EXPIRED & FSBO Strategys3.amazonaws.com/.../ExpiredsandFSBOSRacheli.pdf · 2015-01-20 · EXPIRED &...

Lead Generation & Prospecting

EXPIRED & FSBO Strategy

Racheli Refael (Smilovits)

Copyright ©Racheli Refael Smilovits 2015 | 954-567-7300 NMLS# 64918

EXPIRED & FSBO Strategy

About Racheli


Why follow & use Racheli

Mortgage Lender since 1995 Chief Strategist For Help For FL Real Estate Agents Connected to Over 1100 Agents on Facebook

Use today’s technology to help Agents win every Listing Presentation and sell their Listings faster

Using Results In Advance marketing, I help Agents double their business

Work with a FLORIDA direct lender The Mortgage Firm 98% Pre-qualification to close Ratio


Why follow & use Racheli

As a Lender ”Because Talking to Racheli is like talking to 100 Banks

As a Marketer “You make Technology Sexy”


Game Plan Today

Essentials Of Selling-Daily Success Plan Examine Cold Calling vs. In Person Visit Law of Reciprocity Results In Advance Marketing

Discuss lead generation

12 prospecting tips

4 scripts that work

5 Top seller objections

10 things you should do


Essentials Of Selling

1. People do business with people that they Bond With and Trust

2. Find opportunities to eyeball your Leads, to shake their hand and introduce you as a person…and not as a postcard or voice message

Selling Essentials



1. 12-18 “Success Calls” per day

This is known as “Money Making Activity”

Do this and watch your business grow

Use your Loan Officer as an Accountability Coach

2. 2 “In Person” Visits per day 2-3times/week

Today’s strategy will give you Both

Key To Your Success- Have A Daily Success Plan



1. Sending out a postcard?

2. Calling and leaving a voice message?

Ask yourself… Do I want to be another postcard or just another voice message?

Ask Yourself…What Is My

Competition Doing With Expireds?



Stand out



1. Let’s Take A Look At Both Techniques?

So Should I Cold Call My Leads or

Make In Person Visits?


Cold Calling Vs. Visit

1. Time block 4 to 6 hours a week to prospect

2. Call 60 to 90 leads a week

3. Don’t take incoming calls when prospecting

4. Don’t sell anything over the phone

5. 50% to 60% of Expireds/ FSBOS don’t answer the phone

6. If you call 60 prospects a week- 24 to 30 will answer

7. 24 to 30 Live conversations- goal is at least 5 appointments

8. Only reason your calling is to get a face-to-face

9. Agree with what they say and get an appointment

10. Any selling will be done in person

11. After prospecting session put notes into database

Cold Calling


Law Of Reciprocity

Reciprocity in social psychology refers to

responding to a positive action with another

positive action, rewarding kind actions

If you provide Marketing, Marketing materials

in advance of your meetings with Sellers, you

begin to build trust and bond with the Seller.

You may receive a positive action back from

the Seller


Results In Advance Marketing

First, ask why the Expired’s home did not sell

and they did not renew their Listing

agreement?

In the eyes of the Seller it was not enough

marketing of their home to bring a suitable

buyer to purchase their home

Your focus is on marketing, marketing and

marketing their home

In fact, any flyer, brochure or website should

make NO mention of price…focus on

marketing



What if you prepared the following in advance: Create a property website

Create a “flipbook presentation”

Create property business cards

Create a Flyer

Create text message numbers to allow the property website to download to a cell phone

Create an ePost card that the Seller can share with family, friends and business

associates

Create a HITS report (capture the ones who text the property code)

Create a Facebook Listing Page to get up to 40,000 eyeballs

And what if this took you only 20 minutes to prepare!


1. Get the Expired /FSBO list

2. Download to a Database system

3. Make the phone- the link to the phone system is below the Video

4. Have flower pots ready (by the supplies from the $ Store

5. Keep calling, even if you got a NO 7 times…


What if your Presentation looked like this:


Let’s start with

6 Core Skills

1.Lead Generation 2. Database Management

3. Prospecting

4. Presentation

5. Handle Objections/ Solve Problems

6. Follow up


Buy quality leads

Spend $100 to $200 per month


http://www.google.com/url?sa=i&rct=j&q=&esrc=s&frm=1&source=images&cd=&cad=rja&docid=gOym3BeYHHYs3M&tbnid=h3Mf9graek_pEM:&ved=0CAUQjRw&url=http://citrusnorth.com/a-way-out-of-payday-loan-debt/&ei=3RMtUs3RL4XO8QTanYDgCg&bvm=bv.51773540,d.eWU&psig=AFQjCNE65XBIn38Fdl6EEyOH2ma2IbEE0A&ust=1378772267140936

Why do I need to buy leads?


