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Sticky Business- make what you do STICK. Referrals, Farming, Listings
Goals?
Successful Real Estate Business
Scheduled Free Time
Financial Plan for future
Respect from peers
Special Vacation somewhere (Paul Gauguin Ship -Tahiti!)
Sports car
Send your kid to Vanderbilt
If I continue to do what I always have done then I
will get more of what I have always got….
Maybe NOT
Agents who did not strive to stay relevant,
continually evaluate their goals and systems found
they did not get what they always got …
they got less
Take a minute now and write this down…

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La Jolla Agent Listing Presentation
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This document provides an overview of the services that ProFund Real Estate will provide to sell a prospective client's home. It includes sections on Ryan and Tracie, the brokers; the client and their goals; the mission statement; determining the home's value; marketing strategies; technology tools; calendars for the listing and escrow processes; and appendices on promotional materials, online/social media presence, direct marketing, home consultation tips, and staging recommendations. The overall summary is that ProFund will utilize their expertise and various marketing strategies and technology to maximize the value of the client's home and ensure a smooth and successful sale meeting the client's goals and expectations.

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Steve de's mm ppt for best practices in the us
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This document provides best practices and strategies for real estate agents to grow their business. It discusses the importance of follow up and persistence in contacting prospects, with statistics showing that the chance of doing business increases with each additional contact. Other tips include deepening relationships with referral partners like attorneys and lenders, using direct mail campaigns, call capture technology to generate leads from signs and marketing, reviewing financial statements monthly, and getting a mentor to help accelerate growth. The overall message is on purposeful prospecting, measuring results, and treating real estate business like a business to maximize returns.

Look past the person & see the need.
*Customers * Vendors * Realtors
Attitude is the Difference You see your life and others
through your glasses.
The way you see
people is the way
you treat them
Zig Ziglar
Decide what you want Create a vision centered on the customer
Assemble your team Deliver the Vision Plus 1%
If you were the Buyer or Seller buyer what would your
customer centered experience look like?
1 Home Buyer Checklist
2 Home Tours
3 Tax Benefits
4 Ways to Save on Home Insurance
5 Questions to Ask a Home Inspector
6 What to expect on a walk through
7 Closing Folder… Checklist for home, mailing labels, warranty…..
8 Welcome Home Sign
Iwant to build a business with its foundation based
on referrals from satisfied customers, friends as well
as local business professionals that see me as the go
to person for real estate.
By providing while
incorporating referrals seeds along the way I can
create this model. Always remembering that the
customers , they remain parked
out front as long as .

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My name is Jo Soss and I sell real estate. I understand that choosing the right real estate agent can be difficult. That is because lots and lots of people sell real estate but not everyone is good at it. I began my real estate career in 1994 and soon found out that I loved selling real estate and that I am really good at it!

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Put Down the Phone
Don’t send that email
Take out the You’s and I’s
What details are necessary in the
retelling?
Check your motives
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I recently decide to re-evaluate my Business partners and my
future refer-ablilty. I realize you work with many real estate
professional and I am not asking you to refer me but to
reinforce my relationship and my professionalism with my
own customers.
If I am top of mind with my customers they will be more likely
to refer me to their friends, neighbors and family, which I turn
I refer to you. Let me give you an example.
Plant enough seed and something is
bound to Grow!
What does this mean?
• You have 3 groups
• Your SOI
• You’re A-List
• Your Social Community
How many can you date at once?
Active? Closed?
• Depends How intimately you are dating
• Value Rich Email campaign 100’s -10,000’s
• “Personal” contact annually –less than 50
• Social Contact 0-500 effectively
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Our Steps to Success Buyer Presentation is about educating your buyer clients right from the beginning. As a Realtor®, you are a trained, knowledgeable, experienced professional. You know the market nationally, regionally and locally. With a strong buyer presentation such as ours, you will get the commitment of buyer prospects to work with you. We all know that working with buyers can be like herding cats. Our Buyer Presentation is a tool designed to help designate you as the real estate professional and establish control of your client.

