1 The Sales Mastery Series for Real Estate Professionals with Mike Ferry The Decision How many deals do you want to do per month, this year, next year, and the year after? How much money do you want to earn? How big a producer do you want to become? How long do you want to stay in the business? 1. Help you learn the skills required to become a very productive real estate person. What skills do we have to know and learn to make ourselves achieve the goals we ve set based on the decisions that we re making? 2. Help you make enough money to make this business worthwhile then make a lot of money.
2 The Decision Page 2 Everything about our business of real estate revolves around money: Sellers sell their home for money, to take cash out, and make money. Buyers buy homes with money. Your mortgage company is lending money. Your broker is in business to make a profit, which is money. You re in the business of earning money. What does a person have to do to increase their earnings and/or their income? The money you earn is a direct reflection of the service you offer other people so, the higher the quality of service extended, the more money you get back in return. 1. Have you learn the skills of top producers. 2. Will you make the decision to learn the skills required so you can earn the money you want? 3. Enjoy the experience.
3 The Decision Page 3 The Decision How do you plan to build your business? How do you plan to find the business you re going to have? How do you plan to acquire business so you can become a successful real estate person? 3 Ways to Get Business 1. Buy the business 2. Wait for the business to find you 3. Go out and earn it 1. Buying business a. Do you want your ego satisfied? b. Do you want to have a higher profit margin for yourself, your family, and your future? 2. Wait for business to find you a. The industry teaches us how to WAIT, because they don t want to teach us what we have to do to earn business 3. Go out and earn the business a. Should I buy business? b. Should I wait for business to find me? c. Am I going to aggressively go out every day and find people who want to buy and sell?
4 The Decision Page 4 ARE YOU A SALESPERSON? Going out to find business earning it is the hard decision to make. It requires you to learn how to prospect; Learn scripts and dialogues and you practice them; You talk to people you don t know and you get rejected all the time; Business always comes to you at a very minimal cost. 1. Am I going to buy it, wait for it, or earn business? 2. What goal do you have for the next 12 months in terms of business? If you re in the business less than 6 months, set a 12-month goal of transactions for anybody else ADD transactions. How many transactions are you going to do in the next 12 months?
5 The Decision Page 5 The Decision Determining your motivation for being in this business. For working every day; For saying, I m a real estate salesperson. Determine the motivation that you have, if you have the motivation. How do you determine an agent s motivation in terms of what they have to sell? Determining motivation is a critical process. Motivation is not difficult to figure out.
6 The Decision Page 6 The Greatest Motivators of Mankind: 1. Recognition 2. Security 3. Money If your motivation is recognition: Learn how to sell, do the deals, create the reputation, and learn the skills to make the money, so you can get the recognition you want. If your motivation is security: Develop a long-term business relationship with thousands of people, so you can have long-term security in this business. If your motivation is money: Breaking even is not going to motivate anybody to make a lot of money but a lot of money is what you can do beyond what it takes to live. When you determine the motivation, then you ll determine how much money you want to make.
7 The Decision Page 7 Do you want to become a high-volume agent As a listing agent? As a showing agent? Working with a big team? Working with a small team? Become good at listing property and control your income and your net profit. How do you want to keep track of your business? The number of deals you do is a fair measurement of your business. Do you want to be recognized for Gross volume? Gross income? Number of transactions you do? To become highly profitable, you have to base it on the number of deals that you do. Do you want to have money that you earn and keep or satisfy your ego?
8 The Sales Mastery Series for Real Estate Professionals with Mike Ferry Handling Objections The PPC Process P: Prospect P: Present C: Close The stronger I present to any prospect, the more apt I am to close them to buy a home or to sell their home. How well do you present yourself? Knowledge = Confidence Ignorance = Fear When you become a master of the presentation, you have the confidence to prospect all day long because you can t wait to tell your story.
9 Handling Objections Page 2 An objection is a question in the mind of a customer or a prospect that remains unanswered. A condition is a statement of fact that I can t do anything about. A question in the mind of the customer that remains unanswered that s the objection. Usually, an objection comes from a person who wants to do something with you. Remember an objection usually comes from someone who wants to work with you but has a couple of simple questions that need to be answered. This thought should get you excited about responding and proceeding!
10 Handling Objections Page 3 Learn to recognize that, at times, the prospect will simply bring an objection to create conversation. Often, objections are used by the customer simply to slow the process down. If you pre-qualify, and you re strong on your presentation, you ll eliminate most objections before you even get them. There are a limited number of objections a seller is going to give you. Instead of being afraid of them, learn the answers.
11 Handling Objections Page 4 Finding the Answer to an Objection You have to, at some point, learn the answers. How you do that is: Take one objection per week, write an answer that makes sense, and spend the next couple of days practicing and role-playing until you re comfortable with it. Always agree, always smile, always nod your head, and never argue when they give you an objection. NOT ARGUING is critical because it puts the client on the defensive and closes the possibility of getting a contract signed.
12 The Sales Mastery Series for Real Estate Professionals with Mike Ferry Closing & Negotiating 4 Basic Premises for Living a Great Life: 1. Always show up 2. Always pay attention 3. Always tell the truth 4. Never be attached to the outcome Closing is nothing more than a natural ending to a GREAT presentation! If you follow the listing presentation verbatim and you re sitting in front of a pre-qualified, motivated seller the close is simple. Always assure that they re going to sign the contract at the end of the presentation. You can make this assumption by following the scripts, by nodding and smiling, and staying on track. Almost every agent considers themselves to be a strong closer and negotiator but, most are not because they don t have good sales skills.
13 Closing & Negotiating Page 2 Being good at closing and negotiating is so much more about the presentation, your attitude, your enthusiasm, your confidence, your belief in what you re doing than it is strong words. When you re negotiating and closing, look carefully at both sides of the transaction. Emotions are almost always the area that gets agents in trouble when they re closing and negotiating. Controlled emotions are an asset. Uncontrolled emotions are a liability.
14 Closing & Negotiating Page 3 If you want to close effectively, if you want to negotiate better think about the buyers and seller s motivation, what they are trying to do, instead of your own. The biggest challenge in this process of closing and negotiating is always the word: EGO Don t be attached to the outcome. Strengthen that presentation and all negotiations take care of themselves.
15 The Sales Mastery Series for Real Estate Professionals with Mike Ferry Working with Buyers 1. Every buyer has to be qualified by a lender if there is any kind of financing involved NO EXCEPTIONS 2. YOU HAVE TO pre-qualify them in terms of their motivation and the kind of home they want to buy. 3. Types of buyers to work with: Past clients and/or centers of influence who are highly motivated, highly qualified, who want to buy a. May I tell you how I run my business? b. My lender will call you today and answer all your questions and pre-qualify you 100% on the financial side of this business. c. Once the lender has talked to you and answered all your questions then you and I are going to meet either again, on the phone, or in person and I have a series of questions I would like to ask you regarding the type of home you want to buy. d. Because I preview homes continually, I m going to select the 3 or 4 best homes that meet your needs and I m going to show them to you.
16 Working with Buyers Page 2 e. I ll then ask you to buy one of those 3 or 4 homes at the list price or at fair market value and we ll write a contract on the property at that time. f. Once we ve done that, I ll then present the offer to the seller and, if accepted, you and I will work together to get this thing closed. g. We re going to use the affiliate services that I choose who will give you the best service. h. Do you still want me to find you a home or would you prefer that I find you another agent? The more time that passes as you work with a client, the less confidence they have in you.
17 The Sales Mastery Series for Real Estate Professionals with Mike Ferry The Real Estate Test The 16 Skills you need: 1. Managing Your Time 2. Prospecting for Sellers and Buyers 3. Working Past Clients and Centers of Influence 4. Pre-Qualifying 5. Lead Follow-Up 6. The Listing Presentation 7. Pricing Property 8. Handling Objections 9. Closing and Negotiating 10. Working with Buyers 11. Tracking Your Numbers 12. Practicing Scripts and Developing Skills 13. Business Planning 14. Customer Service 15. Mindset 16. Money Management and Profitability
18 The Real Estate Test Page 2 Score yourself on each skill: 1 10 (1 = worst; 10 = best). If you score: 0 75: Study all the programs 1 hour per day, 5 days per week, for 6 months : Focus on the skills you cored lowest on for the next 90 days. If you re doing a good volume of business, pick out 2 or 3 skills that, if you mastered them, you could really propel your business to a much higher level.
19 The Sales Mastery Series for Real Estate Professionals with Mike Ferry Time Management for High Volume Realtors The number one problem among agents is time management and it s a problem because: o We re independent contractors o There is not enough accountability in our business o Time Management is not taught in this business To manage your time more effectively You have to learn to treat what you are doing as if you had a real job.
20 Time Management Page 2 The 6 Points of Effective Scheduling 1. Treat what you do as a real job; create a schedule that makes sense. 2. Identify what the priorities are that you need to have to make you accomplish the goals you ve set. 3. Never let anybody or anything take you off your schedule. 4. A lack of personal motivation always creates a time management problem. 5. Key point: Either I control my time and my schedule, or somebody else does. 6. Keep your schedule in a place where everybody can see it. Accountability is critical.
21 Time Management Page 3 The 3 Parts of the Real Estate Day 1. Morning Routine: What you do from the time you get up until around noon. 2. Early Afternoon Routine: What you do from 12 o clock until 3 p.m. 3. Presentation Time: What you do from 3 o clock until you go home.
22 Time Management Page 4 Make New Habits Set Clear Goals 1. Setting a schedule is creating a new habit. New habits do not come easily 2. If you aren t real clear as to what your goals are and what your motivation is and what you want to accomplish if you aren t real clear as to what you want to have happen... It s probably NOT going to happen! Remember the schedule you set has to be designed around you, your life, and your goals. KEEP YOUR SCHEDULE SIMPLE AND WORKABLE
23 The Sales Mastery Series for Real Estate Professionals with Mike Ferry Prospecting Make a list: Every LISTING you took Every SALE that you had Predictable Duplicatable If you can t duplicate the results and the response of an activity, don t repeat this activity! If you source your business, you can determine if you can predict and duplicate your business activity. Challenges to Prospecting 1. We have not been taught how to prospect. 2. We don t know what to say. Never ask a question that doesn t start with who, what, when, where, why, or how.
24 Prospecting Page 2 Hi, my name is Mike. When do you plan on moving? How long have you lived at this address? Where did you folks move from? How did you happen to pick this area? If you were to move, where would you go next? When would that be? Not knowing how to prospect is an issue. Not knowing what to say is an issue. 3. We have poor work habits. 4. We can t handle rejection, acceptance, or embarrassment. Rejection Acceptance Embarrassment 5. We don t track our numbers.
25 Prospecting Page 3 Methods of Prospecting Past Clients Centers of Influence For Sale by Owners Expired Listings Just Listed and Just Sold Phone Calls Just Listed and Just Sold Cold Doors Agent-to-Agent Referrals Sign Calls or Ad Calls Cold Calls by Phone or Cold Doors Current Client Referrals 800 Call Capture System Affiliate Referrals Direct Mail Open Houses Floor Time Relocation Services Farming Scheduling and prospecting become the critical factors in making your business work. To make the process of prospecting easier, call a past client or center of influence first. Remove distractions to your prospecting effort.
26 Prospecting Page 4 The key to prospecting is to master: REPETITIOUS BOREDOM. Practice scripts and dialogue daily. I can t let somebody else s response, while I am doing my job, determine my future.
27 The Sales Mastery Series for Real Estate Professionals with Mike Ferry Working Past Clients and Centers of Influence The 10% Rule Centers of Influence Neighbors, friends, family, Christmas card list, personal phone directory, people you do business with on a regular basis, people you ve known through your children, your schooling, education, job, your former jobs, your spouse and their jobs, social situations, clubs, Chamber of Commerce, church groups, golf clubs. The Centers of Influence 10% Rule If you work with these people over a given period of time, and you work with them with a great sense of accomplishment, and a sense of appreciation, and a sense of service, and a sense of value in what you talk to them about. 10% of that group on your list will give you business every year, either from themselves or people they know.
28 Working Past Clients and Centers of Influence Page 2 Take every transaction you have ever done, and put their name, address, and phone number in a file. Take everybody that you know, everybody that you have met, and accumulate the largest list possible. The key to start is to: BUILD THE LIST Set a goal to have between 250 and 500 names in your file within one year to 18 months. Divide the names in your list into three categories: A. Those people who will give you business on a regular basis if you ask. B. Those people who would give you business if you asked. C. Those people on the list who you don t like and probably don t like you Get rid of them!
29 Working Past Clients and Centers of Influence Page 3 We must define in detail the services we provide if we want them to feel comfortable giving us referrals long-term. If you re going to work your past clients and centers of influence, you can t be afraid to take charge and be in control. That s what people want and that s what they will pay for and they will refer people to you if you will take charge and take control Always Tell Them the Truth! You have to prove that you are willing to outwork the competition. You have to talk to everybody on your list four (4) times a year and mail them four (4) times a year. Scheduling and prospecting become the critical factors in making your business work.
30 Working Past Clients and Centers of Influence Page 4 To make the process of prospecting easier, call a past client or center of influence first. Re-establish the relationship with the ones you haven t talked to in a while. You need to be very specific when you ask for referrals. Determine which people are most likely going to give you referrals based upon the service you offer and the relationship you have.
31 The Sales Mastery Series for Real Estate Professionals with Mike Ferry The Pre-Qualifying Process 1. Pre-qualifying 100% of your prospects before you go on a presentation no exceptions! 2. Use 100% of the pre-qualifying questions no exceptions! Why do agents have to pre-qualify all of their prospects before going on a presentation? A. Pre-qualifying allows you to set some standards for those you want as customers. B. It gives you control and shows your level of professionalism. C. Pre-qualifying eliminates unmotivated people or people that want too much for their property. D. Pre-qualifying identifies the objections you get before you go on the presentation. E. Pre-qualifying saves you time on your presentation.
32 The Pre-Qualifying Process Page 2 What happens to agents that don t pre-qualify? If you don t pre-qualify, you spend a lot of time frustrated with yourself. Agents that don t pre-qualify take too many overpriced listings, or listings for short periods of time. You work too many non-income hours if you don t pre-qualify. Agents that don t pre-qualify get frustrated, don t prospect, and therefore, miss a lot of appointments. When an agent pre-qualifies, they focus on activities that lead to income.
33 The Pre-Qualifying Process Page 3 Creating income real estate: Prospect Lead follow-up Pre-qualify Go on presentations Negotiate contracts When an agent pre-qualifies, they have fewer clients, fewer problem clients, and more business. 1. If what I say makes sense and you feel comfortable and confident that I can sell your home are you planning to list your home with me when I come out on? 2. Are you planning to interview more than one agent for the job of selling your home? 3. Tell me again where are you moving to? 4. How soon do you have to be there?
34 The Pre-Qualifying Process Page 4 5. When I see you how much do you want to list your home for? 6. As a professional real estate agent, I study homes and prices everyday therefore, I assume you ll list with me at a price that will cause your home to sell correct? 7. How much do you owe on the property? 8. Have you ever thought about selling it yourself? 9. Have you ever thought about selling it yourself? 10. Will you help finance the home for the buyer, or do you want to cash out? 11. Would you please describe your home for me? 12. I ll be sending over a package of information will you take a few moments and review it? 13. Do you have any questions before I show up on? 14. So you know, our meeting should only take between five to twenty-five minutes is that ok?
35 The Sales Mastery Series for Real Estate Professionals with Mike Ferry Lead Follow-Up A lead is a person, buyer or seller, who will sign a contract within seven (7) days. For You: How do you define a lead? If you re going to become a high producer you have to define and set standards for yourself as to What you re going to do. How you re going to do it. When you re going to do it. Why you re going to do it. If you don t have standards for yourself and your business You don t have a business! There are people that buy real estate and sell real estate everyday in your community; in your town YOUR JOB is to find them.
36 Lead Follow-Up Page 2 You could sell a home everyday if you re willing to do two things: A lot of prospecting A lot of good lead follow-up Each week, take a careful look at the leads you have, and see how many will sign a contract within seven (7) days. A. The shorter the definition that you have for a lead, the more motivated you are to call the lead. B. The shorter the definition you have for a lead, the more you re going to look for people that meet that definition. I can only find that which I am looking for. If I m not getting a substantial amount of my business from my lead follow-up, then I m not doing a good job of lead follow-up. Number of leads that will buy or sell in the next seven (7) days x your average commission = your weekly earning potential
37 Lead Follow-Up Page 3 How many times per month can you afford to have your commission check going to somebody else, because you didn t have a good definition of a lead and good lead follow-up? Most agents have too many leads and the disadvantages of having too many leads are the following: A. The bad leads hide the good ones from you. B. If most leads are not good leads, the urgency for lead follow-up diminishes. C. It s a waste of time to be tracking and calling people on a regular basis who are not going to be moving in the near future. FEARS If we really define what a lead is, then we stick with that standard and we throw leads away: our fear is that we will not have anybody to talk to. If we ask everybody for their motivation, and they don t have any motivation, then of course, we don t have a lead, so therefore, we have nothing to do.
38 Lead Follow-Up Page 4 Are you willing to commit to: The schedule from before? The prospecting from before? The past clients and centers of influence work which you have to do from before? The pre-qualifying? Are you willing to commit to: Do all the things that are required to make this happen for you, so you can then define your leads the way you want and make the leads work in your favor.
39 Lead Follow-Up Page Rule When you call on the phone and it rings 3 times, hang up. When you have called a lead 3 times and cannot reach them, get rid of the lead. If you call 3 times, talk to them 3 times and can t get an appointment, get rid of the lead. Get rid of this thought: I can take a non-motivated person and through long-term lead follow-up, make them motivated to want to sell their home. Lead follow-up is technically just like prospecting it s a numbers game.
40 Lead Follow-Up Page 6 Lead follow-up is a numbers game: If you keep following up The numbers will work in your favor. The numbers work better in your favor if you have a selected group of people you re following up on. 1. Leads have no value, only an appointment and a signed contract has value to you. 2. Everybody has the same leads. 3. Leads do not represent security. 4. Don t overprotect your leads, since everybody has them. The higher the quality of the lead that you have, the less time you spend working on it. There are two key questions to ask every lead: 1. Do you still have to sell your home? 2. Can we set an appointment in the next couple of days?
41 The Sales Mastery Series for Real Estate Professionals with Mike Ferry The Listing Presentation A. Everything about the listing presentation should revolve around the seller and be very easy for the seller to understand. B. By not pre-qualifying the seller, the odds of you getting a listing signed drop by 50%. C. Anytime I m in a conversation with a seller prior to the actual appointment I m building rapport. Create for yourself a pre-appointment routine, which would include getting your mindset in order: practicing your scripts, looking and dressing professionally. Making sure you have all the proper materials prepared and be early. Remember that first impressions are critical. First impressions include everything from the clothes you have on. Part of this impression is how well you re groomed. Your hair is combed properly; your shoes are shined. The smile on your face. The strength of your handshake. How well your materials are prepared.
42 The Listing Presentation Page 2 UPGRADE EVERYTHING! Be enthusiastic and energetic during the presentation because logic makes them think. And emotion makes them act and make decisions quickly. The 5 Step Listing Process 1. Pre-qualify 100% of the prospects, 100% of the time, no exceptions. 2. Mail or deliver a pre-listing package. Pre-listing package includes: a. A list of personal references. b. A copy of your plan of action. c. A completed CMA. d. A completed net sheet. e. A completed contract. f. Your disclosure statement. 3. Call back and confirm that they have looked at your package and are prepared for your appointment. 4. Show up physically, mentally, and emotionally. 5. Use the script cards that you have verbatim. (See the website script cards.)
43 The Sales Mastery Series for Real Estate Professionals with Mike Ferry Are you in a rising market? Pricing Property Are you in a flat market? Are you in a declining market? Our success in getting listings sold starts with price and ends with price. The sooner you price it right, the faster it sells, and the smoother you business runs and the happier your clients are, and the more referrals you will get long term. To become an expert at pricing: learn to preview properties. To become an expert at pricing, have a strong knowledge of the statistics of your area.
44 Pricing Property Page 2 The decisions YOU make revolve around the fact of: Who you are as a real estate person. Who you re going to become. What kind of a reputation you want to have in the marketplace. What number of transactions you want to do. If you re a new agent in the marketplace or a new agent, pricing will become your biggest problem and, if you preview property and study the scripts that we give you, at least you will have a chance to compete. We have to understand the seller s perspective. Real estate agents: 2,400 Homes for sale: 4,000 Homes that sell per month: 400 New listings per month: 400 Months to sell a home: You re going to lose more listings because of pricing and commission than anything else.
45 Pricing Property Page 3 The hardest part about pricing is telling them the truth No matter how uncomfortable it becomes, No matter how much you re inclined not to hurt their feelings YOU VE GOT TO TELL THEM THE TRUTH! Commission lost: $2,000 Secure and service: 1,600 Total Loss: $3,600 Remember, if you get a lot of showings with no offers, the property is always overpriced. If you get no showings, the property is overpriced.
46 One Week Business Plan 1. Number of days I'm going to work: 2. Total hours of prospecting: 3. Contact goal: 4. Leads generated goal: 5. Total listing presentations: 6. Total listings taken: 7. Total listings sold: 8. Buyer controlled sales: 9. Total price reductions: 10. Number of role-play sessions: 11. Other goals... The Mike Ferry Organization
PROSPECTING: The Never Ending Challenge Special Report by Mike Ferry January 2013 2013 The Mike Ferry Organization. All Rights Reserved. In the mid-1990 s, I was invited to speak before a group of approximately
EVERY POSSIBLE WAY TO FIND A LISTING If you re reading this report today you have a basic understanding that anybody who s involved in any type of sales position knows and understands that they must participate
Six Tips to Close Buyers NOW A Real Estate Agent s Guide to Generating More Business Today Table of Contents Overview Buyer Business Now Generate Buyer Leads and Get Them to Write Acceptable Offers Tip
HOW TO GET YOUR LISTING SOLD Mike Ferry Report One When a market changes and either goes flat or starts to decline the challenge that each of us faces is getting our listings sold and satisfying the needs
The 10 Most Costly Mistakes You Can Make When Selling Your Home When you are getting ready to put your property on the market, there is a myriad of things to think about, to prepare for and to organize.
The Commission Cutting Report Why they re being cut and what you can do about it! By Mike Ferry Page 1 of 17 THE COMMISSION CUTTING REPORT Why am I writing a report of this type? Why is a report of this
You play at the level you practic Role-play your scripts daily! B patient! I'm fearless, I'm powe unstoppable! Follow the numbers RECRUITING SCRIPTS ou play at the level you practice. play your scripts
www.mastersguilduniversity.com Lead Generation I. Internet ideas to help your Rainmaker generate more business A. Email/Video B. Blogging/personal website C. Buyer lead generation online IDX integration
WarmMarket ScriptIdeas Warm Market Scripts Ideas. Schedule a time to talk with them soon after they get the information. Follow-up is the key to success. See some ideas. Speak to your upline support and
Lead Generation I. Internet ideas to help your Rainmaker generate more business A. Email/Video B. Blogging/personal website C. Buyer lead generation online IDX integration vs. MLS, automatic updates, accessibility
1. If I list my home with you and buy my next home from you, will you cut your commission? You know, I can appreciate that, and I want to be up front with you and say NO, I will not cut my commissions,
Prospecting for Business and Open Houses Fast Start Conversational Prospecting The Seven Second Presentation Will you do me a favor? I d like you to keep my card, and when you meet someone interested in
All the Right Answers Real Estate Sales Mastery Workbook Week #1 Getting More Leads Keeping Your Conveyor Belt Full Week #1 Workbook The Concept 1. CRITICAL POINT: The secret to success in selling real
SPECIAL REPORT How to Sell Your House Quickly Find out what really sells your house Discover different methods for selling Learn the advantages & disadvantages of each method Make informed decisions for
Special Report: 5 Mistakes Homeowners Make When Selling A House And The Simple Tricks To Avoid Them! 1 Special Report: 5 Mistakes Homeowners Make When Selling A House Dear Homeowner, And The Simple Tricks
mortgage Taxes HOME OWNERSHIP Credit Property Tips for Buying or Selling Your Home REAL Estate Agent Loans Home Inspection CURB Appeal TABLE OF CONTENTS Introduction... 3 Buying a Home... 3 Are You Ready
The Little Red Book of Selling By Jeffrey Gitomer Why do people buy? is a thousand times more important than How do I sell? 1. I like my sales rep. Liking is the single most powerful element in a sales
Terminology and Scripts: what you say will make a difference in your success Terminology Matters! Here are just three simple terminology suggestions which can help you enhance your ability to make your
PROSPECTING BUILDING A PREDICTABLE, PROFITABLE BUSINESS By Mike Ferry 800-448-8423 Page 1 of 21 PROSPECTING BUILDING A PREDICTABLE, PROFITABLE BUSINESS Welcome to one of the most unusual sales/non-sales
LEARN HOW TO RECEIVE A 200% TO 300% HIGHER RETURN ON YOUR INTERNET LEADS This FREE webinar will go through some of the top code cracking secrets and conversion tips and tricks that will help you see higher
Expired Listings First Call to Expired Listings Seller Number One Agent in Properties Sold: Script #1 Brad McKissack, Denton, Texas Millionaire Real Estate Agent Tip! If you get an answering machine, instead
Sell Your House in DAYS Instead of Months No Agents No Fees No Commissions No Hassle Learn the secret of selling your house in days instead of months If you re trying to sell your house, you may not have
The Basics of Building Credit This program was developed to help middle school students learn the basics of building credit. At the end of this lesson, you should know about all of the Key Topics below:»
The Real Estate Rehab Report by Mike Ferry Page 1 of 7 The Real Estate Rehab Report By Mike Ferry The Real Estate Rehab Program doesn t sound very positive nor does it sound very exciting, but like any
new agent guidebook Copyright 2011 BreakthroughBroker.com (INTRODUCTION) You are the business. Real estate school may have filled your head with the knowledge necessary to be an effective student of the
Mortgage Secrets What the banks don t want you to know. Copyright Notice: Copyright 2006 - All Rights Reserved Contents may not be shared or transmitted in any form, so don t even think about it. Trust
How to Avoid The Five Biggest First-time Homebuyer Mistakes Mistake #1 Failure To Examine And Repair Any Credit Problems Prior To Applying For Your Loan Many potential new home buyers have no idea what
SPECIAL REPORT How To Sell Your Home In 9 Days Or Less No Commissions! No Fees! You may discover the perfect solution by reading this report. If you are like many home owners struggling to sell your home
Questions to Ask Yourself When Buying a New Home When I start visiting homes, what should I be looking for the first time through? The house you ultimately choose to call home will play a major role in
Scripts for Recruiters Companion Script Guide for The New Recruiters Tool Kit www.greatrecruitertraining.com Copyright 2010 Scott Love 1 How to Use This Guide Use this companion script guide while watching
COLD MARKET LEAD SCRIPTS COLD LEAD BUSINESS SCRIPT I use several different introductions when it comes to calling purchased leads or leads that I have generated on my own through different ads. You will
E N O, B O U L A Y, M A R T I N & D O N A H U E, L L P SPECIAL SMALL BUSINESS TAX REPORT Inside this Special Report Small Business Owners: How You Can-and Must-Protect Your Business From The IRS If You
Qualifying Luxury Home Buyer Prospects: Why it s important and how to do it By Laurie Moore-Moore Overview Agents often ask, Do I need to qualify my luxury home prospects? The answer is, Absolutely. This
Buying a Car A Car Means Convenience It s Wednesday morning and you are sleeping soundly, dreaming about that Hawaiian vacation you d like to take. Suddenly you hear, instead of ocean waves, a loud buzz.
Presentations are a key ingredient to your success. Confidence in your presentations is a leading factor in your motivation. $9.95 Keys to Perfecting Your Listing Presentation Workbook Written and Produced
The 13 Pitfalls of selling your home... And how a Seller Advocate can help you avoid them Pitfall 1. Poor research. An incompetent agent can lose you a lot of money - all because people try to cut corners.
To Any REALTOR Who Wants To Quickly Sell More Homes... It s The Easiest Way To Get The Best Listings In Almost Any Area* No Cold Calls or Door-Knocking No Chasing FSBOs or Expireds No Wasting Time, Energy,
How to Use the Auction Effect to Sell Your House Faster This approach has also been called How to Sell Your House in 24 Hours but you can take a whole weekend! Have you ever noticed that some houses seem
Finding a Job When You Have a Record Looking for work Y ou want a job. The fact is, to have any kind of future, you need a job. But you re probably asking yourself, Yeah, right, but who s going to hire
Seller SPHERE OF INFLUENCE Seller PAST CLIENT Seller PEOPLE FARM Seller EXPIRED Seller FOR SALE BY OWNER 201 Seller PROPERTY FARM 202 Seller LUXURY 203 Seller INVESTOR 204 Way 32: Door Hanger Pending Targets:
Tips for First Time Home Buyers Thinking about buying your first home? Andrew L. Jaloza & Associates will help you understand the process of home ownership so you can make informed decisions about your
Approaches & Referrals 1. Cold Call Requires the broker to wander around looking for people to attack. Can result in a thickening of the skin, which is helpful. It also offers a change of pace, which is
What you need to know before selling your home SOLD Irene Szabo Royal LePage Royal City Realty 519-824-9050 firstname.lastname@example.org THE HOME SELLING PROCESS I believe my best seller is an educated seller.
TRANSCRIPT OF EPISODE 14 OF THE INVEST FOUR MORE PODCAST Wholesaling Mark Ferguson Mark: Hi everyone. Mark Ferguson here with another episode of the Invest More Real Estate podcast. Today is just going
30 Days to Quick Success As a Rookie Agent Courtesy of: Veltri & Associates, Realtors combines both traditional and Internet sales capabilities including residential sales and rentals, commercial, adult
Are You Stuck With Stuck Deals? John Terry Business Development Consultant, TeamLogic IT Objectives At the end of this seminar you ll be able to: Identify the points in the sales system where stuck deals
16 Questions Sales Managers Must Ask Here are 16 critical questions sales managers should learn to ask their salespeople about any pending sale. If managers make a habit of asking these questions during
Guide for Homebuyers Tips for Getting a Safe Mortgage You Can Afford Q u i c k S u m m a ry Figure out what you can afford. Contact at least 3 different lenders or brokers. When you call, say: I m buying
Welcome to the ALT call center Please make sure that you go through this entire document and set up everything before you get started taking calls in the call center. Once you have everything set up and
SAMPLE THANK YOU NOTES Thank You - In Person Visit (Prospect) 1. Thank you for stopping by today. I look forward to working with you in the future. 2. It was a pleasure to meet you today. We pride ourselves
Prospecting, Marketing Plans, and Strategies for Success People with goals succeed because they know where they are going. Keys to Success: Start the Cycle Stay on the Path Prioritize Your Activities Prospect
Seven Things You Must Know Before Hiring a Real Estate Agent 1 Introduction Selling a home can be one of the most stressful situations of your life. Whether you re upsizing, downsizing, moving across the
What s Up with These Short Sale Buy Backs? http://www.youtube.com/watch?v=_ja6jehpr5k DALE: Good afternoon. Today s topic of discussion is going to be going over the short sale lease back and short sale
I Am Your Realtor and I Want To Know... Why Are You Not Calling Me! It's The #1 Question Agents Ask Themselves About Sellers & Buyers! By Randy Roussie Copyright 2008 1 Table of Contents Introduction 3
Getting the Most from the First Contact Here s the key point: If the customer does not recognize any difference between you and the competition, they will buy on price! The separation from your competition
Here's Your Free Report... How To Stop Foreclosure! Dear Homeowner, My name is Michael Riley. I am a Real Estate Investor and I can share with you the secrets to saving your home from foreclosure. I have
101 things to turbocharge your real estate business How to make more money in less time and enjoy your life more Set new SMART (Specific-Measurable- Attainable-Relevant-Timed) daily, weekly, monthly and
Home Buyers Guide Presented to you by What to Know About the Buying Process & Using Our Services to Find the Property of your Dreams OVERVIEW Part One: Description of Buying Process Understanding the Consumer
RECRUITING TIPS & SCRIPTS 1 & WHAT TO SAY TO NEW EXPERIENCED AGENTS table of contents Attracting New Agents Key Tips for Speaking with New Agents Interviewing a New Agent Inviting a New Agent to a Career
Bonus Tools Kit "Shy Buyer's Agent Coaxes Dirk Zeller To Reveal Lead Mastery, Listing Presentation, and Buyer Conversion Tools Claims She'll Save Hundreds Of Hours Of Wasted Time With Lookie-Lou Buyers"
Seven Things You Must Know Before Hiring a Real Estate Agent Seven Things To Know Before Hiring a Real Estate Agent Copyright All Rights Reserved 1 Introduction Selling a home can be one of the most stressful
Club Accounts. 2011 Question 6. Anyone familiar with Farm Accounts or Service Firms (notes for both topics are back on the webpage you found this on), will have no trouble with Club Accounts. Essentially
How Top Home Improvement Pros Boost their Bottom Line: Manage and Track Your Leads to Win More Deals and Earn More Profit CONTENTS PART I: MISSING PUZZLE PIECES PART II: HOW TO NURTURE YOUR LEADS CONCLUSION
Nine Strategies For Growing Your Home Renovating Business by Robyn Thompson I have become financially independent renovating houses, and you can do the same; however, if you aren t prepared, the process
Google Lead Generation For Attorneys - Leverage The Power Of Adwords To Grow Your Law Business FAST You re about to discover the secrets of fast legal practice success with Google AdWords. Google AdWords
The 10 Keys to Successfully Recruiting Experienced Agents by Judy LaDeur Understand whom you are hiring. Don t make the mistake of only wanting the best agents or those from offices above you in market
