Getting Sellable Listings that create market presence, buyer leads, and additional referral business.

Transcription

1 Getting Sellable Listings that create market presence, buyer leads, and additional referral business. Presentation and handouts available for download at:

2 Moderator The Shane T. White Team RE/MAX Town & Country Liberty Hill, TX featuring Only Orly Team Coldwell Banker Residential Ringwood, NJ The Linda Hall Team Century 21 Fort Mill, SC RE/MAX Stars Realty Mt. Vernon, OH

3 What are the experts doing to generate listing leads and listing opportunities? Farming Past clients/soi Expireds FSBO Websites Short sale/reo

4 Reasons for why I am the best choice for listing your home demonstrating your house selling expertise Collecting the Necessary Property & Owner Info Pre-Listing Package CMA s

5 Getting the listing agreement signed (if you want it) 1 step or 2 step Appointment location Pricing How do you get the property priced correctly? To take the listing or not

6 After it s listed, how will you distinguish your service above other Realtors? What happens after listing is signed Checklists/procedures to process listing In-house or Virtual Assistant Staging Pre-Inspection Photography

7 Getting the property in front of buyers eyes Website Flyers Direct Mail Social Media Listing Syndication IVR Text For Info QR Codes

8 Keeping the seller informed of their home s status Feedback systems Market updates Activity reports (Realtor.com, ListHub, etc.) Price Reductions? What time frame? How often are you touching your sellers

9 The Linda Hall Team Century 21 Fort Mill, SC

10 Market Snapshot Market Snapshot Market Snapshot from Top Producer You can use this program to your advantage to attract sellers. This program is also a great tool for keeping your present sellers aware of the market.

11 Social Media Networking - Facebook

12 Pre-Listing Package Contents Stage Your Home Price It Right Get It Sold

13 Home Staging Furniture Placement Weak Points Colors The Rest

14 Pre-Listing Package Contents Price on Target To select a price that is right on target and generates offers.

15 Pre-Listing Package Contents Your Marketing Plan Tell the sellers why your marketing trumps other agents marketing.

16 Pre-Listing Package Contents Important Items to Consider The Linda Hall Team has sold and closed over 80% of their listings in Our Average list to sell ratio is 95.4%

17 Pre-Listing Package Contents Social Media Links Another way sellers can communicate with you.

18 Pre-Listing Package Contents Testimonials Past clients love your service. Let them share it with your prospective clients

19 Market Shard Totals

20 Market Share Totals

21 SEO Flyer Have a SEO flyer to show prospective sellers where you rank on the Internet sites. That way they can see how their home gets found by using you as the listing agent.

22 Have neighborhoods on your site so that you can again put reviews on the neighborhoods that show how sellers were pleased with your performance. Sellers in the neighborhood will also read them. Neighborhoods

23 Website

24 Website Sprinkle testimonials through out your site to show market dominance and credibility.

25 Listing Syndication Where will a seller s home be seen?

26 Only Orly Team Coldwell Banker Residential Ringwood, NJ

27 Branded Print Marketing Letterhead Business Card Logo Postcards Envelope Mailing Label

28 Brochure CD Cover Branded Print Marketing Newsletter Marketing Page

29 Branded Giveaways

30 Social Media Networking - Twitter

31 Client Appreciation/Networking Events

32 Postcards

33 Postcards

34 Pre-Listing Package

35 Pre-Listing Package Contents Your Resume What is your experience & what makes you better than your competition Designations/Affiliations Accomplishments Values Philosophy

36 Pre-Listing Package Contents All the things a single agent has to focus on.

37 Pre-Listing Package Contents Introduce Your Team (if you have one) Delegation of tasks to team members can complicate the process, but can deliver higher quality service for your sellers

38 Pre-Listing Package Contents Seller Guarantee

39 Pre-Listing Package Contents Staging Advice You only get one chance to make a first impression.

40 Pre-Listing Package Contents Pro-active marketing We market your home through an assortment of means

41 Pre-Listing Package Contents Your Listing Marketing Plan What every seller can expect us to do for them.

42 Pre-Listing Package Contents Role of a Real Estate Agent in Pricing The market determines a home s value

43 Pre-Listing Package Contents Pricing Guidelines The value of your home is determined by what a BUYER is willing to pay in TODAY S MARKET based on COMPARING your home to others currently on the market for sale.

