This video will show you how to search for deals and also find comps to help you determine if a property is a good deal or not.
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Close: Feel, Felt, Found
The buyer or seller is hesitating on signing a sales agreement/making an offer or seller is hesitant to sign listing agreement:
“I completely understand how you feel. Many of my past clients, felt the exact same way. Heck, when I’ve made the same decisions in the past, I’ve felt the same exact way. But what most of them have found is….”
Close: Better To Pay More
Buyer OR seller is complaining that “it’s too much” or “it’s over our budget”:
“I know in my life, I’ve bought things or paid for services that I paid too little and regretted, big time. When it comes to a home, the greatest investment of my life, I’d rather pay a little more and get exactly what I want and deserve, than pay too little and regret it. I know you feel the same way. Let’s do this. Sign right there.”
They continue to hesitate or not move forward:
Close: Over Budget
When the buyer says or has a “budget” in their head that they “must” stick to – and they find the right house – you know it, they know it, and they’re still not moving forward and they site “budget” as their reason:
“Name(s), you can say that about your credit cards, your car payments, your insurance, your taxes, groceries, restaurants, heating bill, your electric bill, they’re all too much. They’re all more than you want them to be but you still do them every month. This is your home. This will be in your home for many years and you’ll get used to this expense. Only difference is, it’s an investment, not just a bill. Let’s do this.”
You can also save the “It’s not just another bill, It’s an investment” if they continue with disagreeing or hesitating with moving forward.
“Name(s), you can say that about your credit cards, your car payments, your insurance, your taxes, groceries, restaurants, heating bill, your electric bill, they’re all too much. They’re all more than you want them to be but you still do them every month. This is your home. Let’s do this.”
Then they hem and haw – “We still have to think about it more.” Or “We just can’t afford it.” Or comment that indicates they’re not moving forward NOW. You say:
“I completely understand. But you know what? This isn’t just another bill you’ll be paying. It’s an investment. It’s your domain. It’s your forced savings. It’s your wealth creator. And this home is right for you.”
They hem and haw more.
CMA Presentation: Determine What’s Important To Them
During you presentation with a consumer, you’re going to discuss a few things. They are exactly the following:
1. Their Needs
2. Your Company
3. You
4. The Price
5. The Commission
6. The Decisions
7. The Agreement
Now during numbers 2 & 3 – you MUST ask two simple questions:
Addressing company – “Before I get into what my company has to offer, tell me NAME(s), what’s most important to you in hiring a company to market and sell your home?
Addressing you – “Before I get into what I offer as an agent, tell me, what’s the most important aspect of a real estate agent for you in selling your home?
Now they may struggle with this question so you can give them some examples:
“Well in my experience, I’ve had homeowners who didn’t like open houses and some that felt that was really important. I’ve also had people tell me that honesty is the most important characteristic of the agent. I’ve also had people tell me – got buyers??? – likes do you or your company have buyers right now looking for houses in this area.”
This is just something you could say. Word it however it feels comfortable to you.
The reason you want to ask these questions is – without really knowing what they’re looking for – you will just be covering everything you THINK is important to them. And you might cover so much and still miss what is most important to them.
I like to say the following if they struggle with these questions:
“In my experience in sales, I always focus on what the consumer wants. Like with the buyers who come to see this home, I want to make sure we address what it is their looking for so I can highlight it to them and help them get a feel for the house and the features that best speak to them. So I’m asking you, what’s most important to you?
They may say, “I don’t know. I’ve never done this before.”
You can then say, “Well neither have I…(LOL)” HUMOR – is huge. Then just say:
“Well, let me focus on the three key areas of selling a home….”
And take it from there.
Always remember to keep things succinct. Don’t overload them. Focus on the key areas that highlight your company strengths and yours.
Farming: Every Door Direct Mailing
Target marketing and timing make advertising more effective. Targeting allows you to manage your farm area with precision. Timing allows you to get impressions on the consumer that have more impact!
