Sunday, August 20, 2017

Listings (Priced Right) Are the Name of the Game6 pitfalls of overpricing

by Julie Escobar

Building a strong and SALABLE listing inventory is at the heart of every top agent’s success checklist, but we all know that getting them priced RIGHT isn’t always a cake-walk.  There are sometimes over-bearing, unrealistic sellers standing in their own way of getting their homes sold in today’s market and for those folks you’ve got a couple of choices:  Use powerful tools (and mad negotiating skills) to show them the true perils of overpricing and get them to agree on a fair market price,  take the listing and let it sit (damaging your reputation and making it more unsalable by the day), or walk away and focus on working with folks who will allow you to do the most professional job you can do for them as an agent INCLUDING taking your advice on a list price.

One of the things I learned long ago from industry icons like Floyd Wickman, Danielle Kennedy, and Judy LaDeur is that the right words, accompanied by a great VISUAL will ALWAYS get you further than the right words alone.  That’s one of the reasons we are always creating powerful collateral pieces and free reports for our customers so that when faced with unreasonable sellers, grouchy expireds, or prickly FSBOs- you’ve got terrific visuals and objection handlers that lend credibility and authority to your presentations and even your pre-listing presentations!

Take our free report Six Pitfalls to Overpricing Your Home – this is a powerful piece to add to your listing presentation and as an opt-in piece on your website. I’d even use one of the six tips per day on your facebook page as a content-rich and informative post- at the end of a week offer to send your followers a copy of all six via email.  It’s a dynamite way to build your social media following and your email database!

Many of our customers also use it in conjunction with our Fence Sitter Series of postcards and in our Expired and FSBO campaigns as a item of value that consumers can  get just for calling.  Or the Merchandising Review is another piece that’s perfect for putting the responsibility of ensuring that a listing is salable back on the sellers.  You can get both of these and many more visuals and free reports by clicking here to see our free resources.

And if you really want to master your mad pricing skills, be sure to check out my eBook 21 Ways to Get Your Listings Priced Right (Despite the Sellers Best Objections!) It’s filled with terrific dialogues from top trainers, objection handlers and techniques for getting even the most stubborn sellers to see reason!

Good luck out there!  And remember if you need us -just call us at 866.405.3638 and be sure to bookmark our SPECIALS page to see the latest in new marketing tools and terrific savings promo codes!

 

A Smart Seller Strategy for Your Next Listing Appointment

By Julie Escobar

I’ve always been a big fan of visuals when giving presentations and when your goal is to effectively communicate with your client or customers.  They lend an extra layer of authority to the conversation, appeal to the both the “listener” in the room and the “visual” person in the room (and if there’s a husband and wife or more than one person who is a decision maker – there’s usually one of each!), and it help you and your ‘audience’ to stay ON TRACK.

Working with Expireds is a dynamite strategy in today’s market.  Granted, some are disillusioned, some worried and some flat out angry that they didn’t get the results they wanted.  But most of the time – they’re still motivated to sell.  One of the first things you have to do is to help them figure out the “WHY” for their dilemma.  Was it price?  (Many times!)  Was it condition?  (You can sell anything for the right PRICE.)  Was it the terms?

Whatever it was – the key to keeping that from happening again is to make sure your sellers are just as vested as you are in creating a successful end result – the sale of their home, preferably sooner rather than later.

Enter the Merchandising Review.  This handy dandy little form is great for walking sellers through the potential pitfalls that can happen  if you don’t follow a success track when listing a property.  It helps put some of the “monkey” if you will on their backs – not just that of the sales agent.  And truly – it should be – right?

