Unlimited Listings

Ben Kinney

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2016

- John Maxwell

“Systems make the ordinary—

EXTRAORDINARY.”

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LEADS LISTINGS

LEVERAGE

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Mastery

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Mastery

1. Practice

2. Emotion

3. Repetition

4. Minimize the number of scripts

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- Tony Robbins

“Information without emotion is almost never retained.”

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• Happy

• Sad

• Angry

• ?

Different Types of Emotions

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• Take a moment to observe how your body feels,

including your temperature, energy, emotions.

Physically, how does each body part feel?

• Now, please stand up.

Exercise

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Mastery: Asking QuestionsIf you did sell your home, where would you move to?Would you be able to move without selling your home?Would you consider renting your home if it doesn't sell?In a perfect world, how soon would you like to move?When we meet, how much do you want to price your home for?What price won't you go below?Are you familiar with what your neighbors' homes have sold for?How much do you currently owe on your home?Have you ever thought about selling it yourself?What is the most important thing to you when choosing an agent?Do you already have interested buyers for your property?Are you interested in providing seller financing?

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The Real Estate

Success Principles

Real Estate Success Principles1. Say the right thing

2. Say it enough times

3. Have enough people to say it to

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Say the Right Thing

Say the right thing?1. More efficient and productive

2. Requires less leads

3. So you don’t practice on your clients

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Say It Enough Times

Say it enough times?

1. Do the 50

2. Definition of Accountability

3. Software and Systems

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Enough People to

SAY It To

Enough people to say it to?

1. 30 per agent – maximum of 100

2. Types of leads?

3. Sphere – 200

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Seller UVP

Old vs. New

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The New UVP

1. How well it is priced

2. How well it shows

3. How well it is marketed

4. How well you communicate

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How well is it priced?

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How well it shows?

How well it shows

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How well it is marketed?

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How well you communicate?

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Getting Listings

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Listing Tools

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Seller Site

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Seller Website

1. Come List Me Website

2. Prelisting Packet

3. Covers the Selling Process

4. Marketed Focused on Agent Brand

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Home Valuation Tool

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Valuation Leads

1. Online: Facebook Ads - Google PPC

2. Mail: Postcards, Newsletters, JL/JS

3. Email: Buyer Leads, Sphere

4. Prospecting: VMs, JL/JS

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Dialer and Leads

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The Scripts

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Powerful Opening

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Sugar Lump

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Sphere

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Sphere

1. Current Clients

2. Past Clients

3. Mets

4. Affiliates

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Real Estate Plans

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Goals Script

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Who do you know?

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Vendors and Affiliates

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Would you if you?

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Way more?

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Open House

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Circle Prospecting

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Buyer Leads

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Buyer Leads into Listings• Do you own a home currently?

• Do you rent?

• Have you checked recently to see what your home is worth?

• Would you have to sell before you buy?

• How many properties do you currently own?

• Do you have any other properties that you would like to sell?

• How much would you like to get for your home before you buy?

• Do you know how much homes around you are selling for?

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Sources of Listings

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Listing Lead Sources – Pick 5

1. Sphere

2. Open Houses

3. Prospecting

4. Internet Leads

5. Your Choice

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Listing Presentation

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Location of Presentation

1. At the House

2. Over the Phone

3. Virtually - Recorded

4. Virtually - Live

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Delivery Type of Presentation

1. Full Marketing Presentation

2. Asking Questions Presentation

3. Presold Presentation

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The Team

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Listing Team

1. Admin

2. Listing Agent

3. OSA / ISA

4. Listing Assistant

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Talent Scripts

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