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30 DAY or 45 D A Y Follow –up (Pick 1)
Day of Closing - put in Your calendar to Call them on their
12 month anniversary!
1st Day “I won’t keep you, I just wanted to thank you again for choosing me
as your agent”
3rd Day “How did the move go?”
7th Day “Are you starting to get out of boxes?”
“Is there anything you found wrong?”
14th Day “Have you met the neighbors?” “How are the kids/dogs
doing?”
30th Day “Congratulations! You are on your 30th day in your new home!”
45th Day “Is there anything that I can do?”
Raving Fan Plan During & After the sale
 Annual Calendar
 Social Networking
When Someone Says
Real Estate
your customer thinks……
What
elephant,
has
George
been
drinking?
Lowes Newsletter = Coupons
Listingbook Invite
Invite to Realtor.com APP
Birthdays
Anniversary of Home Closing
Set reminders and Keep Notes
Upload to Facebook & Other
Social Media
Bombbomb
Happygrasshopper
Send Out Cards
Announce my news -FREE account for
Metro Brokers “ONLY”

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Business Connections
Prospects
Past Customers
SOI
Write Write Write
Michael Maher
Read the Book!
1. Use unbranded cards with something represents you, It’s a
“personal note”
2. Use Blue Ink. It’s original
3. Words-Use you, avoid I, me, my.
4. Be specific in your praise. acknowledge a characteristic, or a
unique quality you appreciate in the person you are writing to.
5. Leverage the Power of Positive. Express respect for those who
posses a quality (happiness, wealth, balance) you aspire to
improve on
6. Power of the p.s. This is your call to action. Such as emailing
or calling you.
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Re-Cap
What do You want- Goals?
What does your Customer Centered Experience look Like?
Assemble Your Team
Deliver the Vision Plus 1%. DON’T just Change Improve!
New Glasses- Get a New attitude!
Get Your Database Organized
Power of the 30 day or 45 day Follow up Plan
Give Your Customer Something to Talk About- Stay in Front of Them
• Customer Follow up Marketing Plan
• Calendar Based Marketing
• Social Networking
Power Notes
A-List Activity Calendar
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Facebook
Twitter
Youtube
Instagram
Yelp
Google+
Pinterest
Too
many my
head
hurts!
Chill Girl
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this, Pick 1
It’s all good!
Find your
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you’ll find
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Name
Contact information
Bio
Website
Email
Claim url’s
Who is the Social Consumer?
• Who do you hang out with
• How do you keep track of the important convo’s
• Where are your Friends, Customers & Peers?
• Viral? Is that Good or Bad?
Friend Lists
Facebook’s Lists
Your List’s
Put Your Friends on a
list when you send
or accept a friend
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This will change your
FB Posting Life 
• Choose who you want to see your Posts
• Post to a Specific List/Friends Wall
• Send in a Private Message/Chat
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Customize Your
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• Talk to not at
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• Create Conversations
• Be a part of a Conversion
• Like, Like , Like
• Take notes for future reference
• Respond to Good News –
on the phone, by card
If it’s personal send a private message
Connect your PM to your email [active rain example]
Selectively posting relevant content can prevent you from over posting
This is a public place do not do things here you would not do in public
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Zillow
Trulia
Survey Monkey
Time…… Your most valuable asset
Spend it
Invest it
Waste it

