The document provides a summary of a training presentation that covered the top 5 real estate strategies from 2014. It included tips on using effective scripts for follow up, creating personal connections, strategies for single agents, negotiation techniques, and generating new business. Specific strategies were presented such as mirroring and matching body language, listening skills, finding common ground, and tips for agent-to-agent referrals, working with for sale by owners, and paying for online leads. The presentation concluded by encouraging agents to incorporate the scripts, practice non-verbal skills, follow a routine, prepare for negotiations, and try new business generation tactics.
1 of 31
1
2
3
4
5
6
7
8
9
10
11
12
13
14
15
16
17
18
19
20
21
22
23
24
25
26
27
28
29
30
31
More Related Content
Top 5 Tips from 2014
1. Top 5 Tips from 2014
Presented by Your Trulia Training Team: Shannon, Jennifer and Courtney
2. 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
4. First Response: Text!
Seychelle Van Poole
Van Poole Properties
“Make Month #12 Your #1”
5. Thank you, come again
• Send ASAP (after automated
welcome email)
• Acknowledge timeframe
• Encourage browsing
• Not here to be pushy
Script provided in handout
Anita Allen
“Turn Contacts into
Contracts”
6. Send 48 hour follow-up from
Within 48 hours…
1. Did you receive the report?
2. Have questions?
Script provided in handout
Michael Stockhaus
“Finding Sellers and
Winning Appointments”
7. Stop Ignoring Me
Email 1: Acknowledge uncertainty
Email 2: Use humor
Email 3: Rate your selling timeline
Script provided in handout
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 Email 2: Dear this XXX
by sharing a little more about your needs
and timing.
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:
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.
Email 1: Hey XXX,
1) You're now not interested and I'm reduced to the
Me again, status (Your of Name) an annoying with (Your piece Company) of spam clogging and (Your
up
Website), your and email; I still or
haven't heard from you. I'm beginning
to feel a little ignored... but that's ok, because many people
Would you reply to this email and let us know, on a
are scale 2) You a little desperately nervous in want replying to contact back to me, me but when you're
they're just
from 1-5:
not trapped sure what under they want 1 = You were just a fallen curious,
filing to do cabinet and how and they can't prefer reach to your
move
forward. phone or I can 5 = You need PC.
help you with that and talk with you about all
to sell immediately
your concerns, if only you would let me!
Your guidance would be greatly appreciated.
This way I can start to customize my communication to
the level of service you desire.
Please call or email me when you get a chance so we can
discuss your needs.
Kind regards,
P.S. If it is #2, please let me know and I'll send someone
round to help you out.
I look forward to answering all your real estate questions.
Please don't hesitate to email or call
I'm looking forward to hearing back from you!
8. Revive lost leads: The “Ramiero” Strategy
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 Poole
Van Poole Properties
“Make #12 Your #1”
10. 93%
of our communication is NON-verbal
-Dr. Ray Birdwhistle, Cindy Stockhaus University of Pennsylvania
Jarvis Realty Group
“Winning Listing
Presentations”
11. The art of creating a personal connection
1. Mirror & Match
Cindy Stockhaus
“Winning Listing
Presentations”
12. 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”
13. 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”
14. The art of creating a personal connection
1. Mirror & Match
2. Listen
3. Build Commonality
4. Be Honest/Genuine
Cindy Stockhaus
“Winning Listing
Presentations”
17. Follow a routine to ensure key activities
Nina Hollander
“Success Tips for
the Single Agent”
get done!
18. www.marketleader.com
A day in the life…
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
19. Know when to outsource
• Photography
• Closing coordinator
• Keeping books
• Marketing delivery
Nina Hollander
“Success Tips for
the Single Agent”
26. 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”
27. Pay the Pros: Online Buyer and Seller Leads
Jerimiah Taylor
“Be a Powerhouse
Listing Agent”
29. 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
30. 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
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).
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…
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!
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.
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.
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.
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.
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.
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
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.
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!
The Flinch – physically and/or verbally reacting to an outrageous proposal or counter proposal
Could be a laugh, guffaw, an uneasy smile
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
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
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?
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”
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…
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…
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.