle.

If you want to learn more about building emotional muscle or dominating in your market, call me today at 855-383-6646.  And if you need help growing your brand in your market area, generating more listings with powerful, results-producing tools, and straight-forward insights?  Call the marketing team at ProspectsPLUS.com at 866.405.3638. They’ve got you covered.

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By Julie Escobarexpired

Ask some of the top agents in our industry where the low hanging fruit is and many will tell you quickly and emphatically:  Expireds. Why?  In most cases, they’re still motivated, have a sense of urgency and need answers.  What a great combination for the right agent to take a listing, make a sale and better still – create a customer for life.

A few years back we sat in on a talk by real estate coach Walter Sanford who shared his powerful strategy for kick starting the New Year right by scooping up all the expired listings before most of the agents in your market have even shaken off the New Year’s eve confetti or champagne hangovers!

Here’s Walter’s strategy:

During the first three-five days of January, put together a team to contact EVERY expired in your extended area.  Approach them with patience, warmth and most importantly – a real plan to get their home SOLD.  His strategy works because it’s timely, most of the competition won’t have time to implement and still others are still working on their goal setting, business plan creating, or resolution making to hit the ground running January 1st.

Are you willing to give it a try?  Remember good people skills, warmth and the ability to bring real solutions to the table will make you the front-runner for those homeowners who are still eager to get their property sold.   That Walter – he know his stuff!

Now, there’s no doubt you’ll run into all kinds of folks.  Some will jump on the opportunity to get their home sold, others will want to wait and still others will take some salesmanship to prove that you’re the agent for the job.  How you react to all three will determine your success or failure in not just getting the listing-but getting it sold.

For those eager to get started – don’t “blue-sky” them.  Tell them the honest truth.  Get the listing priced right and make sure they know you’re ready, willing and able to meet their needs but that they play a role in the successful sale of their home as well.  Our Merchandising Review™ and the Price Pyramid are great tools for helping you do this.

For those who want to wait, you may want to share some of our valuable free reports with them, and invite them to listen in on a weekly conference call that you could host specifically for sellers who’s listings have expired, or put them on a drip postcard campaign designed to keep you top of mind and prove that you’ve got the “chops” to stay in the game and give them the service they need.

So, you’ve only got a few days left – consider this great idea for landing the expired listings in your market in the next week!  And if you like the plan – make it a monthly habit (or even weekly as some of our top clients do) of contacting these potential customers.  Expireds are a terrific niche for those with a little savvy, patience and ability to prove themselves the professional every time.

Wishing you luck and prosperity in the new year!  Call us if we can do anything for you at 866.405.3638 today! 

It Pays to Be Preparedexpireds

By Julie Escobar

Expireds have long had a relatively rotten reputation.  Dubbed ‘difficult’, ‘tough nuts’, or ‘stubborn’ by many agents – but for others – they are considered great ‘low hanging fruit’ and for expired aficionados —  they are the #1 source for increased productivity, respectable listing inventory and even long-term referral clients.  In fact, as many agents will tell you – directly after the holiday season will be the BEST time to swoop in and dominate the expireds in your market.

Here’s what you need to know first:

I believe most experts (and expired specialists) would tell you that success lies in three things:  ATTITUDE, APPROACH and SALESMANSHIP. 

ATTITUDE first, because often expireds are a little discouraged, beat up and even a little put off because they’ve been disappointed in the past.  But a strong agent with a great disposition and a handle on how to get the job done can almost always turn that around.

APPROACH without being pushy, overbearing or blameful.  We’ve always found direct response postcards a great way to capture the attention of a prospect by using questions and statements that are ALREADY in the mind of your target consumer and that lead them to look to YOU for the solutions.  And it’s an APPROACH that has worked tremendously for thousands of agents because it 1) warms the call, 2) presents you as the expired specialist and 3) offers an item of value that is intriguing and helpful to your potential customer.  (Now there’s a win-win-win!)

SALESMANSHIP is often a combo platter of things-right?  It includes the right attitude and approach of course, but also combines savvy dialogue skills, the ability to empathize with your customers and steer them in the right direction.  I’ve always found that it is also the ability to use VISUALS to help tie down your points, make your message crystal clear and lend authority to what you’re saying.  And when you are dealing with more than one seller—more often than not, one is a VISUAL person and one is more focused on the words and the details – so if you have BOTH going for you, you stand a better chance of closing for the signature!

A success strategy that many agents are using today is fairly simple and extremely effective:  

  1. Every morning (or at least once a week) pull the list of expireds from your MLS.  Put these names, addresses and contact information into your prospect database. (HINT:  Pay special attention to the first week of the new year – that’s a goldmine of expireds, so don’t wait to be prepared!)
  2. Set up a series of 3, 6 or 9 direct response offer postcards to go out to those expireds over the course of the next two weeks.  (Sending the postcards 2-3 days apart.)
  3. Follow up with a phone call, introduce yourself as an expert in expired listings and offer an item of value in return for a chance to come out and see the property and make some recommendations for getting the job done.  (If at first you don’t succeed – keep trying!)  Close for the appointment.
  4. Bring their collateral pieces with them to the listing appointment, and begin to build that relationship with them with the right ATTITUDE, APPROACH and SALESMANSHIP.

Sometimes (all right – a LOT of the times) pricing is a factor for expireds- so be sure you have some great objection handlers in your arsenal to ensure that you are pricing that listing RIGHT so you can help your clients reach a better conclusion than their LAST listing experience.