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Stand out amongst your competition!
 Comprehensive Plan
 Rapport Building Skills
 Set Expectations up front
 Identify Financial as well as Emotional Needs
 Establish roles and Eliminate Surprises
 Understand Common Objections = Concerns
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• Capture & Convert with Success
• Have a strong commitment to the appointments and more face time than
the competition
• Set Winning Expectations
• Incorporating soft closes- Build Commitment into your process while
addressing objections before they happen
• Strong Market Positioning = Sold Listings
• Commitment to condition
• Commitment to Availability
Plan for communication
Plan for a price improvements
Plan for maximizing your LISTING.
Stage your MLS Listing/Bait the Buyer
Capture more sellers
Plan for facilitating the transaction to closing
Plan for following up with your seller
Plan to date your seller
When the call 1st comes in……Be prepared with your Questions!
• May I ask how you got my name? The reason I ask is that most of my business
is from personal referrals and I always want to know who to thank for my
business
• Please tell me about your home
• What made you decided to move at this time?
• By what date would you like to be settled in your new home?
• Will you be interviewing other agents?
• When will you and any other decision makers be home for me to see your
home and answer any questions you may have about the marketing process?
• What are your plans when your home sells?
Schedule your 1st and 2nd appointments
Explain your process
Expectations have started

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1. Set the Agenda for your first meeting
2. Tour The Home
3. Review Seller Needs and Concerns
4. Discuss Current Market Conditions
Answer questions you may have about hiring me
• Before the Appointment
• Email to confirm 1st appointment and sellers goals
• Prepare pre-listing presentation and arrange deliver
Dear ___________,
I look forward to meeting with you this ____________to learn
more about your goals. It is my job to not only educate you about
the market and help you to establish a competitive market position
that will get you the best possible price. My customers also count
on me for my honesty throughout the process, from staging,
marketing, and my experience when it comes to negotiations and
getting to the closing table. It’s not over until it’s over.
Please know that my mission is to get you where you want to go,
on time!
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This is your time to SHINE!!!
Know the inventory in the neighborhood of the HOME before you go
THIS IS YOUR OPPORTUNITY TO LEARN ABOUT THEM
Our natural urge is to talk about oursleves
Learn what they really liked about the house when they bought it
Learn what improvements they have made
Learn about past experiences they have had in selling homes
Learn what they are looking for in an agent
Take very specific notes on the home

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• Feature Sheet
• Take organized notes on the property
• Opportunity to discuss showing instructions
• Inquire about Re-issue credit
• Inquire about HOA
• Confirm School information
RESELL THEM THEIR OWN HOUSE
(Why ________________________is Different and Why
it’s important to get all this detailed information)
Be the Expert @ Soft Closes
The “Average” Agent can deliver………
1. Sign
2. MLS
3. Internet
4. Flyer
5. Open House
What is a Seller ~ Customer looking for?
1. Sell the House at the Best Price
2. Love the House
3. Experience & Knowledge
4. Enthusiasm and Energy!
So why are you Different? Whole Package
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You may choose to h_____ me to market your home
You could choose n_____ to hire me to market your home
We could mutually agree that your home does not q__________ for
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Why are You Different?

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Your Brand Value Nationally and Locally
A Proven Marketing Strategy
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PRICE?
The Elephant in the
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An important part of my value proposition is
my price counseling.
The sellers I work with are able to attain top
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my price counseling for my customers.
Ultimately “Mr Seller” you will determine how
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important to be confident in the agent and
company you choose.
I feel very comfortable with you. Do you feel
comfortable working with me and in choosing
me to be your agent?
Great then let’s get started!
It’s all in how you package it.
Use words like: Comfortable stylish luxurious warm romantic
magnificent elegant exciting fresh distinct graceful original
tremendous soothing stunning practical superior classic
sparkling secluded textured elaborate paradise towering
tranquil peaceful transformed personality.
1. To Sell the Listing
2. To prospect for Buyers
3. To get more listings
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FARMING
The of a being
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Through a Fire Hose!
 Name Recognition
 Listings, Listings, Listings,
 Buyers, Buyers, Buyers
 Referrals, Referrals, Referrals
 Move ups
 Down Sizing
 Sell homes off Market
 Creates a Stable Base for your Business
 Over time they become your sphere
 Create your own Mini Celebrity
There’s _____
agent They Sell
Everything!
• Short Term Plan
• When You’re Not Too Busy
• Committing to More Than You Can Follow
Through With
• In an Area Where Another Realtor Has
More Than 30% of the market share.
• An Investment of Time and or Money
• In an area where property is actively moving!
• Do your Homework
• Sales
• Absentee Owners
• Agent Dominance
Community website/FB/Blog
• Keep it light
• Area events, Community Calendar
• Community information C&R
• Connect to your blog
• Connect to your real estate website
• Resident spotlight
FlemingIslandPlantation.com
NEXTDOOR.COM
Visit us
Online!

