Fast Start - Prudential Gary Greene, Realtors - Business Development/Prospecting/Loyalism/Success

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Welcome To Fast Start

Creating Cataclysmic

Perpetual Payoff

Ken Brand, Sales Manager The Woodlands

Office: 281-367-3531 Cell: 832-797-1779Email: [email protected] Blog: BrandCandid.com

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To Become SomeoneYou’ve Never Been Before

Will Require You To Do Things You’ve Never Done Before

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“Begin at the beginning and go till you come to the end; then stop. ”’

~ Lewis Carroll.

04/08/234Why? What? How?Why? What? How?

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Don’t Drink The Bad Kool-Aid

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Lost In A Sea Of Sameness?Lost In A Sea Of Sameness?

Top Of Mind AwarenessTop Of Mind Awareness

04/08/237You Rule!You Rule!

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04/08/2312It’s not “who” you know

It’s “who” knows YOU…as a trustworthy, Realtor Icon

It’s not “who” you know

It’s “who” knows YOU…as a trustworthy, Realtor Icon

The Electric Pinball PrincipleThe Electric Pinball Principle

How Do People You KnowView You?

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Permission. Solutions. Service. Knowledge.

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To Become Something You’ve Never Been Before,, You’ll Have To DO Things You’ve Never Done Before”

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The 3 People Principle

6°

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You Are Doing All The Business You Will Ever Do Based On People Who Who Are Aware Of You

Now (As a Realtor) ~ Steve Rand

You’re Either Interesting/Visible or Invisible~ David Freeman

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It’s NOT Rocket Science

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Launch Your Real Estate Success RocketPrepare To Win – Fuel Your Real Estate RocketPrepare To Win – Fuel Your Real Estate RocketOrder your monthly “Direct Mail Post cards". Check the selection @ Order Online or call Mattie in Corporate Marketing Services. View selection @ http://online.garygreene.com/Prospect/prosp1.htm. Create your Prudential Gary Greene personalized website. Go to: http://online.garygreene.com Create your Premium Agent Website at the same location. Rachel Montana at Corporate is the contact person. (713-465-6644)Create your personal domain name: http://www.NetworkSolutions.com (example: www.Kens411.com)Personalize your Har.com website: http://www.HAR.comOrder your monthly "Consumer News Letters.“ Go to: http://www.tpmco.comRegister for TAR Zip Forms. Go to: http://www.texasrealtors.com Register and access Zip Forms OnlineGather contact information (address, email, phone #s) for all your contacts/friends, etc. and enter them into your database. (MS Outlook 2003)Subscribe to a monthly Enewsletter service. (www.RealtyEZine.com) or Use our FREE GG Newsletters: Go to: http://online.garygreene.com/Promo/e-news.html Register and personalize your online Gary Greene CMA service – See your office adminstrator. Go to: http://online.garygreene.com/CMAlogin. Create an email signature – MS Outlook & GG emailPrepare 3 "Pre Listing Appointment" positioning packages.Prepare 3 "Buyers Information" packets.Register for HAR Tempo Classes: Tempo Basic & Advanced + Client Gateway + Zip Forms Go to http://www.har.com Click on Education Yellow PagesLift Off - Collide With OpportunityLift Off - Collide With OpportunityWear your Name Badge. To order: http://www.smawards.com/Use your Magnetic Car Signs. To order: http://www.oakleysigns.comSend your "Just Listed" & “Just Sold” announcements. Go to: http://online.garygreene.com/Prospect/Postcards/Quantum.htm Send your monthly newsletters. Order at: http://www.tmpco.comSend direct mail monthly post cards to your contacts/sphere, etc http://online.garygreene.com/Prospect/Postcards/prevpc Send your monthly Enewsletters to your contacts/sphere, etc.Send monthly Ecards – FREE http://online.garygreene.com/Prospect/ecards/ecardorderform2007b Make personal contact with every person in your database every 60/90 days. ASK FOR REFERRALS. Mail a “Note Card” and include two business cards after making contact.Enroll prospects/suspects & cheerleaders in the Automatic Email Notification Program. Personally contact with new activity notifications.Enroll all your closed clients in the GG Client Appreciation Program Call all of your warm prospects to see if their situation has changed and ask for referrals. http://online.garygreene.com/clientretention Use "Name Riders" or "Personalized Sign Panels" on all of your listings. Order at: http://www.oakleysigns.comStrive to EARN one referral from every current buying or selling client during the transaction.Visit Expired Listings.Visit FSBOsPlan a Public Open House Event twice per month. Participate in Mall Kiosk opportunity if availablePass out 10 business cards a day…2 at a time.

