2. PROSPECT
PROSPECT EVERYDAY!!!
SOURCES OF LISTINGS
SPHERE OF INFLUENCE (SOI)
FSBO
EXPIRED
FARMING
JUST LISTED/PENDING/SOLD
3. 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
4. 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.
5. 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
10. FARMING
select a geographic area
select a niche market
make a plan
follow up
11. SELECTING AN AREA
know your area – preview all listings
know your competition
local ordinances, HOA regulations for subdivision
12. 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
16. 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
17. 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
18. 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