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Listing Turkey - Vadistanbul-Katalog.pdf
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Vadistanbul Park: A Hub of Elegance and Convenience Vadistanbul Park is more than just a residential complex; it’s a vibrant community featuring 804 stylish homes, 120,000 m² of premium office space, 20,000 m² of luxurious residence units, and 22,000 m² of retail stores. The ample green spaces provide a tranquil escape, creating a perfect balance between urban living and natural beauty. Vadistanbul Terrace: Your Gateway to Comfort and Luxury The first stage of the Vadistanbul Project, Vadistanbul Terrace, spans a generous 250,000 m² area and was completed in just 17 months. This stage alone offers 1,111 exquisite housing units set on 51,000 m², providing residents with everything they need for a comfortable and fulfilling life. Whether you’re looking to relax or stay active, Vadistanbul Terrace has it all: Outdoor and Indoor Swimming Pools Tennis Courts Walking Tracks Saunas Basketball Courts Children’s Playgrounds Prime Location and Unmatched Accessibility Strategically located at the heart of Istanbul’s main connection points, Vadistanbul Terrace ensures fast and easy access to all parts of the city. The exclusive Havaray connection, unique to the Vadistanbul project, enhances connectivity and convenience for its residents. Diverse Living Options and Ample Parking Vadistanbul Terrace boasts 8 modern blocks offering a variety of apartment options, including 1+1, 2+1, 3+1, 4+1, and 5+1 duplex flats. Each unit is designed with contemporary aesthetics and functional layouts to cater to diverse lifestyle needs. Additionally, the complex provides a substantial parking capacity for 1,800 vehicles, ensuring hassle-free parking for all residents. Embrace the Vadistanbul Experience Experience a new standard of living at Vadistanbul, where urban sophistication meets natural tranquility. Whether you’re seeking a dynamic city life or a peaceful retreat, Vadistanbul offers the best of both worlds. Join the Vadistanbul community and discover a new way of living in the heart of Istanbul. For more information, visit ListingTurkey.com and find your perfect home at Vadistanbul today!

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The document "Pre-Auction Tax Sale Investing Tips" provides strategic advice for investors looking to engage in tax sale investments before properties reach auction. It emphasizes targeting tax-delinquent, vacant properties with deceased owners to reduce competition and costs. Key strategies include communicating directly with homeowners or their heirs through skip tracing, social media, and other research tools. Legal considerations involve clearing titles by negotiating with heirs and addressing any liens or judgments. The document stresses the importance of thorough due diligence to verify property condition and ownership status. Investment strategies focus on resolving ownership issues and maximizing returns through property remodeling and community-enhancing investments. By transforming neglected properties into habitable homes, investors can enhance community well-being and increase local property values. For further information, readers are encouraged to visit the Tax Sale Resources blog, YouTube videos, and contact the company directly.