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What DoYou Fear

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Fail FasterFail FasterSucceed SoonerSucceed Sooner

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Hit The Brakes?

Swerve?

Turn Into It & Floor It?04/08/23

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Level One

Unconscious Incompetent

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Level Two

Conscious Incompetent

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Level Three

Conscious Competent

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Level Four

Unconscious Competent

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Welcome To Your Real Job

Talk To More People Than - Larry King

Solve Like - Einstein

Deepen Relationships Like - Oprah

Lead Like - Joan of Arc

Get Real, Love Tough - Like Dr. Phil

Negotiate Like - Johnny Cochran

Prevent Fires Like - Smokey The Bear

Surprise And Stupify - Like Forrest Gump

Patiently Love All/Serve All - Like Mother Teresa

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Love All. Serve All.

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Run. Showup. Surprise. Stupify.

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Prevent Fires.

Emotional Melt Down Prevention

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Negotiate and Advocate

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Get REAL. Love Tough

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Lead Like Queen Elizabeth

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Deepen Relationships & Listen

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Solve Problems

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Talk, Talk, Talk!

Connect!

Do Unto Others As You WouldHave Done Unto You

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Joe Dirt Knows Golden Rule 2.0

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Do Unto Others As They WouldHave Done Unto Themselves

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““Don’t Get Through, Break Through;Don’t Get Through, Break Through;Don’t Hide Out, Shine Out; AndDon’t Hide Out, Shine Out; And

Don’t Meet The Standard,Don’t Meet The Standard,Set The Standard.”Set The Standard.”

~ David McNally

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Words Matter.

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Story TellingKnow How It Ends

Choose A BeginningInclude Details

SurpriseLaws of Attraction

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How’s That“Real Estate Thing”Work’en For You?

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Be A

Purple Cow

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Forge An Image Of Fired Steel & Savvy

1. Be prepared - know exactly what you are going to say

2. Levitate above the Sea of Sameness.

3. Tell an interesting story, include a information nugget or factoid, conclude with a request for referral business. Lastly, after asking for something…you must give something…a commitment or a promise

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I’ve thoroughly researched and analyzed the real estate market. I’ve interviewed all the prominent real estate firms in our market place. I feel that I can provide my clients with the best services and results by partnering with Prudential Gary Greene, Realtors.

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Give Before you GETI know you’re busy, did I catch you at a good time?

I PROMISE to ……

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Get PermissionEarn Respect

Feel Good

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Can I ask you a semi personal question? If a close friend or co-worker asked you to recommend a real estate agent, who’s name pops into your head?

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It’s Official. Congratulations! You’re a Realtor. What can you say to your friends, neighbors, relatives and former coworkers that will begin transforming their current perception of you as _ _ _ _ _ _, into a shiny new perception…the professional, successful, productive, elite Realtor, worthy of referrals?

Your makeover begins be creating fresh impressions. You can begin crafting your new Elite Realtor Icon identity by uniquely responding to common questions asked of new real estate agents.

A few tips before we begin:1. Be prepared - know exactly what you are going to say2. Levitate above the Sea of Sameness.3. Tell an interesting story, include a information nugget or factoid,

conclude with a request for referral business. Lastly, after asking for something…you must give something…a commitment or a promise.

They Say: How’s the real estate thing coming?

You Say: Great. I’ve thoroughly researched and analyzed the real estate market. I’ve interviewed all the prominent real estate firms in our market place. I feel that I can provide my clients with the best services and results by partnering with Prudential Gary Greene, Realtors. So, I’m very busy building my real estate business. I don’t want you to get the wrong impression though, although I’m busy, if there is ever anything real estate related I can do for you or someone you know…I promise I’ll make time to help you or anyone you refer to me. In fact, if you ever have a real estate related question or need…for example, you need a contact number for a reliable painter, flooring company, etc., or you need property tax information or anything like that…I would be happy to help. Also, if you ever hear of anyone in your neighborhood or at work, who is thinking of selling or buying a home, I would consider it a huge favor if you referred me to them. I promise to do a great job and I treat my clients like family.

If not now…WHEN?If not now…WHEN?

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Option Two

They Say: How’s the real estate thing coming?

You Say: Great. I’ve interviewed all the prominent real estate firms in our market place and I’ve chosen Prudential Gary Greene, Realtors as my partner and the company I believe will provide me the best opportunity to offer the best real estate marketing, services and most importantly results for my clients. I’m off to a busy start, thanks for asking. Can I ask you a semi personal question? If a close friend or co-worker asked you to recommend a real estate agent, who’s name pops into your head?