The Merchandising Review is a great way to sit across from the seller and say, “Listen, selling a home in today’s market is challenging at times, there’s no doubt.  But I like a good challenge and when you have the right tools, the right price, the right plan and the right agent – we can get you to your goal of getting this home sold.  Let’s do this – let’s walk through what I call a Merchandising Review and take a look at some of the top reasons that a home will sell (or won’t) in our market – OK?  That way we can make whatever adjustments we need to get you and your family to the next chapter of your life.  Sound good?  Here, I brought two copies – let’s go through it…”

It’s easy to use and easy (and free) to get!  Click here to go to our Resource Page – scroll about half way down the page until you see “Merchandising Review” – then just click download!  Easy, breezy!  Then if you really start wanting to drive up your production and attract Expireds in your market – use our ‘7-Series for Expireds’ – the messages are perfect for entering the conversation that’s already going on in the minds of these disappointed sellers.

At least twice a week, pull the Expireds in your market and send them a series of 3-5 postcards, mailing one every 5-7 days. Use the alternative back on the postcard to write a little more – and share that you have a very special tool that can help them first, determine what went wrong in the sale of their home and two, ensure that it doesn’t happen again and invite them to call your for a copy of their own.

It’s a great way in the door for these potential sellers.  Go for it!

Need help choosing the cards that are right for you?  Simply call our marketing specialists at 866-405-3638 today.  They’re smart, knowledgeable, friendly and just the folks you need on your side to ensure that your marketing is TIMELY and DONE!  Be sure to use promo code MARCH10 this month to save 10% on your order!  Good luck and go get those Expireds!

Shake Up Your Thinking & Your Business

By Julie Escobar

As a sales professional or any business minded entrepreneur really – one of the best pieces of advice I’ve ever heard was by Motivational Speaker Connie Podesta when she said, “NEVER be satisfied with the status quo.”  It really is like throwing a monkey wrench into your creativity, forward motion and success.  As one of the leading experts in CHANGE – Connie hits the nail on the head with that one.  Heck, I even share that little tidbit with my children.

Status quo is limited thinking.  It’s cementing your career and mindset in the past – and that my friends will never get you what you want in the future.  Look at it this way – our world is changing at lightning speed – and to get the most from our lives and careers – we’ve got to be willing to keep pace.  So let’s do this.  Let’s get UNSTUCK.  If you are finding yourself STUCK in old habits, old mindsets, old dialogues, old marketing plans, even the same old crowd that is bent on bringing everyone down – CHANGE things UP!

Pick a new niche – choose a new neighborhood to specialize in, contact the business owners in your market and create some alliances.  Be CONSISTENT.  Be CREATIVE.  Be COURAGEOUS.  Ultimately we are all in a service industry – and our business is connecting and communicating with the PEOPLE in our market areas.  Getting them know us, like us; trust us – with integrity and character.

I love real estate industry icon Danielle Kennedy’s approach to creating new business.  She said, “I believe you should contact your past customers at least once a month in some way. Send out an email, postcards, knock on the door, notes, letters, all of it. And work your way through the alphabet at least every three months. Don’t worry about checking in, you’re not bugging them. Send them a picture of you winning an award, with a note telling them how much you appreciate that they are a part of what you do and that they’re wonderful. Put a system in place to contact them consistently. Plant those seeds for referrals. After all, as Woody Allen says, “80% of success is showing up!  Farm every week, work FSBOs every day and Expireds every week and create a niche that you LOVE.  That way you’re never in fear of burning out – and perspective comes easily.”

So if you’re ready to make a change, grow your business and tell the status quo to move over – we’re right here to help you!  From creating the right marketing pieces for the right niches to consistently connecting and communicating with your sphere and farm – we’ve got you covered.  Call our team at 866.405.3638 today.  We’ll help you get a plan in place to rock the rest of this  year and kick start 2013 with a passion!  Ready? 

Making it EASY for Expireds to CHOOSE YOU! 

by Julie Escobar

Expireds continue to be a mainstay demographic for many agents eager to increase their listing inventory, build a solid book of business and earn a reputation for getting the job “done” in their markets.

As we continue to migrate the components of our ProspectsPLUS! software online – now’s the perfect time to take advantage of the lower price – AND capture all the powerful content that you’ll find inside!  At just $195 for the DVD packed with more than 800 marketing pieces – you can’t go wrong!

