Six Tips to Close Buyers NOW. A Real Estate Agent s Guide to Generating More Business Today

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1 Six Tips to Close Buyers NOW A Real Estate Agent s Guide to Generating More Business Today

2 Table of Contents Overview Buyer Business Now Generate Buyer Leads and Get Them to Write Acceptable Offers Tip 1 Expireds Are Buyers Find New Buyers through Expired Listings Tip 2 Calling Around New Listings Find New Buyers by Engaging a Property s Neighbors. Tip 3 Revisit & Recycle Older Leads Make Fresh Clients Tip 4 The Referral Game Contact Your Database for Referral Business Tip 5 Lead Incubation Drip Campaigns Establish Trust and Interest Tip 6 Tempting Offer Helping Buyers See the Value of Writing Their Best Offer Resources Helpful Links Services and Companies You Should Know

3 Buyer Business Now There s an old adage in real estate, You ve got to list to last. When the market was hot, the key to making more revenue was to get the listings, because there were plenty of buyers in bidding wars. Today s challenging economy and normalized market in many areas means if you want to get revenue coming in the door, then it s worth your time to focus on how to get more buyers, and ones motivated to take action. This report will give you several tips on getting more buyers to work with, as well as a technique for getting them to write acceptable offers that sellers will be willing to take.

4 Make the Most out of Expired Listings Many agents approach the sellers of Expired listings to attempt to re-list the property. Did you know that many of those sellers are making a local move, and will need to buy? It s important to understand that the agents who do call the day the seller s property shows up on the agent s hot sheet from the MLS will be saying the same thing: Do you know why your home hasn t sold? (continued)

5 Asking why puts the property owner into a defensive posture, and creates a negative environment where earning trust is challenging. Try this alternate approach instead: Call only those sellers whose property has been off the market for at least 30 days. They will have had time to reduce their frustration and anger with their prior agent and may be more ready to give you a try. When calling, use the following dialogue: Mr./Ms. Seller, it s been [30] days since your home withdrew from the market. May I ask what your plans were if you did get the home sold? (continued)

6 This approach gets the person looking toward the future again; it s a place of hope, and gets them thinking about possibility. (By contrast, discussing why their home didn t sell causes them to look backward with regret.) Your next step: Share with them the benefits of being represented as a buyer instead of having the agent tied to the seller Ask for the opportunity to help them find a home. Put them on your automated property search system and close for an appointment.

7 Calling Around New Listings Sometimes the more obvious opportunities are the least acted upon. Leverage the knowledge that most people would like to have an influence on who their neighbors are, and use the following script to call around a new listing you have personally acquired, or a new listing in a price range or area you d like to be doing more business in: (continued)

8 Mr./Ms. Neighbor, I m calling to let you know the details of the home in your neighborhood just listed at [address]. Who of your friends and family might want to live closer to you? Who doesn t want to pick their own neighbors, after all? The combination of humor and engaging those neighbors in the process will bring you contacts to convert.

9 TIP THREE: Revisit Those Older Leads You have a potential gold mine in the leads that called into your office from a yard sign over the past quarter, or even the past year. Structure this as a follow-up call with the following dialogue: Hi, you called our office once requesting information on a home for sale. I wanted to follow up with you and see if you bought a home or if we could still be of any service?

10 This is an opportunity for you to review their needs, identify what type of property they re looking for, and get them into your automated property notification system. If they ve already bought, don t throw them away. Ask permission to stay in touch, and then add them to your ongoing drip for past clients; they may need to sell someday, and they certainly will encounter other folks needing to buy or sell.

11 TIP FOUR: Contact Your Database The single best source of business you have is the repeat and referral business waiting in your past clients and customers hands. Reach out to them with a call, sharing a specific goal that you d like their help in achieving: "Hi [First Name]! This is [Your Name]. I was wondering if you could help me with something? I'm committed to helping 50 people get into new homes this year. When you hear of someone looking to purchase a home will you give me a call?" (continued)

12 The rest of the call is seeing how they're doing and recording notes in your database for your next call to them. Follow up your phone call with a personal, handwritten note thanking them for keeping you in mind. Add two business cards and a p.s.: p.s. I ve included two cards one for you and one to give the next person you hear of that needs to buy or sell a home!

13 TIP FIVE: Implement a Drip Campaign Write and deliver a strong drip campaign that includes the following: something of value to the prospective buyer: information on inspections, links to area resources, or a description of part of the home buying process a call to action: call you to set up an appointment, click to read a report, or end the with a question that elicits a response from the reader: What else might be helpful to you during this process? (continued)

14 Remember that many buyers are in the process for an extended period of time; their search may start on the Internet and conclude with a purchase as much as a few years from the start of the process. Enhance the drip with periodic phone calls based on the prospect s urgency to buy weekly for highly motivated buyers, and less often (but consistently) for people not buying for six months or longer.

15 TIP SIX: Helping Buyers to Write Their Best Offer If you ve been in the business any length of time you ve likely encountered buyers who want to write a lowball offer on a property. You now have the responsibility to help them understand current market values and why sellers tend to reject extremely low offers instead of countering them. (continued)

16 Use illustrations to help your buyers understand the importance of writing their best offer: Mr./Ms. Buyer, if someone offers you a piece of cake, you may be inclined to say No Thanks. If instead, they cut a piece of cake, put it on a plate with a fork and slide it in front of you, chances are you re going to take a bite. We need to make your offer that tempting.

17 It s In Your Hands You ve received several tools to generate buyer business today, as well as helpful tips on keeping new buyer leads engaged until they re ready to buy, and getting buyers from just looking at properties to writing an offer the seller will be too tempted to pass up. We hope you find this information not only useful, but actionable in your business now. Ultimately, it s in your hands to choose what you use, and get going.

18 Live Training: Real Estate Masters Guild s Mastery Workshop: visit for upcoming locations and dates One-on-One Coaching: Skills Mastery is a lifelong process; engage a business coach to keep you growing! Call or to schedule your free 15 minutes of coaching. Great Book on Referrals: (7L) The Seven Levels of Communication: Go From Relationships to Referrals by Michael J. Maher can be purchased at Real Pro Systems: Real Estate Website provider with built-in drip system. RealProSystems.com

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