Working With Sellers
Published on Nov 20, 2015
A step by step plan for real estate agents to work with Sellers - from attraction, to listing appointment, to closing and beyond. Learn how to create and implement plans that work.
Includes sphere building, geographic farming, listing presentation, negotiations, and post-close follow-up plans.
MORE DECKS TO EXPLORE
PRESENTATION OUTLINE
Finding Sellers
- Sphere of Influence
- FSBOs
- Expired Listings
- Geographic Farms
Sphere of Influence
Contactually Is Your Friend
Contactually
- Connect all emails
- Use default buckets
- Bucket Past Clients first
- 5 contacts per day
Your Sphere
- A - Top 10-20 Rock Stars
- B - Great folks that will refer you business
- C - Don't have the sales mindset - minimal referrals
Your Rock Stars
- Highly personalized touches all year
- Concierge List
- Memorable experiences
Simple but Memorable
Gift EVERYONE that refers business!!!
Items of Value
- Updated CMA
- Community Events Calendar
- Home Maintenance Checklist
- List of Your Favorite Service Providers - Restaurants, Shops, etc
Build Your Sphere
Add 3+ People Per Week
For Sale By Owner
- Motivated Sellers
- Saves Prospecting Time
- Easy to Find Information
- You'll Get Them More Money!!!!
Expired Listings
- Motivated Sellers
- Willing to Work With Agents
- You Bring a Fresh Approach and Professionalism
Increase Your Listing Inventory
Build Clientele and Name Recognition
Grow Your Farm
- Area of 250 - 300 Homes
- Area That You've Worked and/or Want to Work
- Develop a Plan
- IMPLEMENT
Direct Mail
- Not Sexy, But It Works
- Trackable
- Cost Effective
- Efficient
- Expandable
2 - 3 TIMES PER MONTH
market updates
just listed / sold
community events
CB national campaigns
Use Brand Equity
Build Recognition and Trust
Be Consistent
Timing, Look, and Message
Cost Breakdown
- 300 homes
- $.68/piece (XpressDocs)
- Twice Monthly
- $408 per Month
Assumptions
- NAR Report 7-9 Years
- 33 Opportunities for Sales
- Sales Price $300,000
- Commission 2.5% = $7,500
- 70/30 Split = %5,250
What Direct Mail Does
- Produce Inventory
- Efficiently Place Resources
- Consistency of Net Income
- Continued Growth of Income
- Establish LONG TERM SUCCESS
Two Part Presentation
Your Best Case Scenario
Pre-Listing Packet
- History and Market Presence
- Global Brand
- Previews (if applicable)
- Market Stats and Graphs
- Seller Services Guarantee
- Resume and Testimonials
- Showing Checklist
First Appointment
Your Time to SHINE
Build Rapport
Tour the Home
Marketing Plan
Sell Your Services
LISTEN
Second Appointment
Pricing and Paperwork
What to Bring
- Market Analysis
- Staging Checklist
- Listing Agreements
- Strong Backbone
Process the Listing Paperwork
Prepare the Listing
to Market
Untitled Slide
Photo by ryanmilani
Getting Leads From Your Listings
Don't Forget ... They're PEOPLE
Sign Calls
Open Houses
Online
Referrals
Effective Open Houses
- Invite the Neighbors
- Give-Aways / Prizes
- Proactive Greeting
- Create Conversation
- Smart Marketing and Signage
- LISTEN
Working With Offers
From Presentation to Closing
Negotiation
- Prepare Sellers for the Process
- Working With the Buyer's Agent
- Presenting the Offer
Inspection & Repairs
- Sellers will take things personally
- Meet face to face
- Work with Buyer's Agent
- Focus on the major items
- Time is of the essence
- Do the right thing
Photo by Squire of Cydonia
