23 and 1/3 money making ideas by kim daugherty. 3+ great books: 1.secrets of great rainmakers…the...
TRANSCRIPT
#1: Sell “Good News”…
• Examples:– Energy Efficiency (Federal Tax Credits)
• …30%• …www.energystar.gov
– First Time Home Buyer $8,000 Tax Credit• …www.firsttimehomebuyers2009.com
#2: Fish Great Waters…
FWF 0
…also known as “The LAW of Highest and Best Use” or “The Loyalty Ladder”
Suspects 0Prospects 0
SOI/COI 50% to 100%Advocates 100% +
79-82%
80%
#3: The Truth About Technology…
• It is a valuable tool…• The real bottom line is the tool is not as
important as the player… you’ve gotta have game
#5: Remember…
• 1st…get in their mind (favorable first impression)
• 2nd…ongoing “meaningful touches”
– Example: Thank You Notes
“Out of Sight…Out of Mind”
#10: NAR Data: BuyersWhat home buyers want most from real
estate agents:Help find the right home to purchaseHelp with price and negotiationsHelp buyer negotiate the terms of the saleHelp with paperwork Determine what comparable homes were
selling for How much can I afford…and help find and
arrange financingOther:
#11: NAR Data on First Time Home Buyers…
• 40% Plus
• Marketing Samples
• www.firsttimehomebuyers2009.com
13. Thank You Notes…5 per week
14. Post It Notes…2 per week
15. Telephone Notes…5 per week
16. The “One-A-Day Plan”…phone
17. The One-A-Day” Plan…face-to-face
www.realestatechecklists.com(2nd item at Home Page… IAR May
2009)1. What Home Buyers and Sellers Want Most
From Real Estate Agents (2 handouts)
2. Checklists:-18 Steps Most Buyers Take to Buy Their Home-Do I Need An Agent When Buying A Home? 9
Critical Points-The 8 Interior Items That Buyers Really Notice
3. Sample FSBO Letter
4. Sample “Jim Moll” Letter to Area
5. The “Seller’s Stress Kit” List
6. What to Really Ask Yourself…12 Key Questions