Alan Shafran - San Diego, California - Total Real Estate ... · Over $1 BILLION of Real Estate Sold...

• $20 Million in Fees/Commissions earned in the last decade (approximate)

• Over $1 BILLION of Real Estate Sold and over 2600 homes sold

• Carlsbad’s #1 Seller of Homes amongst all Real Estate Companies

• #1Prudential Realtor For all of North San Diego County

• Co-Owner of www.ShowingSuite.com

• Authored the book “BluePrint to 100 Deals”

Alan Shafran - San Diego, California

Blueprint to 100 Deals

http://www.ShowingSuite.com

What We Want to Accomplish Today .....

• Simple sales techniques that will skyrocket your close ratio today

• Million $$ Marketing - Jumpstart your lead pipeline with the right image

• The outline for a listing presentation that closes over 95% of my listings

• Learn how to price the listing right and earn higher commission

• Buyer Presentation

• The best technology suggestions in the US http://alanshafran.com/techtips

Alan Shafran Real Estate - San Diego, California

• Have Fun - We must laugh... mainly at ourselves ....every day!

http://alanshafran.com/techtips

Successful Career Broken Down Into 4 Parts

• 1) Training, Scripts, Techniques, & Presentations

• 2) Prospecting & Marketing

• 3) Closing your appointments & Transactions

• 4) Systems & Business Flow


The Challenge is Keeping it Simple in Today’s World!

Phone Prospecting Techniques

• First 2 seconds of the call will determine as much as 90% of the call’s success

• Do not be Professional!! BE FRIENDLY & OUTRAGEOUS

• 1) LISTEN with supersonic ears for how they answer the phone and what word

they use ... Hello, Hey There, Yes... and what tonality they are using

• 2) Repeat the exact word they say

• 3) CONFIRM their first names if you have it, as if you are calling your best friend

• 4) ANNOUNCE yourself as if they should know who you are. Then immediately

go into your prospecting script


Just Remember, Prospect like you are calling your

friends

Million $$ Marketing

• Two CRITICAL Steps

• 1) Determine Your Perfect Target Client

• Who is your customer? How much income do they make annually?

• How many kids do they have or not? Do they have a home, condo, apartment?

• What kind of Realtor appeals to them? Discount? Full Service? Gimmicky?

Luxury?

• Are they busy executives that needs this handled for them or do they want to

control the transaction themselves?


Is This Your Target

Client?


Your Image Marketing

Should Match Your

Target Market

Do Your Homework

Then your marketing image might want to look like this!



Marketing Material & Closing Gifts??

Top 4 Agents in New Zealand!


Million $$ Marketing

• Decide how you are going to market to your target audience and commit to a

minimum of 6 months

• Become an expert at the statistics and numbers of your local market

• Pick one UPS - Unique Selling Proposition

(One sentence that defines who you are and why they should do business with you)

• Have a WebSite that emulates your image and does hyperlocal marketing!


• 2) PERCEPTION IS REALITY!!

• Hyper Local Marketing

• Your Marketing must now be targeted towards your client and their life

(you get to choose!)


Use an 800 # to track all your leads

SALES PHILOSOPHY or SELF IMAGE

• Consultant (combines both)


• The Hard Core Closer (little to no rapport)

• The Bonder (wants to adopt every new

client as their family)

ALAN SHAFRAN’S CONSULTATIVE APPROACH

• Always start by asking questions that show you care (keep it short)

• Ask what they are concerned about or... ask for permission, or if they have a

moment to hear your concerns

• Explain to them the situation, their options, and your suggested solution

• Ask what they would like to do

• Every situation should be handled in the same format, it leaves the client

feeling in control and secure that they made the best decision for themselves.


LISTING PRESENTATION OUTLINE

• If appropriate, build rapport quickly.. Keep it short and respectful

• Explain to them what is going to happen today.

• 1) Will give you a quick 30 second resume... no pics of my kids, my dogs, etc,

does that sound good?

• 2) Will explain to you how I communicate with my clientele.. ok?

• 3) I’ll ask you just a couple of questions about your situation

• 4) If you still feel comfortable with me, we will review the price, which is of

course what every one is most concerned about... right?

• 5) At that point, I’m confident you’ll feel comfortable ... and only if you’re

100% comfortable, we can sign our agreement and get your home sold... sound

fair?


LISTING PRESENTATION KEYS

• 1) There is no master closing question, there are 200 small closing questions.

• 2) Making eye contact and connecting is CRITICAL

• 3) LISTEN, REPEAT Their Answers, and let them know you hear them loud

and clear and will make sure those areas are top priority.


PRICING TECHNIQUES

• Pricing Correctly requires you to be the market expert. Pricing is not a Magic

Act where the price appears... it is an education, a conversation and a

consultation.

• 1) Know your market, know your inventory, know your numbers

• 2) Know your failure stats... CRITICAL. Before discussing what their home

is worth, show them the cost of overpricing.

• Show them how homes priced properly receive nearly asking price, while

others take a big risk with time and money.

• 3) It is all about setting expectations, if you set them wrong, you have failed

before you even have a chance to succeed.

• 4) Explain that pricing is not an exact science, that you are on their side and

need to work as a team. “We are on the same team......”


COMMISSION TECHNIQUES

• Divert them away from Commission to what they Net from the transaction with an

analogy.

• ... “Mr. Seller, would you agree that you are probably most concerned with what you net

net out of this transaction correct?” .... “What you put in your bank account at the end

of this deal, right?”

• I see you follow Rugby. Let’s pretend this house is your Rugby team... The Wallabies!

-If you own the Wallabies... you want to win the World Championships correct? - Well

you need the best players to win the championship don’t you? -The best player in the

world, THE CAPTAIN OF THE TEAM, may cost you a bit more... but then your

chances to earn big money in the end because you won the World Championship!

• It is the same in Real Estate. When you hire the best, you get the best agent, company,

marketing, negotiation And the best net check at the end of this transaction. Let me

show you some of our recent sales where we received at or above asking price. Can you

now see how you will make more money with me as your agent?


Buyer Presentations

•DO THEM!

•Treat them like

Listing Appointments


ALAN’S TOP TECHNICAL PICKS

• http://alanshafran.com/techtips • List of top websites and apps to use

• List of articles and other techniques I’ve written

• More of Tom Ferry’s Information


http://alanshafran.com/techtips

Alan Shafran - San Diego, California - Total Real Estate ... · Over $1 BILLION of Real Estate Sold...

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