They Say: I can’t think of anyone.

You Say: Perfect. I’d like the opportunity to earn the privilege of being the Realtor you would call on if you should ever need any real estate related help…or if a neighbor or coworker asked you to recommend a real estate agent, I would consider it a huge favor if you passed my name along. With your permission I’d like to touch base with you every so often and see if there is anything I can do for you or anyone else you might know who might need real estate services or help. Would that be ok? Great…here’s a my contact numbers.

If They Say: Bill Big Shot with XYZ

You Say: Great. Betty Big Shot Diva is a good agent. Should you ever need a second opinion or a second alternative, I’d like to earn the privilege of being the realtor you could rely on should Betty Big Shot Diva be unavailable. With your permission, I’d like to touch base with you every now and then to see if there is anything real estate related I can do for you or anyone else you know who might need real estate service or help. Would that be ok?

Those who get noticed, Get Ahead.Those who get noticed, Get Ahead.~Tom Peters~Tom Peters

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Send A Note + 2 Cards After Every Conversation

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Wheeeee…..I Passed My Test. I Can Sell Real Estate Now. Hello World…Here I Come!

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Calling Behind Your “I’ve Partnered With Prudential Gary Greene Realtors” announcements is the first critical step in creating “Top of Mind Awareness” and a prosperous referral based business. Your first call/personal contact is designed to inform everyone that you are; open for business, discover immediate opportunities, explain how your business works and respectfully, conversationally and courteously ask for permission to stay in touch and ask for referrals.

Step One: Mail your announcements, including one to yourself. When you receive your announcement in the mail, go to Step Two.

Step Two: Set a goal for how many personal contacts you will make per day. Pick up the phone and call as many people as it takes to reach your goal. The faster you are, the more persistent and committed you are (you’re a PRO right?) the more successful you will be!

Step Three: When they answer, you might use a dialogue similar to this.

They Say: Hello

You Say: Hi (their name), this is (Your Name). I know you’re busy, do you have a couple of quick moments? (Always provide an opportunity for a graceful exit.)

They Say: Yes.

You Say: Great. I’ve got my real estate hat on today and besides calling to say hello, I dropped a couple of my Realtor business cards in the mail and I wanted to double check and see if you received them?

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Calling Behind Your… -- continued They Say: Yes….

You Say: Great. I’m launching a new Real Estate Business and I’ve chosen Prudential Gary Greene, Realtors as my business partner. I wanted to make sure you had my contact numbers… if you ever have a real estate related question…like X Y Z , or if you hear of a neighbor or coworker who is thinking of making a move…I would be happy to help. Although I’m busy, I’ll always make the time to help you or anyone you refer to me and I promise I’ll do a great job. Oh…one other thing….would it be ok to touch base every so often to see if there is anything I can do for you. I wanted to get your permission.

Step Four: Send a handwritten “note card”, with 2 business cards.

Step Five: In your “contact manager” note the date of contact and any relevant information which will aid in making your follow-up contact unique. Step Six: Send them a direct mail piece at least once per month. (Creates Top of Mind Awareness!)

Step Seven: After your first monthly “direct mail” piece has been delivered follow up with a telephone call. This call is designed to discover new opportunities, create “Top of Mind Awareness” and receive permission to continue mailing. Your dialogue might go something like this…

You Say: Hi. Do you have a quick minute or two…I know you’re busy. I was calling to see if you received my Post Card…the one with the real estate information?

They Say: Yes

You Say: Great, I would like to send you real estate related information from time to time and I was calling for two reasons…to see if you received it and get your permission to continue. I didn’t want to assume it was ok, without

checking with you. Is it ok? “Life is either a daring adventure or nothing.” Helen Keller

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Calling Behind Your…– Continued

They Say: Sure.You Say: Thanks. If I can ever help you with anything real estate related, don’t hesitate to call on me. Although I’m busy, I’ll always make time to take care of you or anyone you refer me to. I promise I’ll do a great job. Take Care.

Step Eight: Make personal contact every 70 days…ask for referrals. Your conversation for the second call might go something like this….

You Say: Hi (Their Name), this is _________ with Prudential Gary Greene…I know you’re busy, do you have a couple of quick moments?

They Say: Sure.

You Say: Great, the reason I was calling was to touch base and see if there was anything real estate related I could do for you. When we last visited, I shared that I would be touching base every so often and I wanted to keep my commitment and check in with you. Can I do anything for you?