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The Wanda Vista Istanbul projects which bring together Philippe Starck, one of the most important designers of the world and Wanda Hotels & Resorts, one of the world’s leading hotel groups, within the same complex, will become one of the most valuable properties in its region in Istanbul. Mar Yapı has established a strategic partnership with the world’s leading real estate company and the leader of many industries in which it operates, whereby it added a new one to its innovative approaches and strong partnerships in the real estate industry. Wanda, which is one of the largest Asian companies, is a global company that operates in real estate, tourism, information technology, entertainment, cinema, hospitality and football industries. Wanda Group which was incorporated by Wang Jianlin, who is the twentieth wealthiest businessman in the world and the richest businessman of China, is also the biggest real estate company in China. Wanda Group targets to be among the largest global multi-national companies with assets of USD 200 billion, a market value of USD 200 billion, an income of USD 100 billion and net profits of USD 10 billion. Wang Jianlin is listed in the “World’s Most Powerful People” by Forbes magazine. Wanda Vista Istanbul is on Basın Ekspres Road, at a point where the urban transportation network is very widespread. Access roads to Yavuz Sultan Selim Bridge, main arterial roads such as TEM and E-5, public transportation alternatives such as metro and Metrobus are centered around the project. Wanda Vista Istanbul which is distinguished as the hotel that is closest to the 3rd airport, to be put into service within a short period of time, is also a few minutes drive from Yeşilköy Atatürk Airport. The hotel of 150 rooms which is included in the project will be the group’s first hotel in Europe and Wanda Vista Istanbul will manage 320 residences within the hotel building. https://listingturkey.com/property/wanda-vista-istanbul/

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Jaipur's coworking spaces, like Wishcowork, offer flexible, affordable solutions for freelancers, startups, and businesses. With amenities such as high-speed internet, private cabins, and meeting rooms, these spaces foster creativity and collaboration. For more information, contact Wishcowork at wishcoworker@gmail.com or call 9555730319.

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Sticky Business- make what you do STICK. Referrals, Farming, Listings