A Recommendation

FSBO, Expired & Lis Pendens Leads

Copyright ©Racheli Refael Smilovits 2014 | 954-567-7300

A Recommendation

Face Book Ads


One Week REDX Example

110 FSBO Leads in One Month

33 Expired Listings in 4 days


Do the Math

REDX 200 leads this month That’s 2,400 leads per year The FSBO & Expired membership $89 / $112 (Lis Pendens) $1,068.00 a year for over 2,000 leads 1- $200K listing sold will bring in a $6K commission

Over 50% of FSBO will list in 4 to 6 weeks In 4 to 6 weeks your leads are ripe Within 30 to 60 days working my program your very busy

How can you get those listings?


What’s Next?

6 Core Skills

1. Lead Generation 2. Database Management

3.Prospecting 4. Presentation 5. Handle Objections/ Solve Problems 6. Follow up


12 Prospecting Tips

1. Time block 4 to 6 hours a week to prospect 2. Call 60 to 90 leads a week 3. Don’t take incoming calls when prospecting 4. Don’t sell anything over the phone 5. 50% to 60% of FSBOS don’t answer the phone 6. If you call 60 prospects a week- 24 to 30 will answer 7. 24 to 30 Live conversations- goal is at least 5 appointments 8. Only reason your calling is to get a face-to-face 9. Agree with what they say and get an appointment 10. Any selling will be done in person 11. After prospecting session put notes into database


Tip # 12

Don’t take it personally!


Don’t Give Up After The First Call

1st call No

interest

2nd call Asking

Questions

3rd call Booked

Appointment


http://www.google.com/url?sa=i&rct=j&q=&esrc=s&frm=1&source=images&cd=&cad=rja&docid=i6dYQvk6FNI_DM&tbnid=on6jgejatr1emM:&ved=0CAUQjRw&url=http://www.boston.com/sports/columnists/pierce/2010/04/&ei=1XorUq-SOIvQ9gTrtoC4Ag&bvm=bv.51773540,d.eWU&psig=AFQjCNFp7ir2HBNXN7rZqPVYyx78uOYv-g&ust=1378667599166113

Mean vs. Nice

2 types of people you talk to when prospecting

I’ll take my chances!


5 Top Seller Objections

1. What commission do you charge?

2. Bring me a buyer and I’m willing to pay you a 3% commission!

3. I’m not listing with a Realtor!

4. Do you have a buyer for my home?

5. I have a friend in the business!


Notre Dame Study

44% of salespeople quit after the 1st time they hear NO

22% of salespeople quit after the 2nd time they hear NO

14% of salespeople quit after the 3rd time they hear NO

12% of salespeople quit after the 4th time they hear NO

92% of salespeople quit - 1st and 4th time they hear NO

60% of sales close after prospect says NO at least 4 times

8% of salespeople are left when the prospect is ready to say YES


Rebounding Wins Championships

Game 2 - 2013 Stanley Cup Game 4 - 2013 NBA Finals

Because the first shot rarely goes in!


http://www.google.com/url?sa=i&rct=j&q=&esrc=s&frm=1&source=images&cd=&cad=rja&docid=zTY8elJ6ODiaDM&tbnid=jAiDzz2vlyCkSM:&ved=0CAUQjRw&url=http://www.bostonglobe.com/sports/2013/06/15/photos-game/E7vLUf5g0vqQBrGo4Q92KM/story.html?pic=5&ei=-AMtUsykHoq89QTuxIDgAw&bvm=bv.51773540,d.eWU&psig=AFQjCNErXVirixoGH72GqpbGYDbhkoIe_g&ust=1378768232915112

10 Things to Do When Cold Calling!

1. Start with a FSBO & Expired package…$89 a month 2. Download leads a couple of times per week 3. Time block 4 to 6 hours of calling time per week 4. Call 15 people per hour 5. 3 to 5 minutes per phone call 6. Call 60 to 90 people a week 7. Log results into database 8. Set up a minimum of 5 appointments a week

9.Follow up with Everybody!


