Top 5 Tips from 2014

Editor's Notes

1. Welcome everyone to today’s call on ___. Today, 3 of your Trulia and Market Leader trainers have teamed up to provide you with a fantastic year in review webinar that includes the top 10 “best-of” strategies presented over this from this past year of weekly Power Hours. (Over 47 webinars and 2,800 minutes of pure, unadulterated, good clean education. Joining me to present today, we have Jennifer and Courtney (or change order depending on who is hosting).
2. First we’ll meet ___, and then he’ll take us through these __ specific strategies to…. And of course we’ll leave some time at the end for questions…
3. I just wanted to thank you for registering on my website.  I see your time frame is 1-3 months in finding your new home.  Whenever there is a property that you would like more information on or that you have a question about, don't hesitate to reach out to me.  In the meantime, come back and visit my site as often as you like and stay as long as you like.  Browse around and enjoy looking for your next home.  Just reach out to me for additional information on a property or if you have a question.  You can reach me by phone, email or even text me.  I am here to help.  Don't hesitate to let me know when you see a house that interest you and you would like to see it.  I am here to make sure you are able to see the house that could be your next home. Please know I do not intend to pester you but I do want you to know that I am here and ready to help you find your dream home.  Please let me know if you need anything else.  I look forward to helping.  Have a wonderful day!
4. 1: Donna Harris: 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! 2. Michael Freer: Humor 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: 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 around to help you out.
5. A 1970 study conducted by Dr. Ray Birdwhistle at the University of Pennsylvania concluded that 93% of our communication transpires non-verbally and unconscious. 55% of our communication is our physiology or body language, 38% is tonality or HOW we say our words, and only 7% is the content or words we choose to speak. 
6. A 1970 study conducted by Dr. Ray Birdwhistle at the University of Pennsylvania concluded that 93% of our communication transpires non-verbally and unconscious. 55% of our communication is our physiology or body language, 38% is tonality or HOW we say our words, and only 7% is the content or words we choose to speak. 
7. A 1970 study conducted by Dr. Ray Birdwhistle at the University of Pennsylvania concluded that 93% of our communication transpires non-verbally and unconscious. 55% of our communication is our physiology or body language, 38% is tonality or HOW we say our words, and only 7% is the content or words we choose to speak. 
8. A 1970 study conducted by Dr. Ray Birdwhistle at the University of Pennsylvania concluded that 93% of our communication transpires non-verbally and unconscious. 55% of our communication is our physiology or body language, 38% is tonality or HOW we say our words, and only 7% is the content or words we choose to speak. 
9. How do you stay current? * Continuing education is important in order to stay current you have to build it into your schedule make time for yourself Why is prioritizing self-education so much more important as a single agent? How much time do you allocate to education for yourself? Nina said during this call that she spends about 3 hrs a week for different webinars such as million dollar pipeline, power hour and additional training. The degree to which people use coaching
10. To keep hold herself accountable she schedules appointments with HERSELF for those trainings, puts it on her calendar and treats it just like she is meeting a client. Put it on your calendar! Make time for yourself so you can make sure you are an excellent agent and resource for your contacts and clients.
11. You may have to re-organize but this is just an example of bucketing your time, you might work on client appointments in the morning and self education at that end of your day 2-3 times a week, the point is to make sure you are allocating the time to learn and other key activities!
12. The Flinch – physically and/or verbally reacting to an outrageous proposal or counter proposal Could be a laugh, guffaw, an uneasy smile
13. Never say yes to the first offer or counter-offer – even if it’s something small and you can absolutely do it You should still use higher authority – to make them feel like they have won! Secure commitment that they will move forward if you can make that happen
14. The Split – Bracketing – Is recognizing that most people believe that a “fair” outcome is meeting in the middle. A good negotiator knows that “splitting the difference” doesn’t mean meeting exactly in the middle The cardinal rule is always get the other side to talk first. If they flinch or react negatively to an offer, don’t concede until you get them to give you a counter offer  
15. Missing link for a lot of agents. How lucrative has this been for you? JT: (last year closed 26 transactions from agent referrals) Where do you go to connect to other agents? JT: Inman Connect NAR ActiveRain Trulia—Voices community How do you approach them to then market to them? What do you say? How do you follow-up?
16. Call fsbo’s from CL– and show them your database of hundreds of buyers. If you don’t have listings, here are some strategies…tried and true Reach out to fsbo’s—email an email with ss of “x leads” in suite account…. “I have a buyer that needs to buy a house in your neighborhood”
17. Closing: as a fun fact– every single one of the customers that was a guest speaker on this year’s power hour… core to their lead generation efforts was paying the pro’s--- diversifying their lead sources among paid, some free, but always making sure they had a consistent flow of business. So another morsel of food for thought…
18. We want to extend a huge thank you to our amazing cast from 2014. And I say “cast” tongue in cheek, because unlike any other learning program… Power Hour was created by and for agents. This is meant to showcase an agent just like you, that’s doing something unique, exciting, and seeing lots of success utilizing Trulia and Market Leader tools… and success you can replicate. and it’s all a volunteer basis– done out of the goodness of their hearts, so we wouldn’t be able to do these without you giving such great feedback on your surveys and providing testimonials…
19. And… if you don’t have enough prospects to work with to begin with– follow the lead of all of our past speakers and invest in Trulia and Market Leader Tools leads. There’s a question on the survey where you can let us know the areas you’re interested in and we’ll give you a call with availability.