An easy 7-step plan involves the following:
1. Get A Listing
2. Send An EDDM (Every Door Direct Mailer)
3. Publish A Local Ad (preferably delivered – front cover of newspaper)
4. Door Knock (using this script)
5. Host & Promote Open House For Listing
6. Door Knock (using open house script)
7. Repeat
The link for Every Door Direct Mail is the United States Postal Service ONLY. You can do your own research and see what companies can generate your postcards and do the mailer for you on your own. I’m giving you the basics here to get started and acquainted with the system.
The basics are this – you use a mapping tool to choose a carrier route. A carrier route is a grouping of streets that you can target and the mailing per piece is very inexpensive. There are certain sizes you must choose to send out your mailer.
I use a local printer to help me with my EDDM size and design. If you know how to use PowerPoint or some other program you can download from the internet to do marketing pieces, you can design the mailer yourself and then give it to the printer. You’ll save money by providing the actual piece to be printed.
I use a LOCAL PRINTER – because you want to use local businesses for networking purposes. You can also use docucopies.com or gotprint.com or others. They are usually less expensive, but again, you don’t have that local relationship.
So what should the EDDM piece say? Well in order to design your own, you’ll need the EDDM Emblem 1 and Emblem 2.
These can go anywhere on what would be considered the BACK of the postcard.
Here is one example of one of my EDDM mailings:
This marketing tool can be very impactful and save you money. Smartzip is something that alot of agents are paying for now. I’m sure it’s great. It’s all about personal preference. But for targeted farming, if you can’t get the streets you have listings on, it’s not effective.
Remember, farming is all about being out there in person. You can’t farm with just postcards. EDDM allows you to integrate a multi-tiered approach to marketing your services for very little money and it’s targeted.
Always remember it’s about targeting and timing.
You can help choose your farm by starting here – with your database!
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Lead Conversion – Follow Through Tip #1
From the public video on youtube about follow up follow through.
This is the training module explaining the key to improving the results of your follow up:
Link For Database I Currently Use & Recommend
Next Training Module On How To Use Database To Convert Leads
Listings – Presentations – Pre-CMA Questionnaire
This document is a questionnaire that you will use to ask BEFORE you go on the CMA appointment.
bangthephones-pre-cma-questionaire
The reasons you want to ask these questions is because I can tell you from experience, that I’ve gone on appointments where I didn’t have this information and the appointments were long and many of them ended with me walking out the door without a listing agreement.
Ask these questions in a polite manner and always remember the first rule of selling – AGREE.
If the person feels you are asking questions that are too personal, you can lean into your training and remember to agree with the person:
“I can totally understand how you feel. I’ve had past clients feel the same way when I asked them this question, but I can tell you what they found was, I was more prepared to assist them and they are clients with me for life. So let me ask again,…..”
365 Day Follow Up Program
follow-up-follow-through-plan-of-action
I kept this in word document so you can make changes to it and personally tailor it to your team or your personal preference.
This is a model to follow. I personally key in on the “event” that I will host in the future. Even if you don’t have anything permanent, you can offer it up to people and then gauge responses to it. It also gives you a great reason to call.
Be creative as well. Creativity is the key to follow up. You must be able to break out of the hum-drum – “I’m following up. blah blah blah.”
You must increase your level of activity and make that activity work to the customers advantage. Remember, if you are truly great at selling real estate (and you should be because you bought my training access!), you have to be committed to knowing you’re the best and that anyone who doesn’t do business with you is taking a risk on using the average agent.
Unacceptable.
Use this program to follow up. Once you get the hang of it, it will flow with ease.
Remember to organize your follow up as well. You need a database.
I use:
I can give you a tip on how to effectively use the database to control your follow up.
Purchase a 45 minute private session with Tom. This is ridiculously inexpensive and the reason I charge – is because it’s time that I’m giving to you personally. In the private training session, I will cover exactly how to use this database like a machine. We can also discuss anything else you would like.
After your purchase, you’ll receive a url link that will detail exactly how to get in touch with me via a special one-time code text.
Follow Up: Increase Activity & Make It Consistent
Database To Help Organize Follow Up:
Recap:
In order to capture someone’s interest, you must absolutely increase your level of follow up activity. This means doing more, more often and being consistent.