One of my favorite systems in the software is the Expired Conference Call.  It’s a terrific way to establish yourself as the authority in your market area, give sellers who’s listings have expired a GREAT – and non-threatening way to reach out to you – and make follow up simple and EFFECTIVE.  Here’s a terrific video on how to use our Expired Conference Call System and many of the expired marketing tools that support it!  Check it out Today!

[youtube=http://www.youtube.com/watch?v=o3OHla3gXmA]

Want to get your OWN copy of this powerful software tool? Click here!   Got questions?  Call us today at 866.405.3638!  We’re happy to help!

Tools You Can Use…

By Julie Escobar

The famous bank robber Willie Sutton once said, “I found that the right visual aide (his pistol) and a few well chosen words are more persuasive than just the words alone.”  Felonies aside – he was on to something!

As sales professionals, having the right visuals to back up your words and presentation can often mean the difference between taking the listing or leaving empty handed.   I’ve always been a big fan of visuals when giving presentations and when your goal is to effectively communicate with your client or customers.  They lend an extra layer of authority to the conversation, appeal to the both the “listener” in the room and the “visual” person in the room (and if there’s a husband and wife or more than one person who is a decision maker – there’s usually one of each!), and it help you and your ‘audience’ to stay ON TRACK.

Targeting Expireds is a dynamite strategy in today’s market.  Granted, some are disillusioned, some worried and many frustrated…but most of the time – they’re still motivated to sell.  One of the first things you have to do is to help them figure out the “WHY” for their dilemma.  Was it price?  (Many times!)  Was it condition?  (You can sell anything for the right PRICE.)  Was it the terms?

Whatever it was – the key to keeping that from happening again is to make sure your sellers are just as vested as you are in creating a successful end result – the sale of their home, preferably sooner rather than later.

Enter the Merchandising Review.  This handy dandy little form is great for walking sellers through the potential pitfalls that can happen  if you don’t follow a success track when listing a property.  It helps put some of the “monkey” if you will on their backs – not just that of the sales agent.  And truly – it should be – right?

The Merchandising Review is a great way to sit across from the seller and say, “Listen, selling a home in today’s market is challenging at times, there’s no doubt.  But I like a good challenge and when you have the right tools, the right price, the right plan and the right agent – we can get you to your goal of getting this home sold.  Let’s do this – let’s walk through what I call a Merchandising Review and take a look at some of the top reasons that a home will sell (or won’t) in our market – OK?  That way we can make whatever adjustments we need to get you and your family to the next chapter of your life.  Sound good?  Here, I brought two copies – let’s go through it…”

It’s easy to use and easy (and free) to get!  Click here to go to our Resource Page – scroll about half way down the page until you see “Merchandising Review” – then just click download!  Easy, breezy!  While you’re there – also download our Five Factors That Cause Properties Not to Sell and Six Pitfalls to Overpricing Your Home.  Both are perfect for this demographic!

Then if you really start wanting to drive up your production and attract Expireds in your market – use our ‘7-Series for Expireds’ – the messages are perfect for entering the conversation that’s already going on in the minds of these disappointed sellers.

At least twice a week, pull the Expireds in your market and send them a series of 3-5 postcards, mailing one every 5-7 days. Use the alternative back on the postcard to write a little more – and share that you have a very special tool that can help them first, determine what went wrong in the sale of their home and two, ensure that it doesn’t happen again and invite them to call your for a copy of their own.

You can offer a different report on each postcard!

It’s a great way in the door for these potential sellers.  Go for it!

Need help choosing the cards that are right for you?  Simply call our marketing specialists at 866-405-3638 today.  They’re smart, knowledgeable, friendly and just the folks you need on your side to ensure that your marketing is TIMELY and DONE!  Be sure to use promo code REFERRALS this month to save 15% on your order!  Good luck and go get those Expireds!