They Say: Nope

You Say: Thanks for visiting with me, if you hear of a neighbor or coworker who is thinking of making a move in the next 30 days or so, I would consider it a huge favor if you would pass along my card and contact numbers, or let me know and I’d be delighted to contact them. I’m busy, but, I will always make time to help you or anyone you refer me to. I promise I’ll do a great job and treat them like family. Would it be ok to touch base with you in a couple of months or so?

Step Nine: Practice, Drill, Rehearse. Plan your work and work your plan. Consistent, personal contact will insure your success…today and tomorrow.

““The problem is never how to get new innovative thoughts into your mind,The problem is never how to get new innovative thoughts into your mind,but how to get the old ones out.”

~~Dee Hock~Dee Hock~

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Tell US….What CommissionDo YOU CHARGE?

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Q: What commission do you charge?

Answer: Our Marketing Fee is 3%. This fee includes massive broadcast internet marketing, targeted advertising, and all the selling services required to get your property SOLD for Top Dollar and in a time frame that works best for you. We manage, coordinate and orchestrate the entire process from day one through a successful and trouble free closing.

When we advertise your property in the Multiple Listing Service, we will be competing with sellers who are offering agents working with qualified buyers a 3% commission…we will also compete with New Home Builders who pay a 3% commission as well as the occasional bonus. We recommend that our selling clients offer a 3% selling commission as well.

Of course, we only get paid for a successful outcome…there are no upfront fees and we offer a guarantee.

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Growing YOUR Top Of Mind Awareness

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Monthly Direct Mail sent to everyone in your data base is a critical step in generating “Top Of Mind Awareness” and positioning yourself for successful personal contact. Direct mail should be sent consistently, without fail…at least once a month. It is also recommended that you also send Direct Email.

Step One: Go to http://online.garygreene.com and Sign up for your personalized, monthly direct mail post card.

Step Two: Go to http://realtyezine.com and Sign up for your personalized, monthly Email Newsletter or send the FREE GG Newsletters at: http://online.garygreene.com/Promo/e-news

Step Three: Follow up your first monthly direct mail/ENewsletter/Ecard with a personal call. Your dialogue might go something like this…

You Say: Hi (their name), this is (Your Name) with Prudential Gary Greene Realtors, I know you’re busy, do you have a couple of quick minutes.

They Say: Yes

You Say: Great. (Their name), the reason I called is, I sent you a post card/Enewsletter/Ecard, it had (describe the piece) and I was calling to see if you received it.

They Say: Yes.

You Say: Great. With your permission, I would like to send you real estate related information from time to time, but I thought I should ask you if it was ok before I started. Would that be ok with you?

They Say: Yes.

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Monthly Direct Mail & Email Newsletter – Continued

You Say: Thanks, I appreciate it. If I can ever help you with anything real estate related, please don’t hesitate to give me a call. Although I’m busy, I promise I’ll always make time to help you…or if you hear of anyone in your neighborhood or a coworker who is thinking of making a move…I’d be happy to help them and I promise I’ll do a great job and treat them like family. Again, thanks for your time….take care.

Step Four: Follow up your personal contact with a note card and two business cards. Note your conversation in your data base. Go meet more people, engage in conversations….YOURSELF SKYWARD, ABOVE THE SEA OF SAMENESS!

““We have a “strategic” plan.We have a “strategic” plan.It’s called doing things”It’s called doing things”

~Herb Kelleher~~Herb Kelleher~

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How’s The Market? Tell a simple story

Include factsPlot = You have a need or offer a benefit End your story with a referral request

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Cool House On Tour Story

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Your Next Open House Palloza

Recent Closing. New Beginnings Story

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Your New Listing Needs A Buyer.Your Recent Buyer Needs Replacing.

The Cool People Your Working WithCan’t Find The Perfect Home

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How to answer the question…How’s The Real Estate Market?How to answer the question…How’s The Real Estate Market?

People are attracted to positive, enthusiastic and energetic people. DO tell a story, DO include details and facts. End your story with a natural problem that can be solved by requesting a buyer or seller referral.

Possible Story Lines:Cool House On Tour – You’re looking for a buyer.Your Next Open House Event – You’re looking for a buyerYour Scheduled Closing or Last Closing – You need more inventoryYour New Listing or Pocket Listing – You’re looking for a buyerThe Nice People You Showed Homes To This Week – You need more inventory

Here’s one possible positive response to “How’s the market?” and request for referrals.