  • 2. Goals? Successful Real Estate Business Scheduled Free Time Financial Plan for future Respect from peers Special Vacation somewhere (Paul Gauguin Ship -Tahiti!) Sports car Send your kid to Vanderbilt
  • 3. If I continue to do what I always have done then I will get more of what I have always got…. Maybe NOT Agents who did not strive to stay relevant, continually evaluate their goals and systems found they did not get what they always got … they got less
  • 4. Take a minute now and write this down…
  • 5. Look past the person & see the need. *Customers * Vendors * Realtors Attitude is the Difference You see your life and others through your glasses. The way you see people is the way you treat them Zig Ziglar
  • 6. Decide what you want Create a vision centered on the customer Assemble your team Deliver the Vision Plus 1%
  • 7. If you were the Buyer or Seller buyer what would your customer centered experience look like? 1 Home Buyer Checklist 2 Home Tours 3 Tax Benefits 4 Ways to Save on Home Insurance 5 Questions to Ask a Home Inspector 6 What to expect on a walk through 7 Closing Folder… Checklist for home, mailing labels, warranty….. 8 Welcome Home Sign
  • 8. Iwant to build a business with its foundation based on referrals from satisfied customers, friends as well as local business professionals that see me as the go to person for real estate. By providing while incorporating referrals seeds along the way I can create this model. Always remembering that the customers , they remain parked out front as long as .
  • 9. Slow Down Put Down the Phone Don’t send that email Take out the You’s and I’s What details are necessary in the retelling? Check your motives Protecting the Customer Experience
  • 11. I recently decide to re-evaluate my Business partners and my future refer-ablilty. I realize you work with many real estate professional and I am not asking you to refer me but to reinforce my relationship and my professionalism with my own customers. If I am top of mind with my customers they will be more likely to refer me to their friends, neighbors and family, which I turn I refer to you. Let me give you an example. Plant enough seed and something is bound to Grow!
  • 12. What does this mean? • You have 3 groups • Your SOI • You’re A-List • Your Social Community How many can you date at once? Active? Closed? • Depends How intimately you are dating • Value Rich Email campaign 100’s -10,000’s • “Personal” contact annually –less than 50 • Social Contact 0-500 effectively Andy Masters
  • 13. 30 DAY or 45 D A Y Follow –up (Pick 1) Day of Closing - put in Your calendar to Call them on their 12 month anniversary! 1st Day “I won’t keep you, I just wanted to thank you again for choosing me as your agent” 3rd Day “How did the move go?” 7th Day “Are you starting to get out of boxes?” “Is there anything you found wrong?” 14th Day “Have you met the neighbors?” “How are the kids/dogs doing?” 30th Day “Congratulations! You are on your 30th day in your new home!” 45th Day “Is there anything that I can do?”
  • 14. Raving Fan Plan During & After the sale  Annual Calendar  Social Networking When Someone Says Real Estate your customer thinks……
  • 15. What elephant, has George been drinking? Lowes Newsletter = Coupons Listingbook Invite Invite to Realtor.com APP Birthdays Anniversary of Home Closing Set reminders and Keep Notes Upload to Facebook & Other Social Media
  • 16. Bombbomb Happygrasshopper Send Out Cards Announce my news -FREE account for Metro Brokers “ONLY”
  • 17. Everybody You Know Business Connections Prospects Past Customers SOI Write Write Write Michael Maher Read the Book! 1. Use unbranded cards with something represents you, It’s a “personal note” 2. Use Blue Ink. It’s original 3. Words-Use you, avoid I, me, my. 4. Be specific in your praise. acknowledge a characteristic, or a unique quality you appreciate in the person you are writing to. 5. Leverage the Power of Positive. Express respect for those who posses a quality (happiness, wealth, balance) you aspire to improve on 6. Power of the p.s. This is your call to action. Such as emailing or calling you.
  • 21. Re-Cap What do You want- Goals? What does your Customer Centered Experience look Like? Assemble Your Team Deliver the Vision Plus 1%. DON’T just Change Improve! New Glasses- Get a New attitude! Get Your Database Organized Power of the 30 day or 45 day Follow up Plan Give Your Customer Something to Talk About- Stay in Front of Them • Customer Follow up Marketing Plan • Calendar Based Marketing • Social Networking Power Notes A-List Activity Calendar
  • 23. Facebook Twitter Youtube Instagram Yelp Google+ Pinterest Too many my head hurts! Chill Girl you got this, Pick 1 It’s all good! Find your match & you’ll find your groove!
  • 26. Who is the Social Consumer? • Who do you hang out with • How do you keep track of the important convo’s • Where are your Friends, Customers & Peers? • Viral? Is that Good or Bad?
  • 27. Friend Lists Facebook’s Lists Your List’s Put Your Friends on a list when you send or accept a friend request. This will change your FB Posting Life 
  • 28. • Choose who you want to see your Posts • Post to a Specific List/Friends Wall • Send in a Private Message/Chat • Facebook Email- is your email Correct? Customize Your Posts on FB or from a 3rd party site • Talk to not at • Share • Listen • Like • Engage • On Purpose
  • 29. • Create Conversations • Be a part of a Conversion • Like, Like , Like • Take notes for future reference • Respond to Good News – on the phone, by card
  • 30. If it’s personal send a private message Connect your PM to your email [active rain example] Selectively posting relevant content can prevent you from over posting This is a public place do not do things here you would not do in public
  • 31. Social Bios – Realtor.com Zillow Trulia Survey Monkey
  • 32. Time…… Your most valuable asset Spend it Invest it Waste it
  • 34. Stand out amongst your competition!  Comprehensive Plan  Rapport Building Skills  Set Expectations up front  Identify Financial as well as Emotional Needs  Establish roles and Eliminate Surprises  Understand Common Objections = Concerns  Winning Team Strategy with all your CUSTOMERS
  • 37. • Capture & Convert with Success • Have a strong commitment to the appointments and more face time than the competition • Set Winning Expectations • Incorporating soft closes- Build Commitment into your process while addressing objections before they happen • Strong Market Positioning = Sold Listings • Commitment to condition • Commitment to Availability
