the three p’s of listings
DESCRIPTION
The Three P's of Listings Prospect Present PerformTRANSCRIPT
THE THREE P’S OF LISTINGS
Prospect
Present
Perform
PROSPECT
PROSPECT EVERYDAY!!!
SOURCES OF LISTINGS
SPHERE OF INFLUENCE (SOI)
FSBO
EXPIRED
FARMING
JUST LISTED/PENDING/SOLD
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
Good evening, Tom, this is ______________. How are you doing? Tom, the reason I’m calling is that I’ve entered the real estate business with XYZ REALTY. I’m excited about the company and the business, and I would really appreciate your help. The next time you hear of someone who’s thinking of making a move, would you do me a favor? First, would you tell them about me? Second, would you pick up the telephone and tell me about them? I’d really appreciate it! I’ll send you some of my cards in the mail tonight. Let me make sure I have your current information. (Verify address and email information.) By the way, Tom, who do you know who might be planning on buying or selling real estate? Thank you again, good-bye.
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
OBJECTIONS
LEARN DIALOG FOR COMMON OBJECTIONS
EXPIRED
UNDERSTAND THE MINDSET OF AN EXPIRED
WORK THEM EVERY DAY
SET UP A PLAN
CALL, WRITE LETTERS
FOLLOW UP
OBJECTIONS
LEARN DIALOG FOR COMMON OBJECTIONS
FARMING
select a geographic area
select a niche market
make a plan
follow up
SELECTING AN AREA
know your area – preview all listings
know your competition
local ordinances, HOA regulations for subdivision
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
JUST LISTED/PENDING/SOLD
make calls around all new listings
pendings
solds
PRESENT YOUHAVE AN APPOINTMENT, NOW WHAT
DO YOUR HOMEWORK
CMA
MARKETING PRESENTATION
MAKE IT ABOUT THEM NOT YOU
CLOSE FOR THE LISTING
DO YOUR HOMEWORK
KNOW WHO THE SELLERS ARE
CHECK TAX, DEED RECORDS
CMA
WHAT GOES INTO A CMA
BEST 3 ACTIVE COMPS
BEST 3 SOLDS
BEST 3 EXPIREDS
CMA SHOULD BE THE LAST THING DISCUSSED AFTER YOUR MARKETING PRESENTATION
SEPARATE LISTING FROM PRICE
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
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
SUE LUCAS 843-997-4595 [email protected] https://www.facebook.com/techtipsandtraining