the three p’s of listingsccarimages.fnistools.com/uploads/...powerpoint.pdf§ select a niche...
TRANSCRIPT
![Page 1: THE THREE P’S OF LISTINGSccarimages.fnistools.com/Uploads/...powerpoint.pdf§ select a niche market § make a plan § follow up. SELECTING AN AREA § know your area – preview all](https://reader034.vdocuments.site/reader034/viewer/2022050518/5fa217e90fe2e2346064115b/html5/thumbnails/1.jpg)
THE THREE P’S OFLISTINGS
ProspectPresentPerform
![Page 2: THE THREE P’S OF LISTINGSccarimages.fnistools.com/Uploads/...powerpoint.pdf§ select a niche market § make a plan § follow up. SELECTING AN AREA § know your area – preview all](https://reader034.vdocuments.site/reader034/viewer/2022050518/5fa217e90fe2e2346064115b/html5/thumbnails/2.jpg)
PROSPECT
§ PROSPECT EVERYDAY!!!§ SOURCES OF LISTINGS§ SPHERE OF INFLUENCE (SOI)§ FSBO§ EXPIRED§ FARMING§ JUST LISTED/PENDING/SOLD
![Page 3: THE THREE P’S OF LISTINGSccarimages.fnistools.com/Uploads/...powerpoint.pdf§ select a niche market § make a plan § follow up. SELECTING AN AREA § know your area – preview all](https://reader034.vdocuments.site/reader034/viewer/2022050518/5fa217e90fe2e2346064115b/html5/thumbnails/3.jpg)
SPHERE OF INFLUENCE§ WHAT BETTER PHONE CALL TO MAKE THAN
TO SOMEONE YOU KNOW§ AT LEAST 200 NAMES§ Personal Visit: At least once a year§ Telephone: Three times a year§ Personal Note: Immediately after each visit or call§ Bulk Mail: Monthly (postcards, newsletters, flyers)§ Email: Monthly (eNewsletter, eCard, personal
email)§ Market updates and area information as needed
![Page 4: THE THREE P’S OF LISTINGSccarimages.fnistools.com/Uploads/...powerpoint.pdf§ select a niche market § make a plan § follow up. SELECTING AN AREA § know your area – preview all](https://reader034.vdocuments.site/reader034/viewer/2022050518/5fa217e90fe2e2346064115b/html5/thumbnails/4.jpg)
Good evening, Tom, this is ______________. How are youdoing?Tom, the reason I’m calling is that I’ve entered the real estatebusiness with XYZ REALTY. I’m excited about the companyand the business, and I would really appreciate your help. The next time you hear of someone who’s thinking of making amove, would you do me a favor? First, would you tell them about me? Second, would you pickup thetelephone and tell me about them? I’d really appreciate it! I’llsendyou some of my cards in the mail tonight. Let me make sure Ihaveyour current information. (Verify address and emailinformation.) By the way, Tom, who do you know who might be planning onbuying or selling real estate?Thank you again, good-bye.
![Page 5: THE THREE P’S OF LISTINGSccarimages.fnistools.com/Uploads/...powerpoint.pdf§ select a niche market § make a plan § follow up. SELECTING AN AREA § know your area – preview all](https://reader034.vdocuments.site/reader034/viewer/2022050518/5fa217e90fe2e2346064115b/html5/thumbnails/5.jpg)
FSBO§ WHY DO OWNERS GO FSBO?§ UNDERSTAND THE FSBO§ DON’T TRY TO LIST ON THE FIRST ATTEMPT§ FACE TO FACE FIRST TIME CONTACT§ ASK SOME QUALIFYING QUESTIONS§ ASK TO LEAVE YOUR CARD AND OFFER TO
ANSWER ANY QUESTIONS§ FOLLOW UP PLAN
![Page 6: THE THREE P’S OF LISTINGSccarimages.fnistools.com/Uploads/...powerpoint.pdf§ select a niche market § make a plan § follow up. SELECTING AN AREA § know your area – preview all](https://reader034.vdocuments.site/reader034/viewer/2022050518/5fa217e90fe2e2346064115b/html5/thumbnails/6.jpg)
![Page 7: THE THREE P’S OF LISTINGSccarimages.fnistools.com/Uploads/...powerpoint.pdf§ select a niche market § make a plan § follow up. SELECTING AN AREA § know your area – preview all](https://reader034.vdocuments.site/reader034/viewer/2022050518/5fa217e90fe2e2346064115b/html5/thumbnails/7.jpg)
OBJECTIONS
§ LEARN DIALOG FOR COMMONOBJECTIONS
![Page 8: THE THREE P’S OF LISTINGSccarimages.fnistools.com/Uploads/...powerpoint.pdf§ select a niche market § make a plan § follow up. SELECTING AN AREA § know your area – preview all](https://reader034.vdocuments.site/reader034/viewer/2022050518/5fa217e90fe2e2346064115b/html5/thumbnails/8.jpg)
EXPIRED
§ UNDERSTAND THE MINDSET OFAN EXPIRED§ WORK THEM EVERY DAY§ SET UP A PLAN§ CALL, WRITE LETTERS§ FOLLOW UP
![Page 9: THE THREE P’S OF LISTINGSccarimages.fnistools.com/Uploads/...powerpoint.pdf§ select a niche market § make a plan § follow up. SELECTING AN AREA § know your area – preview all](https://reader034.vdocuments.site/reader034/viewer/2022050518/5fa217e90fe2e2346064115b/html5/thumbnails/9.jpg)
OBJECTIONS
§ LEARN DIALOG FOR COMMONOBJECTIONS
