momentum 2018 · • sales / commission breath • intelligent & compassionate • abundance...
TRANSCRIPT
MOMENTUM 2018GOLD COAST
Ernest Hemingway
• High-pressure competitive • Scarcity• Attachment • Sales / commission breath
• Intelligent & compassionate• Abundance • Detachment• Helper / advisor
MINDSET
What I’ve learnt after30 years in real estate
and 4 market corrections
• Fear – don’t participate in it• Reduction of agents = better per capita per agent• You will make less $$$ unless you work harder
and/or more efficiently• Qualification and working with A-class buyers /
sellers crucial (work with motivated people only)• No such things as “bad” press• Negotiation, influence, closing become important:
• Creating competition• Social proof at appointments
• It’s a great market for:• First home buyers• Upgraders
• Expired listing strategy can boost your business• Break bread with your database:
• How much longer do you plan to stay in your current home?
• Out of all your friends, who do you think will be next to move?
• Reduce Ego Expenses: LEFTOVER, NOT TURNOVER
Process Trumps Motivation
REPEATABLE SCALABLE PREDICTABLE
Daily Checklist• Wake-up time• Morning ritual• Team huddle• MIT• 2 power hours• Review current deals• 4 social media posts• Vendor touchpoint• Minimum 30 minutes personal
development • 3 appointments
Weekly Checklist
• Training session• Team meeting• Project time• Pipeline follow-up• Open home preparation• Manage the marketing plan• Livestream on FB / Insta• Market knowledge review• 15 appointments• List X properties• Break bread with shot callers
The modern consumer is…
• Time poor• Less reliant on salespeople• Internet savvy• Dislikes high-pressure• Social media savvy• Price sensitive• Wants incredible value & service
Social Strategy
• Don’t just post houses• Remarkable vs ordinary• Proactive punch in the face content• Respond to comments• Polls• Don’t cross eco-systems• Views that matter• Email your database before you
Livestream
37,255People Reached
23,430Video Views
1,299Reactions, Comments & Shares
93,308People Reached
5,401Reactions, Comments & Shares
The Key to Prospecting = Unstoppable Listing Presentation
Investigate Social Media
Pre-list Qualification
Priming Knowledge Agent
Present Structured Plan
Case Studies
Loss Aversion
• What’s more important to you,
the risk of…
• At the moment I have $950k…
Buyer Scripts
In buying a home, what’s most important for you?
What’s the best home you’ve seen?
What prevented you from making an offer on that?
If there were 3 things you would not compromise on your new home, what would they be?
Buyer at the bottom of the market dialogue
“Mr & Mrs Buyer, the only way you
would know if you’ve bought at the
bottom the market, is when the
market goes up…”
The get an offer script
“At what price on a contract represents great value for you?”
ProspectingQuestions
1. “Are you living in your dream home”
2. “At what price would you be a seller?”
3. “I am doing a valuation for your neighbour…”
The database script
“I know you’re not selling and I’m
going to be brief.
The reason I’m calling is because…”
The Listing Agenda Script
Mr & Mrs Vendor, these are the areas most sellers want to discuss:• Timing• Marketing• Value• Fee• Method of sale • Why my company and Why me?• Is there anything else you’d like
me to cover?
The ideal buyer script
“Mr & Mrs Vendor who do you think is the ideal buyer for this home?”
“If I agree with you that would make us both wrong.”
The price alignment
script
“At the moment you are not in the
market, you are on top of the
market. I recommend a price
alignment of 5% at a level where we
reject 5 offers than get no offers.”
Reduce price script
“If you were a buyer looking at
the home – what are some of
the features you would change?”
The 5 Team Models
THE “NO TEAM” TEAM
FAMILY TEAM THE MACHINE TEAM
THE CUSTOMER TEAM
THE HIGH-END TEAM
Roles of your EBUAGENT RED PA (Admin) BLUE PA (Sales)
Listing presentations
Vendor management
Prospecting
Deal making
Team planning
OFI’s
Maintain files
Coordinate Diaries
Execute marketing plan
Check & respond to agent emails
Execute exchange/settlement process
Admin Duties
Support Agent
Operations Management for team
Cover holidays
Social media
Renumeration: $45 - $60K
Prospecting
OFI Callbacks
OFI’s
Buyer Appointments
B&P Inspections
Attend Valuations
Pre settlement
Drop Pre list kits
Attend auctions
Manage deals to settlement
Support Agent
Renumeration: $60 – 80k + incentives
25 MENTORSThe most influential agents
& thought leaders in Australasia
www.RealEstateGym.com.au