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Lead Generation 36:12:3

Lead Generation 36:12:3. Power Session 8: FSBOs and Expired Listings. Power Session 8. In this Power Session … Introduction Who They Are A Limiting Belief The Opportunity Steps for Working with FSBOs Steps for Working with Expired/Withdrawn Listings Putting It All Together. Page 1.

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Lead Generation 36:12:3

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  1. Lead Generation 36:12:3 Power Session 8: FSBOs and Expired Listings

  2. Power Session 8 In this Power Session … • Introduction • Who They Are • A Limiting Belief • The Opportunity • Steps for Working with FSBOs • Steps for Working with Expired/Withdrawn Listings • Putting It All Together Page 1

  3. Introduction Power Session 8 Ground Rules • Arrive on time. • Form groups quickly. • Limit side conversations. • Turn off cell phones and pagers. • Be comfortable. • Respect time. • Respect each other. • Help each other learn. • Respect confidentiality. • Have fun! Page 3

  4. Introduction Power Session 8 How You Will Learn Learning Methods • Manual • Models/Systems • Exercises/Discussion • Stories • Classroom • PowerPoint slides • KWConnect videos • Classmates/Instructor (continued) Page 4

  5. 1. Set Goals 5. Make Adjustments 2. Do Key Activities Accountability Feedback Loop 4. Evaluate Process 3. Measure Results Introduction Power Session 8 How You Will Learn Accountability Methods • Lead Generation Action Plan • Accountability Partner/Program Page4

  6. Introduction Power Session 8 EXERCISE Where You Are Today • Lead Generation Activities • My aha’s from these activities • The most difficult part of these activities • What I will do differently in the next 24 hours Time: 10 minutes Page 5

  7. You are here! Introduction Power Session 8 Why You Are Here Learn how to take advantage of a tremendous opportunity! Page6-7

  8. Introduction Power Session 8 What Will Make This a Great Training Experience Page 8

  9. Who They Are Power Session 8 Most Important Reason for Selling Home as FSBO Did not want to pay commission 51% Sold to relative, friend, or neighbor 22% Buyer contacted seller directly 12% Did not want to deal with an agent 8% Agent was unable to sell home 3% Seller has real estate license 2% Could not find suitable agent 1% Other 2% Source: “2006 NAR Profile of Home Buyers and Sellers” Page 11

  10. Who They Are Power Session 8 Expired and Withdrawn Listings What are the main reasons houses do not sell? Page 14

  11. Who They Are Power Session 8 Expired and Withdrawn Listings Main Reasons Houses Do Not Sell • Overpriced relative to the existing market • In poor condition • Not marketed well Page 14

  12. Who They Are Power Session 8 Expired and Withdrawn Listings Do Not Call Lists (federal and state) http://www.telemarketing.donotcall.gov Page 15

  13. A Limiting Belief Power Session 8 Truth You can win with FSBOs and expired/withdrawn listings by coming from contribution, establishing trust, and staying in touch. Page 17

  14. The Opportunity Power Session 8 6 Ways to Win with FSBOs and Expireds • Get the listing. • Find a buyer for the house. • Help the seller buy a new home nearby. • Refer the seller to another agent (out-of-town moves). • Meet potential customers by offering to host open houses. • Help the seller write up business if the seller finds a buyer (for a negotiated commission). Page 21

  15. The Opportunity Power Session 8 Direct Approach Dianna Kokoszka Be straightforward and ask for the business Indirect Approach Jean Grubb Let the seller self-discover the need for your services Page 22-23

  16. The Opportunity Power Session 8 Mindset Come from Contribution • Ask, “What can I do to help you today?” • Offer your expertise. • Offer services. Page 27

  17. Steps for Working with FSBOs Power Session 8 Prepare • Know what you are going to say. • Prepare materials to give them. • Create an 8 x 8 customized for FSBOs. • Set your goals. • Find them. • Organize your information on each listing. Page 29

  18. Steps for Working with FSBOs Power Session 8 Prepare Create an 8 x 8 Customized for FSBOs Touch 1 Preview property. Leave FSBO Packet. Touches 2–3 Send postcard or letter each week. Touch 4 Make a telephone call. Tourhes 5–7 Send different postcards or letters. Touch 8 Make a telephone call. Page 32

  19. Steps for Working with FSBOs Power Session 8 Prepare Gene Rivers’ postcard subjects • Price 5) Showing • Condition 6) Price Reduction • Competition 7) Marketing for Just Reduced • Marketing 8) What Do I Do Now? Page 33

  20. Steps for Working with FSBOs Power Session 8 EXERCISE Write questions, statements, information of value, or scripts you can use for eight FSBO contacts. Time: 10 minutes Page 34

  21. Steps for Working with FSBOs Power Session 8 Take Action Practice scripts and handling objections so you’ll have confidence in yourself and you’ll know what to say. Page 36

  22. Steps for Working with FSBOs Power Session 8 Follow Up • Put leads in your database. • Implement an 8 x 8 marketing action plan. • Send a thank-you for referrals. • Follow up until they list or sell. Page 46

  23. Steps for Working with Expireds Power Session 8 Prepare • Know what you are going to say. • Prepare materials to give them. • Create an 8 x 8 customized for expired listings. • Set your goals. • Find them. • Check the Do Not Call list. • Organize your information on each listing. Page 47

  24. Steps for Working with Expireds Power Session 8 Prepare Create an 8 x 8 customized for expireds Day 1 Call and deliver an expired packet. Day 2 Make a telephone call. Day 3 Send a postcard or letter. Day 4 Make a telephone call. Day 5 Send a marketing statistic or special report. Day 6 Make a telephone call. Day 7 Promote your marketing plan. Day 8 Make a telephone call. Page 49

  25. Steps for Working with Expireds Power Session 8 Take Action Practice scripts and handling objections so you’ll have confidence in yourself and you’ll know what to say. Page 50

  26. Putting It All Together Power Session 8 EXERCISE Call FSBO and Expired Listings • Instructor demonstrates calls. • Agents make calls. Time: 30 minutes Page 57

  27. Putting It All Together Power Session 8 Power Session Aha’s What did you learn and what are you going to implement or do differently? Page57

  28. Putting It All Together Power Session 8 Your Lead Generation Action Plan • Think about the role prospecting to FSBOs and expireds will play in your prospecting activities. • Enter your current and future goals on the worksheet in your manual. Page58-59

  29. Putting It All Together Power Session 8 The 3-Hour Habit • Time block 3 hours every workday before noon. • No skipping. If you must erase, then you must replace. • Allow no interruptions (unless they truly are emergencies). Page 60-62

  30. Thank Youfor Being Here! Don’t forget your evaluations!

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