![Page 10: THE THREE P’S OF LISTINGSccarimages.fnistools.com/Uploads/...powerpoint.pdf§ select a niche market § make a plan § follow up. SELECTING AN AREA § know your area – preview all](https://reader034.vdocuments.site/reader034/viewer/2022050518/5fa217e90fe2e2346064115b/html5/thumbnails/10.jpg)
FARMING
§ select a geographic area§ select a niche market§ make a plan§ follow up
![Page 11: THE THREE P’S OF LISTINGSccarimages.fnistools.com/Uploads/...powerpoint.pdf§ select a niche market § make a plan § follow up. SELECTING AN AREA § know your area – preview all](https://reader034.vdocuments.site/reader034/viewer/2022050518/5fa217e90fe2e2346064115b/html5/thumbnails/11.jpg)
SELECTING AN AREA§ know your area – preview all listings§ know your competition§ local ordinances, HOA regulations for subdivision§
![Page 12: THE THREE P’S OF LISTINGSccarimages.fnistools.com/Uploads/...powerpoint.pdf§ select a niche market § make a plan § follow up. SELECTING AN AREA § know your area – preview all](https://reader034.vdocuments.site/reader034/viewer/2022050518/5fa217e90fe2e2346064115b/html5/thumbnails/12.jpg)
Starting your farm§ get list of street names§ owners names§ sale dates§ have a 6 month and 12 month plan§ FOLLOW UP PLAN
§ How to manage database§ What to use
![Page 13: THE THREE P’S OF LISTINGSccarimages.fnistools.com/Uploads/...powerpoint.pdf§ select a niche market § make a plan § follow up. SELECTING AN AREA § know your area – preview all](https://reader034.vdocuments.site/reader034/viewer/2022050518/5fa217e90fe2e2346064115b/html5/thumbnails/13.jpg)
JUST LISTED/PENDING/SOLD
§ make calls around all new listings§ pendings§ solds
![Page 14: THE THREE P’S OF LISTINGSccarimages.fnistools.com/Uploads/...powerpoint.pdf§ select a niche market § make a plan § follow up. SELECTING AN AREA § know your area – preview all](https://reader034.vdocuments.site/reader034/viewer/2022050518/5fa217e90fe2e2346064115b/html5/thumbnails/14.jpg)
PRESENT§ YOUHAVE AN APPOINTMENT, NOW
WHAT§ DO YOUR HOMEWORK§ CMA§ MARKETING PRESENTATION§ MAKE IT ABOUT THEM NOT YOU§ CLOSE FOR THE LISTING
![Page 15: THE THREE P’S OF LISTINGSccarimages.fnistools.com/Uploads/...powerpoint.pdf§ select a niche market § make a plan § follow up. SELECTING AN AREA § know your area – preview all](https://reader034.vdocuments.site/reader034/viewer/2022050518/5fa217e90fe2e2346064115b/html5/thumbnails/15.jpg)
DO YOUR HOMEWORK§ KNOW WHO THE SELLERS ARE§ CHECK TAX, DEED RECORDS
![Page 16: THE THREE P’S OF LISTINGSccarimages.fnistools.com/Uploads/...powerpoint.pdf§ select a niche market § make a plan § follow up. SELECTING AN AREA § know your area – preview all](https://reader034.vdocuments.site/reader034/viewer/2022050518/5fa217e90fe2e2346064115b/html5/thumbnails/16.jpg)
CMA§ WHAT GOES INTO A CMA
§ BEST 3 ACTIVE COMPS§ BEST 3 SOLDS§ BEST 3 EXPIREDS
§ CMA SHOULD BE THE LAST THING DISCUSSED AFTER YOURMARKETING PRESENTATION
§ SEPARATE LISTING FROM PRICE
![Page 17: THE THREE P’S OF LISTINGSccarimages.fnistools.com/Uploads/...powerpoint.pdf§ select a niche market § make a plan § follow up. SELECTING AN AREA § know your area – preview all](https://reader034.vdocuments.site/reader034/viewer/2022050518/5fa217e90fe2e2346064115b/html5/thumbnails/17.jpg)
PERFORM§ DO WHAT YOU SAY YOU ARE GOING TO DO!!!!§ KEEP IN TOUCH WITH SELLER ON A WEEKLY BASIS§ MARKETING YOUR LISTINGS
§ WHERE TO MARKET§ COMMUNICATION WITH SELLERS
![Page 18: THE THREE P’S OF LISTINGSccarimages.fnistools.com/Uploads/...powerpoint.pdf§ select a niche market § make a plan § follow up. SELECTING AN AREA § know your area – preview all](https://reader034.vdocuments.site/reader034/viewer/2022050518/5fa217e90fe2e2346064115b/html5/thumbnails/18.jpg)
RESOURCES§ DAVID KNOX - http://www.davidknox.com/§ MIKE FERRY - http://www.mikeferry.com/main/content/complimentary§ DARRYL DAVIS – http://darryldavisseminars.com/ How To Become A Power Agent In Real Estate§ FLOYD WICKMAN - https://floydwickman.com/§ http://www.realtor.org/field-guides/field-guide-to-farming-and-
prospecting§ Realtor.com – prospect toolkit -
http://realtormag.realtor.org/node/11779§ Realtor.com – follow up toolkit
-http://realtormag.realtor.org/node/11780
![Page 19: THE THREE P’S OF LISTINGSccarimages.fnistools.com/Uploads/...powerpoint.pdf§ select a niche market § make a plan § follow up. SELECTING AN AREA § know your area – preview all](https://reader034.vdocuments.site/reader034/viewer/2022050518/5fa217e90fe2e2346064115b/html5/thumbnails/19.jpg)
SUE [email protected]://www.facebook.com/techtipsandtraining