You Say: Great, thanks for asking. Business is brisk. In fact, while on property tour today, I saw an amazing property. It had the most luscious private paradise back yard…a sparkling blue swimming pool and a wrap around decking, perfect for parties and serenely private.

Inside, the kitchen had been completely remodeled with the sleekest, stainless goodies, marble counter tops and slate floors. It’s brand new on the market and best of all it’s fairly priced. It’s in the Sleepy Hollow neighborhood. Can you think of anyone in your neighborhood or at work that has mentioned making a move? …This is a dream home for somebody.

They Say: Nope.

You: If you run into anyone you think this house would work for….here’s a couple of my cards…keep one and pass one along. So, thanks for asking…what’s new with you these days?

The answers you get depend upon the questions you ask.”– Thomas Kuhn

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Think Bigger!Think Bigger!

Think Deeper!Think Deeper!

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Dive Beneath AverageGenerate ONE New Referral

During The Transaction

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The Transaction You’re Working On Is Only The Surface!

You’ve faithfully marketed, advertised, networked and promoted yourself. Your hard work has paid off, you have a client who trusts you enough to employ you. It’s now time to build on your success.…set expectations and earn at least one referral recommendation during the transaction and two or three additional referrals every year.

Step One: Inform your clients that your goal is to deliver such a positive experience, that if anyone should ask them or they know of anyone who needs real estate help…they could and would enthusiastically, confidently and comfortably refer you to their friends, neighbors and coworkers. Use dialogue similar to this at the end of your Listing Presentation/Marketing Proposal/Buyer Service Presentation:

You say: In conclusion, simply stated, my goal is to deliver results and a level of service that creates such a positive experience for you and your family that if a friend or relative asked you for the name of Realtor, you could comfortably and confidently recommend me to assist them with all their real estate selling and buying needs. Being recommended is one the highest compliments a Realtor can receive.

Step Two: During the transaction, at an appropriate time (when the clients say “thank you”), respectfully, consistently and conversationally thank your clients for selecting you and ask for referrals. Use dialogue similar to this….

When the clients say: Thank you so much for all you do…you are the best realtor on the planet.

“If you don’t like change, you’re going to like irrelevance even less!”

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The Transaction You’re Working On Is Only The Surface

You Say: Thank you, I am so pleased this experience is so positive. As I shared with you when we first met…my goal is to deliver a level of services that would allow you to confidently and comfortably refer me to your friends, neighbors and coworkers when they need real estate help too. I’m glad things are going well. Please keep me in mind when you hear of someone needing real estate services. If you share their name with me, I promise to call them promptly and do a great job for them as well. Can you think of anyone (neighbor/friend/coworker) who has mentioned selling or buying in the next 60 days? Oh, just in case…here’s a couple of cards, feel free to pass these along to anyone who you feel needs help.

OR

You Say: Thank you, my pleasure. Oh, by the way... if you know of anyone who's thinking of buying or selling in the next 60 days or so and would appreciate this same level of service, just give me a call with their name and number and I'll promptly follow up. I promise I’ll do a great job and deliver the very best in service and results for them as well. Oh, I almost forgot, here’s a couple of business cards, feel free to pass them along to anyone you feel needs real estate help.

It’s not the strongest of the species that survives, nor the most intelligent, but the one most responsive to change.

~ Charles Darwin

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The Universal Law OfReciprocity

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Someone “Calls” And Asks You To Do Them A Favor. You Do A Favor. They Thank You. You Say, “Your Welcome”, Then Give Them An Opportunity To Return The Favor.

The Universal Law of The Universal Law of Reciprocity!Reciprocity!

Congratulations, people view you as a real estate expert and begin to call on you for real estate related favors and answers to their burning questions… telephone numbers for painters, roofers, neighborhood real estate activity information, information to dispute their taxes, refinance information, community information, etc. Let’s keep the cycle of favors circulating by giving the “favor asker” an opportunity to repay you…with a referral

When they say: “Thank you so much for your help…you’re the best!”

You say: No Problem, I know you could have called any of a dozen other realtors to help you…I really appreciate your thinking of me. Call on me any time for anything you need…also, I would consider it a huge return favor if, when you hear of a friend, neighbor or coworker who needs real estate help, you would recommend my services to them, maybe pass along my phone number. Or, even better, if you could give me a call, I would be happy to contact them…I promise to do an excellent job for them. Can you think of anybody off the top of your head?

They say: Nope

You Say: You take care now, thanks for calling on me and if you hear of anyone who needs help, I would greatly appreciate you referring them to me. Bye.

Follow-up: Be sure to send them a “Note Card” and two of your business cards.