44 Pre-Listing Package Contents Your home as seen by There are many viewing perspectives in the real estate market.

45 Pre-Listing Package Contents Pricing Your Home to Sell Real estate pricing is subjective. We help set an asking price.

46 Pre-Listing Package Contents Price on Target How close is your asking price to what buyers think your home is worth?

47 Pre-Listing Package Contents What your home is/is not worth Seller s tend to have an emotional involvement. Their home may not be worth what they believe it is.

48 Staying in Touch with the Seller Does your home for sale have a heart? Making your home attractive to buyers

49 Staying in Touch with the Seller Purpose of Feedback Interpreting what a showing agent says and what they mean by it.

50 Staying in Touch with the Seller Thoughts on Pricing Information on pricing and a home s value.

51 RE/MAX Stars Realty Mt. Vernon, OH

52 What is your goal?

53 Bigger Piece of the Pie

54 The Market is More Challenging

55 Home sales are down 5 years in a row

56 Make More Listings / More Sales

57 GOAL: Close 50% of Our Own Listings in House We have both buyer & seller side

58

59 The GOAL: Get on Base

60 Get More Salable Listings

61 IMPORTANT: Educate Clients Reality of the Market

62 Get Buyers To Purchase NOW

63 Lead Generation for Listings

64 Website Marketing

65 KnoxCountyOhio.com 370,674 page views in 2011

66 AppleValleyOhio.com SamMiller.com

67 Bank Owned Sellers register for homes Sellers looking for deals Get seller raising their hands

68 Homes by Sellers register for homes by Searches homes online 2-3 months Homes by makes connection Drip system is very important I use Real Pro Systems as my drip

69 Zillow Paid Account Listings Show Up Before Competitors & Contact Form

70 Trulia Paid Account Listings Show Up Before Competitors & Links

71 Print Marketing WORKS!!!

72 Direct Mail WORKS! Just Listed Cards (photo & price) Just Sold Cards (photo & sold price) Home Sales Report (quarterly & annual)

73 Homes Magazines WORK! Competitors are pulling out Less Competition in print Your message stands out

74 Pre-Listing Routing

75 Consumer DVD David Knox

76 Printed Questionnaire

77 Online Forms

78 Sam Miller 1 Step Listing Appointment at the home

79 Listing Process

80 I go on every listing appointment

81 Marketing specialist takes over once I take the listing Photos, virtual tour, measure, sign brochure box, MLS & marketing

82 Video Market Reports

83 Automated CMA Reports by

84 New Listing Alerts for Sellers

85 Increase Website Traffic

86 Above Graph Website Traffic for KnoxCountyOhio.com Above Graph Website Traffic for KnoxCountyOhio.com

87 Keep Visitors on the Site Longer Take them beyond 1 listing and show them groups of listings

88 The Power of Tag-Based Listings

89 The Magic of Tag-Based Listings

90 Examples of Homes by Community Tags

91 Examples of Homes by Community Tags

92 Examples of Homes by Community Tags

93 Examples of Homes by Community Tags

94 The Reality of the Market

95 Fewer Homes Are Selling Today

96

97

98 Sam Miller s Pricing Clock

99 Sam Miller s Pricing Clock

100

101 Listing Follow Up Showing Feed Back Real Pro Systems Market Updates Weekly reports TourFactory Report via REALTOR.com report printed home search competing homes Automated CMA Price reduction Based on time, number of showings & competition

102 Buy This Book

103 Book About Change

104

105 Q & A Presentation and handouts available for download at: