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Stop SELLING! StartCONNECTING! How to Convert PROSPECTS to PROFIT$ Terri Murphy & Michael White Tuesday, August 16, 2011
New Consumer-New Attitude
Our Industry Faces a Value-Crisis 2011 Pinnacle Quest Consulting All Rights Reserved
How do you communicate value?
Invite Counsel Participation vs Present Terri Murphy Communications, Inc. All Rights Reserved 2010
Generational Dynamics CIVIC-Silent 66 + yrs. Boomer 1946-1964 GEN X 1965-1979 GenY after 1980
SLIGHT EDGE PRINCIPLE
Strategic Partnerships 2006 Terri Murphy Communications
Pre- Appointment System Terri Murphy Communications, Inc. All Rights Reserved 2010 11
RECEIPT As the: Designated Agent of Seller Designated Agent for Buyer Seller Buyer Other I HEREBY ACKNOWLEDGE RECEIPT OF THE FOLLOWING: RE: SELLER BUYER PROPERTY (SIGNATURE) (PRINTED NAME) DATE: TIME: COMPANY, IF ANY
Letter to Seller Date Mr. & Mrs. Seller Add their address The town, State, USA RE: Professional Marketing of your Home Dear Mr. & Mrs. Seller: Thank you for the opportunity to discuss the professional marketing of your home. As agreed, I will meet with you on (add day, date and time here) Enclosed please find our pre-appointment work sheet and information for your perusal. In particular, we appreciate having you complete the Seller s Homework Sheet in advance, allowing us to maximize our time and effectiveness during our meeting. Prior to our appointment, you can expect to be contacted by different members of my support team to introduce themselves and to offer their particular expertise. If you have any changes, or concerns, please contact me at: (Add your number here) I look forward to the opportunity to discuss with you how we provide truly exceptional real estate services. Sincerely, Your Name and designations Add Sales or Broker Associate Add Special Group Name of your Real Estate Company Enclosures Signature Receipt Requested Terri Murphy Communications, Inc. All Rights Reserved 2010
Listing Support Strategy Third Party Endorsements
Letter from Loan Originator Dear (New Listing) We are delighted that you are considering (Agent Name) of (Agent Company) to professionally market your home. I would like to introduce myself (Name of Loan Originator) and (the Company) Name, as an integral part of the (AGENT or Agent TEAM). As an active member of (the agent/team) we play an aggressive role in the marketing of your property. When you list with (agent) you benefit from extended service levels of the Agent, their company and our (Lender Name) network. When you hire (agent name), we begin a diligent partnership effort to qualify prospective buyers before you accept a contract, to prevent future complications. We will also consult with future buyers to secure the best financing plan for their needs. Terri Murphy Communications, Inc. All Rights Reserved 2010
Listing Support Strategy Call From Agent s Loan Originator Seller gets a Call From Agent s Manager Office calls to Confirm Appointment The Package with Letter is delivered
Build a Super Team of Services LENDER PARTNER Your Book of Business Other Professionals Data Base & Consumer Direct Communication
Mike s Marketing Tips
Public Open Houses
Co-Branded Mailers Contact Information
Past Client Strategy Annual Mortgage Fitness Checkup & Credit Review Identity Theft Screening
Realtor Support Mark from Minneapolis
The mortgage industry s Customer Relationship Management
Website
Past Client Contact 70 Times Per Year!
Forrester Research Past Client Consistent Follow-up 8 Loans PER CLIENTin a 3 Year Period
PREMIUM MARKETING Plan
ONLY 60% of agents Have their own website* 2011 Pinnacle Quest Consulting All Rights Reserved * NAR 2009 Survey
45% Viewed Homes 29%-Found their agent on the net Only 60% of agents have a website
ForHomeInfo.com STEALTH SITE
SellingHomesonLongIsland.com
What is LinkedIn? A professional social networking platform that connects professionals with professionals
62 Results for Phil Young
Total of 17 Recommendations for James Nellis from Past Clients
Custom LinkedIn Page
Facebook has 500 million users who produce, on average, 90 pieces of content per month Copyright 2009 The GoodLife Team; All Rights Reserved
Custom Facebook Page
Custom Facebook Page
Neighborhood Spotlight
STEALTH Domain on Facebook
ADD VALUE Offer a FREE ebook on your marketplace
Twitter has 145 million users. 375,000 new users sign up per day. Copyright 2009 The GoodLife Team; All Rights Reserved
Twitter Presence
Custom Twitter Page
200 Million Times a DAY!
73% of Homeowners say they are more likely to list with a REALTOR offering VIDEO
Trends in Video 2013 Video will comprise 90% of all Internet Traffic Tripled in the past 5 years 72% of web users view video online top social media source
http:www.easyagentvideo.com/prela unch2 EasyAgentVideo.com
Interview local vendors JOSE S Mexican Food Restaurant
Feature video interviews of local vendors Local Bike Repair
Post Customer Testimonial on YouTube.com
Cool Tools. Tours that offer Interaction Stickiness & Automated Reporting
Pick your Color any color!
www.257lookout.com
Drag & Drop Floor Plan
First they have to Dream it. What is
Get your FB Friends to VOTE on their choices with DREAM SUITE
Track Your Traffic Sources
What s Out?? Empty Brochure Boxes
What s In & Now?? QR Codes
What about Blogging?
Raylene Lewis Blog Blog about local community events
Blog post on local Schools
How New Technology SERVES their Customers
Goal: Social Media CONVERGENCE Linkedin Blogs You.com Facebook YouTube Twitter
Linkedin post To post in multiple places with one post use Ping.fm or Hootsuite.com
#1 COST of Building your Brand? Time 30 minutes per day
How do you communicate value?
How will you BUILD Value? V P
Grazie, Grazie, Grazie! Pulaski Bank of St. Louis