““You must BE the change you wish to see in the world.” You must BE the change you wish to see in the world.”

~Gandhi~~Gandhi~

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The Power of Gossip & Secrets

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Create “Top Of Mind Awareness” by being the realtor who is the first to share neighborhood market activity information.

Position yourself as the market expert and collide with opportunity by notifying your “cheerleaders” when new real estate activity takes place in their neighborhood (new listings, new pendings, new closings).

Step One: Identify the people you feel are supportive and would refer you to their friends, neighbors and coworkers.

Step Two: Setup an email auto-notification, directed to you, for any real estate activity on their street.

Step Three: When new activity takes place…pick up the phone and fill them in. At the conclusion of your conversation…ask for referral business. Send a note card with two business cards.

Bonus Points: If you’re a neighborhood walker…wear a T-Shirt with a big logo identifying yourself as a Realtor.

““You can’t behave in a calm, rational manner. You can’t behave in a calm, rational manner. You’ve got to be out there on the lunatic fringe.”You’ve got to be out there on the lunatic fringe.”

~ Jack Welch~ Jack Welch

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Be An Academy Award Winning Movie Producer

1. Visit your local theater website to check new release movie dates and times ~ Example: www.Cinemark.com

2. Pick a date and time – Friday or Wednesday, Matinee Start Time: Between 10:30 and Noon Thirtyish.

3. Send an Email Invitation To Gobs Of Prospects In Your Sphere. Include, Date, Time To Meet Up, Movie Start Time, Movie End Time, It’s Your TREAT = FREE Movie Pass For Them. Copy and Paste The Movie Poster Picture Into Your Email Invitation. Ask Everyone To Hit The “Reply” Button If They Can Attend.

4. Follow-Up All Your Invitations With A Telephone Call/Invitation

5. Mail A Note Card After Each Conversation.

6. Greet Everyone With A Hug And Big Fat Smile, Hand Out Tickets, Chit Chat, Graciously Accept Thank Yous.

7. Follow Up By Mailing A Note Card To All Attendees.

8. Follow Up With Absentees - Email Fun-Time Wish You Could Have Joined Us – Include picture.

9. Open Your Eyes, Ears, Mind and Designer Purse – Referral Opportunities Will Bloom Like A Field Of Wild Flowers

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Generate fire hose force referral business by leveraging contact with your

current buyer/seller prospect/suspects when following-up.

At the conclusion of your follow-up conversation…

You Say: Great talking to you. Oh, one last thing…between now and the next time we meet, if you hear of a friend, neighbor or coworker who is thinking about making a move in the next 30 to 60 days, I would consider it a huge favor if you pass along my name and contact number or I would be happy to call them. I promise I’ll follow up promptly and I’ll do a great job. Of your friends at XYZ, who will be the next to move?

They Say: Nope.

You Say: Thanks…talk to you soon. Send a note card and two business cards.Three months from now you may wish you had started today.Three months from now you may wish you had started today.

~ Karen Lamb~ Karen Lamb

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Confident PersuasionConfident Persuasion

Seductive Odd Angle ConversationSeductive Odd Angle Conversation

Speak Your Way To Perpetual PayoffSpeak Your Way To Perpetual Payoff

Bridges ~ Portals ~ Unique Selling PropositionsBridges ~ Portals ~ Unique Selling Propositions

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Unique Selling Proposition - Transition Phrases

Would you be open minded….

Would you be offended…

Let me propose this…

Can we work together on that basis…

Can you see any disadvantage to..

Of all your friends at XYZZ, who will be the next to make a move?

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Unique Selling Proposition - SELLER

Transitional Bridge ~ Conversational Portal

You: Would you be open minded to fresh ideas that would help sell your property for more money, save you time and eliminate all the hassles and wicked surprises?

Or if you hear a commission related blast…

Listen…I hear you. I’m like you and everyone else…nobody wants to over pay for anything. We’ve all been promised the moon and what we got was a fist full of air, broken promises and mealy mouth excuses. ~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~

Let me propose this idea.

Let’s meet and I’ll share my uniquely tailored world wide marketing plan with you. I’ll share advanced, top tier, ultra effective marketing, advertising, merchandising strategies that will broadcast-blast your property information to the far corners of the world…viewable electronically in digital full high-impact Technicolor, locally, regionally, nationally and globally ~ maybe even galactilly if any aliens are picking up our signals.

These critical broadcast factors effect the sales price…your net bottom line proceeds…thin and weak marketing = meager and stunted net proceeds, thick, powerful and persuasive marketing = more money for you.

