THREE CORNERSTONES OF A SUCCESSFUL REAL ESTATE BUSINESS

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1 THREE CORNERSTONES OF A SUCCESSFUL REAL ESTATE BUSINESS LEADS Systems to generate leads, consistently, dependably and affordably. LISTINGS Have the Inventory that continues to generate income no matter the market condition or your personal situation. LEVERAGE Manage your business so that YOU are not doing everything! Remember then old saying If you do not have an assistant, YOU are one!

2 IDENTIFY PROSPECTS: 1. Who is a viable prospect to sell their home? 2. Where do I find people who want to sell? 3. How do I contact these people? 4. When do I contact them? 5. What do I send them? 6. Why would they consider using me?

3 WHO? Well, this one is easily answered to a couple of levels, then you have to start thinking at a deeper level. Who OBVIOUSLY needs to sell, has a desire to sell? TWO groups have basically raised their hand and said to you I am a home owner and I need to sell my home.

4 Expireds / Withdrawns They are home owners who have already shown that they want to use a real estate agent!!!!!! They are PERFECTLY positioned for you to come in and SAVE the DAY! They are OPEN for you to Solve their problem including a price change. It is easy for you to look good compared to an agent who did not achieve results or did not provide good service.

5 Where to I find them? Still easy your MLS actually provides them to you each and every day!! You will simply export them to your database. NOTE: I personally pull expireds each and every day (yes, even after all these years and even though I have assistants who can do it.)

6 How and When do I contact them? Phone call a. First thing in the morning of the day they expired. b. The evening of the day they expired. c. On a schedule see database Mail Scheduled mailings starting the day they expire and ending when they re-list their home with you or someone else. Starting when they engage in your web site (resulting from a mailing or phone call) and continuing until they opt out.

7 What do I send them? ALL MATERIAL FOR YOU TO SEND IS INCLUDED ON YOUR CD TODAY. Including package, postcards, CD script. BEFORE you send them anything understand WHY they would consider you they will consider you if they believe you can SOLVE their PROBLEM!

8 Why should they consider using your services? Identify their problems and concerns, and then answer those in your marketing. The biggest complaints from expired sellers: 1. We never heard from our agent. 2. They just weren t aggressive. 3. My agent never showed it. (or their co.) 4. We really need to sell now. 5. They aren t really a listing agent.

9 Systemetize:

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11 Educate them, Start building rapport.

12 Start Solving

13 Build Trust Point out traps.

14 Solving more problems.

15 RISK REVERSAL

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20 I Include a CD with a 12 minute recording that summarizes my marketing strategies and philosophies. This is one of the most powerful tools in the package!

21 Postcard Series Day 4

22 Day 7 Emphasize that this is a Specialty Remember the problem really needing it sold now

23 Day 14 could this situation be just like theirs?

24 Day 21 Keep sending the msg - USP

25 Day 30 Get them to your Stealth Site

26 Now you get their address! 1) Place them in the Expired campaign AND 2) They get your Monday morning coffee and your newsletter!!

27 EXPIRED CAMPAIGN Includes Messages That Are: Informative, Educational, and Enlightening Make them aware of how the typical agent will market their home. Shows them you can Solve their problems tell a story. Designed for a Response Get the marketing package that will answer all of your questions (your prelist package)

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31 Off schedule more postcard ideas we send Know how you stand tell them how you compare more importantly tell them Why

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34 Keep solving problems

35 Use familiar messages Called Links

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38 More Problem Solving

39 Regards age old commission issue

40 Follow a 30, 60, or 90 day schedule Result: 1. They have given you a chance to present your services a. They listed with you. b. They didn t list keep following up. 2. They relisted with someone else - so remove from database. 3. They have never done anything keep following up. EVERYONE gets newsletters from now on and

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42 The Database and its value Which would you rather have? 1) A database of 1000 people, or 2) A database of 1000 people who have had their home on the market and did not sell?

43 Absolutely a MUST System! Every TOP Producer in every market across the country works a successful expired system. THEY NEED YOU!!!!!!

44 Summary: Identify expired listings from MLS daily. Place in database. Prepare and mail initial package. Follow mail schedule. Send them ONLINE USE Video Get to Stealth Site access contact campaigns. Make phone contacts on a schedule. FOLLOW-UP and follow up some more!