  • 38. Plan for communication Plan for a price improvements Plan for maximizing your LISTING. Stage your MLS Listing/Bait the Buyer Capture more sellers Plan for facilitating the transaction to closing Plan for following up with your seller Plan to date your seller
  • 39. When the call 1st comes in……Be prepared with your Questions! • May I ask how you got my name? The reason I ask is that most of my business is from personal referrals and I always want to know who to thank for my business • Please tell me about your home • What made you decided to move at this time? • By what date would you like to be settled in your new home? • Will you be interviewing other agents? • When will you and any other decision makers be home for me to see your home and answer any questions you may have about the marketing process? • What are your plans when your home sells?
  • 40. Schedule your 1st and 2nd appointments Explain your process Expectations have started
  • 41. 1. Set the Agenda for your first meeting 2. Tour The Home 3. Review Seller Needs and Concerns 4. Discuss Current Market Conditions Answer questions you may have about hiring me
  • 42. • Before the Appointment • Email to confirm 1st appointment and sellers goals • Prepare pre-listing presentation and arrange deliver Dear ___________, I look forward to meeting with you this ____________to learn more about your goals. It is my job to not only educate you about the market and help you to establish a competitive market position that will get you the best possible price. My customers also count on me for my honesty throughout the process, from staging, marketing, and my experience when it comes to negotiations and getting to the closing table. It’s not over until it’s over. Please know that my mission is to get you where you want to go, on time!
  • 44. This is your time to SHINE!!! Know the inventory in the neighborhood of the HOME before you go THIS IS YOUR OPPORTUNITY TO LEARN ABOUT THEM Our natural urge is to talk about oursleves Learn what they really liked about the house when they bought it Learn what improvements they have made Learn about past experiences they have had in selling homes Learn what they are looking for in an agent Take very specific notes on the home
  • 45. • Feature Sheet • Take organized notes on the property • Opportunity to discuss showing instructions • Inquire about Re-issue credit • Inquire about HOA • Confirm School information RESELL THEM THEIR OWN HOUSE (Why ________________________is Different and Why it’s important to get all this detailed information) Be the Expert @ Soft Closes
  • 46. The “Average” Agent can deliver……… 1. Sign 2. MLS 3. Internet 4. Flyer 5. Open House What is a Seller ~ Customer looking for? 1. Sell the House at the Best Price 2. Love the House 3. Experience & Knowledge 4. Enthusiasm and Energy! So why are you Different? Whole Package
  • 48. You may choose to h_____ me to market your home You could choose n_____ to hire me to market your home We could mutually agree that your home does not q__________ for my marketing plan.” Why are You Different?
  • 49. Your Brand Value Nationally and Locally A Proven Marketing Strategy Advisor, Negotiator, Facilitator Successfully Service the Listing Your Knowledge and Reputation
  • 50. PRICE? The Elephant in the room. An important part of my value proposition is my price counseling. The sellers I work with are able to attain top dollar for their homes, which is why I reserve my price counseling for my customers. Ultimately “Mr Seller” you will determine how to position your home on the market. It’s important to be confident in the agent and company you choose. I feel very comfortable with you. Do you feel comfortable working with me and in choosing me to be your agent? Great then let’s get started!
  • 51. It’s all in how you package it. Use words like: Comfortable stylish luxurious warm romantic magnificent elegant exciting fresh distinct graceful original tremendous soothing stunning practical superior classic sparkling secluded textured elaborate paradise towering tranquil peaceful transformed personality. 1. To Sell the Listing 2. To prospect for Buyers 3. To get more listings
  • 52. Grow your business through Farming & Hyper Local Marketing. Kim Knapp
  • 53. FARMING The of a being A “Gatherer” Through a Fire Hose!
  • 54.  Name Recognition  Listings, Listings, Listings,  Buyers, Buyers, Buyers  Referrals, Referrals, Referrals  Move ups  Down Sizing  Sell homes off Market  Creates a Stable Base for your Business  Over time they become your sphere  Create your own Mini Celebrity There’s _____ agent They Sell Everything!
  • 55. • Short Term Plan • When You’re Not Too Busy • Committing to More Than You Can Follow Through With • In an Area Where Another Realtor Has More Than 30% of the market share. • An Investment of Time and or Money • In an area where property is actively moving!
  • 56. • Do your Homework • Sales • Absentee Owners • Agent Dominance Community website/FB/Blog • Keep it light • Area events, Community Calendar • Community information C&R • Connect to your blog • Connect to your real estate website • Resident spotlight FlemingIslandPlantation.com NEXTDOOR.COM Visit us Online!
  • 57. Newsletter- Generic can be ok to get you started. Personalized, reflecting your personality guaranteed winner! • Include your services, name, website, e-mail & phone • Include Social Connections • Offer free advertising for resident businesses. • Start a baby and pet-sitting list.- Email you • Trivia Contest – Email you • Coloring contest for kids. Youtube vid • Drawings for prizes - Email you Winner’s picture in the newsletter & in E-Bulletin
  • 58. Ladies night out Mother-Son date night Father-Daughter date night Yard of the month Summer concert series
  • 59. • Kid’s birthday club • Bookmarks • Directories-keep it real • Community logo bumper-stickers • Refrigerator Magnets with neighborhood phone #’s • Facebook Like Sign • Welcome Home Sign So Much to Choose From!
  • 60. • Tell 20 for every New listing • Tell 20 for every Sold Listing • Work all FSBO’s in your farm • Work all Expired’s in your farm • Open house-always tell 20 • Preview other agent’s listings when they come onto the market. Know the Inventory.
  • 61. • Hyper Local Fletter for each new listing • Listing Builder for New Listings • Testimonial Letter for Buyer and Seller Solds • Monthly plan that includes your absentee owners specifically • Monthly plan that specifically targets tenants
  • 62. Excel above what any average agent would do Excel at what is expected Do the unexpected Go the extra mile it’s not very crowded up there……