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Unique Selling Proposition - SELLER

Transitional Bridge ~ Conversational Portal Continued…

Also, briefly or in as much detail as you like, I will share how we communicate, manage and lead all the various role players in transaction…for example, the co-op brokers, mortgage lenders, home owner’s insurance, mortgage appraisers, title insurance, property inspectors, survey people, home warranty details and others.

Keeping you informed every step of the way, insuring that all the big and fine details are handled in a timely fashion…all leading to a stress free closing and trouble free receipt of funds. More convenience, ease and safety for you and yours…it’s all guaranteed.

At the conclusion of our meeting if your feel I’m the right person for the job…that I can get you home SOLD for more money with less hassle and stress…then you’ll hire me. That would be exciting. If not, then you won’t…no worries…I’ll wish you well, our meeting is complimentary and some of the gems/bright ideas I share with you will help you sell your home for more money no matter who you choose.

Can you see any disadvantage to our getting together on that basis?

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Unique Selling Proposition - Buyer

Transitional Bridge ~ Conversational Portal

You: Sounds to me like you’re looking for something special? Let me propose this…The reason it’s hard to find that special house is when HOT new listing inventory tumbles onto the market…I’m talking about homes that are priced great, show fantastic, stunning curb appeal, lush landscaping, fabulous floor plans and perfect location.

Homes that really shine and sparkle, often sell in a couple of days, if not the first day. These homes never show up in an ad, open house, even the internet…they sell too fast.

These homes are sold by fast acting, eagle eyed Realtors who monitor the market and notify their preferred clients as soon as something appears on the market. I have a computerized market monitor program that rushes me via email, auto-notification when HOT new listings hit the market.

My question is, when a HOT new listing hits the market and it matches your specific criteria, would you like detailed information rushed to you via email? Then you’d be the person with insider information, knowing what’s available before the masses.

It’s pretty simple, free and no hassles…all I need is a couple of quick minutes to better understand what you’re looking for…then I’ll have the information I need to program my Homefinder Software and bada-bing-bada-boom, you’re poised to WIN.

Is this free service something you could benefit from? Can you see any disadvantage to knowing about HOT properties before anyone else?

Home Work AssignmentTo Be Shared With

Classmates TomorrowMorning

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Just Listed and Just Sold Announcements lead to Golden Opportunities – New Listings, Qualified Buyers & Referrals

Go to http://www.quantummail.com/prudentialgarygreene to order your cards. Use this convenient, fast, affordable service to send your Just Listed/Just Sold announcements. Log in, choose your card, choose your message, pick the streets for delivery, order the names, address and telephones numbers, order a confirmation card. After you receive your conformation card, follow up your direct mailing with a prospecting telephone call. Your conversation may go something like this.

Just Listed AnnouncementsAcknowledge the party called by name: “Hello, may I speak to Mr. or Mrs. XXX, please.”

You Say: “Hi, this is your name with Prudential Gary Greene Realtors, I know you’re busy, do you have just a couple of quick seconds? The reason I’m calling is we just listed the Smith’s house down the street and I sent out a “Post Card” announcement…do you recall receiving it? We wanted to let the neighbors know, so that if you knew of anyone who would like to move into the area, we would be happy to show them the property and it’s a chance for you to pick your new neighbors. Also, when we sell this property would you like to know what price it SOLD for?”

““It takes contacts to make contracts” It takes contacts to make contracts” ~Marilyn Eiland~

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Golden Opportunities - Continued

They Say: Sure

You Say: Great. Confirm their address. End the conversation: “Thanks for your time, it’s been nice talking to you, I’ll be in touch.”

Just SOLD AnnouncementsAcknowledge the party called by name: “Hello, may I speak to Mr. or Mrs. XXX, please.”

You Say: “Hi, this is your name with Prudential Gary Greene Realtors, I know you’re busy, do you have just a couple of quick seconds? The reason I’m calling is we just SOLD the Smith’s house down the street and I sent out a “Post Card” announcement…do you recall receiving it? We wanted to let the neighbors know that they would have new neighbors soon and if you knew anyone in the neighborhood who was thinking of selling in the next 30 days…our marketing efforts have generated additional interest and we may have other buyers interested in your neighborhood. So, can you think of a neighbor who might be thinking of making a move, looking for a buyer?”

They say: Nope

“You are the storyteller of your own life, and you can create your own legend or not.”

~Isabel Allende

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Golden Opportunities - Continued

You Say: When the sale closes, would you like to know how much the property sold for?