c01_1 09/18/2008 1 CHAPTER 1 Attitude Is Everything in a Down Market COPYRIGHTED MATERIAL c01_1 09/18/2008 2 c01_1 09/18/2008 3 Whether you think you can or you think you can t, you are right. Henry Ford
Script for For Rent By Owner 1. Hi I was calling about the house for rent... Is this the owner? (Yes) 2. The reason I am calling is to see if you had considered selling this property instead of renting
Hands on Banking Using Credit to Your Advantage Credit Reports, Credit Scores and Dealing with Debt The Hands on Banking program is a free public service provided by Wells Fargo. You may also access the
Guide to Buying & Protecting Your Home Investment Presented by: Guide to Buying & Protecting Your Home Investment 1 In the current market and economy, when it comes to your home and its value, it seems
Pay per Click Success 5 Easy Ways to Grow Sales and Lower Costs Go Long! The Benefits of Using Long Tail Keywords clogged sewage line, I ll see a higher conversion How many keywords are in your pay-per-click
Kody & Company, Inc. Real Estate Specialists 60 Ashland St. North Andover, MA. 01845 Ph. 978-686-1954 Fax 978-686-1413 www.kodyco.com Buyer Book Agency Relationship Preparing for Home Ownership Assessing
Becoming the Best Building a Better You! By Mike Ferry Page 1 of 15 BECOMING THE BEST BUILDING A BETTER YOU! In doing Real Estate Sales/Management Seminars for 31 years, I ve come to a few conclusions.
The 4 Ways You Can Sell Your Home When A Realtor Can t Do The Job Table Of Contents: 1. Selling Your Home Fast. 2. Home Selling Guidelines 3. Is It A Good Idea To Sell The Home Yourself? 4. Marketing Your
SPECIAL REPORT How to Sell Your Property Fast and For Top Dollar! A Guide for Home Sellers to Help Attract An Unlimited Number of Buyers for Your Property This publication is designed to provide accurate
1 Google Lead Generation For Attorneys Leverage The Power Of AdWords To Grow Your Law Business FAST You re about to discover the secrets of fast legal practice success with Google AdWords. Google AdWords
Spring 2015 3 KEYS TO PRICING YOUR HOME RIGHT 3 Keys to Pricing Your Home Right So You Don t Leave Money on the Table The importance of pricing your home right is an integral piece of selling your home
Guide for Local Business Google Pay Per Click Marketing! Guide for Google Pay Per Click Marketing - Leverage The Power Of Adwords To Grow Your Business FAST You re about to discover the secrets of fast
Thinking About Selling Your Home on Your Own? What You Should Know About... For Sale By Owner Are You Prepared to Go It Alone? For most people, selling a home is one of the biggest financial transactions
All the Right Answers Real Estate Sales Mastery Workbook Week #2 Converting Buyers Faster and Easier Week #2 Workbook 1. To build a smooth running Real Estate practice, your goal should be to have come
Virtual Flips QUICK Start Guide The Ultimate Virtual Real Estate wholesaling 7 step action plan By Christopher Seder Copyright 2014 VirtualFlips.com, and Christopherseder.com, All rights reserved. No part
The Real Estate Coaching Report By Mike Ferry Page 1 of 22 THE REAL ESTATE COACHING REPORT The Learning Revolution What are They Teaching? During the 1960 s, 1970 s, and throughout most of the 1980 s learning
Listing Agent Interview Questions The 30+ questions contained in this list are to be used by you, the home seller, to interview prospective real estate agents. The intent is to use these questions to help
YOUR GUIDE TO A checklist for buying a house or apartment in NSW. Do I really need a solicitor to make an offer on a house? The answer is that buying a home is often the biggest financial decision we ll
Level 5, 31 Franklin Street Adelaide SA 5000 Phone: (08) 8410 4990 Fax: (08) 8410 4790 email@example.com www.retc.com.au THE BEGINNER S GUIDE TO REAL ESTATE SALES Version 4, Jan 2010 CONTENTS WELCOME...
How to Convert Prospects to Buyers Using a Multi-Step Sales Funnel Overview: The goal of any sales funnel is to make a sale. You don t get married on the first date and most prospects don t become a customer
Make a case for life insurance Improve your prospects Allianz Life Insurance Company of North America M-5191 Discover how you can help expand your client base and close more sales. If regular prospecting
www.authorityformula.com 2010 SimpleWealth Inc. All rights reserved. Dear Homeowner, Trying to sell or lease your house can be a an extremely frustrating experience. This report is designed to help you
Free Special Report "How to Sell Your Land 'as is' For CA$H on the Date of Your Choice, Guaranteed" If you want to sell your land in the fastest, easiest, and most convenient manner,read this important