Editor's Notes

  1. Take a minute now and write this down…5 things I would like to have5 things I would like to do5 places I would like to go5 things I would like“We did not wake up thinking all FSBOs eat their firstborn”Or“Calling people on the phone is scary” 
  2. Where do you think business will come from next year?1st step in building a plan is to determine what you want.what price are you willing to pay for the goal?You must have an inspiring goal, A goal that gets you out of bed in the morning.consistent, ongoing improvement is = important. That's where Plus One Percent comes in. The 1 percent keeps you moving ahead and focused beyond your vision.Improve by 1 percent every week - and by the end of the year, you're ahead by more than 50%. One percent at a time. It will take you a long way from where you started. Guarantees improvement - not just change.2. When you find out what customer's really want, what their vision is, it will likely focus on just one or two things. Your own vision has to fill in the gaps.3. You have to know when to tell the customer to take his vision elsewhere to be fulfilled.How do you discover the customer's vision? Who are your customers?Listen to what they say and to what they don't say.Three Traps in what your customers say1. Saying one thing and meaning another2. Saying “FINE”3. Silence
  3. “I am calling to let you know that your appraisal came in and it’s 5,000 over your contract price. I know you must be very pleased with that as we do not see that very often. Agent_____________ is a strong negotiator, and works hard to get her customers the best price. Who do you know that may be considering purchasing a home in the next 6 months?... If you think of anyone make sure you send them _______ way or I would be happy to call them for you.
  4. At a Cocktail Party do you speak with everyone? Are there certain people you avoid?
  5. At a Cocktail Party do you speak with everyone? Are there certain people you avoid?
  6. At a Cocktail Party do you speak with everyone? Are there certain people you avoid?
  7. At a Cocktail Party do you speak with everyone? Are there certain people you avoid?
  8. At a Cocktail Party do you speak with everyone? Are there certain people you avoid?