We went ahead and did all the leg work for you – We’ve put together three different expired listing packages for agents to make your job of getting in the door and walking away with the listing a whole lot easier.  Choose from our Silver, Gold or Platinum Packages which include direct response postcards, powerful brochures and the free reports that are just what the sellers are looking for!

Both the Silver and Platinum Kit have our Merchandising Review included.  Here is a little pricing dialogue you can use with that piece to get Expireds to come to the table with the right price. 

As soon as a property comes up on the MLS expired list, you should contact them by telephone and attempt to use the Merchandising Review as a reason for them to set an appointment to talk with you.  Here’s the dialogue we suggest for a phone call:

Hello, Mr./Mrs./Ms/Miss ____________, my name is _______, and I’m with ______.  The reason I’m calling is to see whether or not you still want to sell your home.  Do you?

O.K., well, I know you must be disappointed that it didn’t sell the first time, and I think I have something that will ensure that situation won’t ever happen to you again.  It’s called a Merchandising Review form…have you heard of it before?

Basically this is a special tool I use to make a comprehensive analysis of why your home didn’t sell, and what needs to be done differently to guarantee that it will sell if you do decide to put it back on the market.

What I’d like to do is set a time when we could sit down together and go over the Merchandising Review.  It takes about 20-25 minutes, and there’s absolutely no cost for this service.

Would Wednesday at 6:15 be good, or Thursday around 8:30 be better for you?

Now walk them through each item and negotiate the issues that were keeping the property from selling.  Correct these issues, and then show them your marketing plan.

Here’s just some of the pieces that are included:

expired listing package

 

 

 

 

 

 

Get yours today here or learn more by calling us at 866.405.3638.

Using Done for You Direct Response Marketing Kits

by Julie Escobar

We’ve been talking a lot about tapping into Expireds in your market this week so I had our go-to video creator Jim Studebaker put together and easy-breezy, brief video on how to use our all-new, done-for-you marketing kits for FSBOs and Expireds.  It takes the guesswork out of getting noticed — and getting in the door with these two market segments!  Good luck and let me know what you think!

[youtube http://www.youtube.com/watch?v=dAJuqDGKPwo]

Got questions?  Call our office at 866.405.3638 and our team will be glad to help you!

See all of our kits and new products today at www.postcardsplus.com!  

(And Why It Doesn’t Have to Be As Hard as Some Folks Make It)

By Julie Escobar

Expireds have long had a relatively rotten reputation.  Dubbed ‘difficult’, ‘tough expiredlistingnuts’, or ‘stubborn’ by many agents – but for others – they are considered great ‘low hanging fruit’ and for expired aficionados —  they are the #1 source for increased productivity, respectable listing inventory and even long-term referral clients.  So what’s the difference?

I believe most experts (and expired specialists) would tell you that success lies in three things:  ATTITUDE, APPROACH and SALESMANSHIP. 

ATTITUDE first, because often expireds are a little discouraged, beat up and even a little put off because they’ve been disappointed in the past.  But a strong agent with a great disposition and a handle on how to get the job done can almost always turn that around.

APPROACH without being pushy, overbearing or blameful.  We’ve always found direct response postcards a great way to capture the attention of a prospect by using questions and statements that are ALREADY in the mind of your target consumer and that lead them to look to YOU for the solutions.  And it’s an APPROACH that has worked tremendously for thousands of agents because it 1) warms the call, 2) presents you as the expired specialist and 3) offers an item of value that is intriguing and helpful to your potential customer.  (Now there’s a win-win-win!)

SALESMANSHIP is often a combo platter of things-right?  It includes the right attitude and approach of course, but also combines savvy dialogue skills, the ability to empathize with your customers and steer them in the right direction.  I’ve always found that it is also the ability to use VISUALS to help tie down your points, make your message crystal clear and lend authority to what you’re saying.  And when you are dealing with more than one seller—more often than not, one is a VISUAL person and one is more focused on the words and the details – so if you have BOTH going for you, you stand a better chance of closing for the signature!

A success strategy that many agents are using today is fairly simple and extremely effective:  

  1. Every morning (or at least once a week) they pull the list of expireds from their MLS.  They put these names, addresses and contact information into their prospect database.  (You probably know by now how we feel about BUIILDING YOUR DATABASES!)
  2. They set up a series of 3, 6 or 9 direct response offer postcards to go out to those expireds over the course of the next two weeks.  (Sending the postcards 2-3 days apart.)
  3. They follow up with a phone call, introducing themselves as an expert in expired listings and offer the item of value in return for a chance to come out and see the property and make some recommendations for getting the job done.  (If at first you don’t succeed – keep trying!)  Close for the appointment.
  4. They bring their collateral pieces with them to the listing appointment, and begin to build that relationship with them with the right ATTITUDE, APPROACH and SALESMANSHIP.

Sometimes (all right – a LOT of the times) pricing is a factor for expireds- so be sure you have some great objection handlers in your arsenal to ensure that you are pricing that listing RIGHT so you can help your clients reach a better conclusion than their LAST listing experience.  You’ll find some terrific pricing strategies here.

We went ahead and did all the leg work for you – We’ve put together three different expired listing packages for agents to make your job of getting in the door and walking away with the listing a whole lot easier.  Choose from our Silver, Gold or Platinum Packages which include direct response postcards, powerful brochures and the free reports that are just what the sellers are looking for!

Here’s just some of the pieces that are included:

Some of the Gold package

 

 

 

 

 

 

 

Click on the image above to see the these pieces and more in detail or here to get yours today or learn more by calling us at 866.405.3638 or visiting our all new site at www.postcardsplus.com