Most Importantly

10. When previewing the house…

Focus on Conversations not Conversions!


http://www.google.com/url?sa=i&rct=j&q=&esrc=s&frm=1&source=images&cd=&cad=rja&docid=te7AQOoe6gh0uM&tbnid=qowZQw2fBwy4XM:&ved=0CAUQjRw&url=http://careersuccess.typepad.com/my_weblog/2010/01/easy-ways-to-improve-your-conversation-skills.html&ei=GA8tUpnuO4aE9QSJ7oGoDg&bvm=bv.51773540,d.eWU&psig=AFQjCNGzrCOJR8ShA4yUVk7Ox7mtkLWMLg&ust=1378771048266292

Finally

Conversations turn into Conversions!


http://www.google.com/url?sa=i&rct=j&q=&esrc=s&frm=1&source=images&cd=&cad=rja&docid=F-YuOfv7veN-xM&tbnid=j9EVx8yDF5dAAM:&ved=0CAUQjRw&url=http://footage.shutterstock.com/clip-1231420-stock-footage-real-estate-agent-with-couple-signing-contract-in-office.html&ei=EhItUrbONobs8gTw44CQBg&bvm=bv.51773540,d.eWU&psig=AFQjCNG5Os8Zb48DB9PzcwHTsxbsKItsRQ&ust=1378771834289896

Most Importantly

10. Focus on wanting to interview for the job of marketing their home should they decide to relist their home…

Focus on Marketing, Marketing, Marketing their home

Let’s Prepare For An Expired

Create your Cover Letter that states “This Is What I Have Already Done For You”

Click HERE for full letter

Trifold and put in flower pot

1


https://app.box.com/s/8t4jg4cj1lnzrb9fk13b


1. Create a Property Website, and copy the URL into the Cover Letter Click HERE for

Live Demo

2


http://5216vanburenst.viewthisgreathome.com/

http://5216vanburenst.viewthisgreathome.com/


Paste the Flipshow URL into your Cover Letter http://4280galtoceandr21k.flipshow.com/

Click HERE for Live Demo

3


http://4280galtoceandr21k.flipshow.com/

http://181addisonroad.flipshow.com/


Create Property Business Cards using an Avery label maker template. 4



Create or print a Brochure, roll it colored side out and place a colored rubber band on it.

Put in your

flower pot

5



Create an ePost card so you can forward it to the Seller. 6



Text “KS001” to “79564” to view the mobile version of the property website. Put it in your Cover Letter 7



Sprinkle the Property Business Cards, insert the rolled up Brochure and trifold your Cover Letter and be prepared for…WOW!!

8



Who is the Expired going to call if they are SERIOUS about Listing their home?

• The Agent that sent them a Postcard?

• The Agent that left them a voice message?

• Or, the Agent that left them a flower arrangement with

already created Marketing, Marketing, Marketing

materials for them.

• Nothing being bought or sold

• Just wanted to interview for the job of marketing your

home



What you will need to have in place? and the costs

1. Expired/FSBO service $87/Mo

2. Agent Marketing Property website $47/Mo

3. Calling Service $67/Mo

4. CMS Contact Management System $50/mo

5. Email system Free/$30/mo

6. Cloud Storage for the reports Box.com FREE

FSBO & Expired Package $297 $147

Let Racheli know if you need help [email protected]


mailto:[email protected]





Strategies

Other Strategies

1. Home Price Strategy

2. Expired Strategy

3. FSBO

4. Win the Listing Strategy

5. Evernote for Real Estate

6. Build your Marketing EQUITY



What if you prepared the following in advance: Create a property website

Create a “flipbook presentation”

Create property business cards

Create a Flyer

Create text message numbers to allow the property website to download to a cell phone

Create an ePost card that the Seller can share with family, friends and business

associates

Create a HITS report (capture the ones who text the property code)

Create a Facebook Listing Page to get up to 40,000 eyeballs

And what if this took you only 20 minutes to prepare!


1. Get the Expired /FSBO list

2. Download to a Database system

3. Make the phone- the link to the phone system is below the Video

4. Have flower pots ready (by the supplies from the $ Store

5. Keep calling, even if you got a NO 7 times…

EXPIRED & FSBO Strategys3.amazonaws.com/.../ExpiredsandFSBOSRacheli.pdf · 2015-01-20 · EXPIRED &...

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Transcript of EXPIRED & FSBO Strategys3.amazonaws.com/.../ExpiredsandFSBOSRacheli.pdf · 2015-01-20 · EXPIRED &...