They Say: Sure

You Say: Great. Confirm their address. End the conversation: “Thanks for your time, it’s been nice talking to you, I’ll be in touch” or “Thanks for your time, it’s been nice talking to you.”

If these contacts were positive…write a short “thank you” note and include two of your business cards. Add this person to your data base and begin mailing at least monthly (Enroll them in your Anti-Chaos/Perpetual Payoff Program. After your first mailing call to see if they received it, ask for permission to continue mailing and touching base from time to time. Update them on any new activity in the neighborhood (auto-notification). Give them a call when the property goes under contract and once it’s closed. In any event call every 90 days to say hello.

If things seem under control, you’re not going fast If things seem under control, you’re not going fast enough.enough.

~ Mario Andretti

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Easy Expired ListingsExpired Listing Victims Are Mad As Hell!

Rightfully So.

Why Should You Call On Them?

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Easy Expired Listings – Star SystemThe Expired Listing Mindset

1. Frustrated

2. Angry

3. Distrustful

Six Steps to successfully working with Expireds

1. Be quick & persistent.

2. Confirm that they want to sell.

3. Understand their frustration,empathize,listen and let them express themselves.

4. Renew their motivation.

5. Do not blame the price or the property.

6. Your goal is to get an appointment not make a presentation on the phone.

Contacting the Expired Listings – No MAIL! Call on the phone or stop by in person.

Dialogue

You Say: “This is “Your Name” with Prudential Gary Greene Realtors. I see on the Multiple Listing Service computer that your home is no longer listed “For SALE”. Do you still want to get your home SOLD?”

The Seller will respond…..the game begins. You can anticipate one or more of the following…

We relisted…don’t you know anything?

We’re going to sell it ourselves.

We’re going to relist with a friend.

You’re the fifth person to call…where were you when I had it for sale?

Have you seen my property? Why are you calling me now?

Do you have a buyer for my property?

What do you charge? We aren’t paying 6%!

All you realtors do is put a sign in the yard, put it in MLS and disappear…I hate all realtors!

What makes you so special?

What can you do for me that hasn’t been done?

We’re going to take it off the market for awhile.

We don’t need to sell unless we get our price.

We don’t know what we’re going to do.

Your goal is to keep them talking long enough to discover how you can get an appointment to offer a solution to their problems.

A leader is a dealer in hope. ~ Napoleon

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Expired Listings - ContinuedAllowing the seller to vent and asking “smart” questions will keep the conversation moving forward and help you discover what the original motivation for selling was and how you can help the seller achieve their goal. Ask for an appointment to present your solutions.

The following questions will help you with an effective approach. Be professional, candid, positive, honest and proactive. The seller needs your services to succeed. Questions to ask the Seller…Where did you want to move to?Why were you originally selling?Are you still open minded about different marketing ideas for your home?Has anybody told you why your home hasn’t SOLD? There is only one reason that a home doesn’t sell in our market place. And that’s because of the marketing. I’d like to come over and show you how we can UPGRADE the marketing of your home.What type of internet marketing was used to promote your property?Why do you feel your home didn’t sell?

After discovering the seller’s original motivation for selling and determining how you might help, ask for an appointment. Example: I understand how frustrated you must be. Let me ask you a question, if you could get your property SOLD for a price and terms that were acceptable to you, and you could have a guarantee that the services would be delivered as promised, would you be open minded to new ideas that would (renew their motivation): help you get your home sold and move your family into a new home closer to work with a shorter commute, so you could spend more time with your family. Or, help you move your family into a home with a big pool? Or, help you move into that new home that would have the extra bathroom for the kids. Or, help you make that move to Colorado so you can enjoy your time fishing? Or, help you make that move to a new home with a big back yard so the kids can roam around? Or, help you make that move to a home with a three car garage so you can set up that workshop you’ve wanted for so long?

If an appointment is not granted, follow through & follow up – Anti-Chaos/Perpetual PayoffIf the seller will not grant you an appointment, ask permission to follow up from time to time to see if there is anything you can do for them ( “Would you be offended if I followed up from time to time?”). Follow up your conversation with a “Thank You” note and a personal visit to introduce yourself. Add this prospect to your mailing and email lists and follow up with a weekly telephone call. One reason to contact them is to update them on new activity in their neighborhood.

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Practically Fool Proof For Sale By Owner

System

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Practically Fool Proof For Sale By Owner System Mind Set of the FSBO…

1. Believe they can do it themselves

2. They want to save the commission

What NOT to do…

1. Try to list on the first try. The purpose of the first contact should be simply to build rapport, not to convert them to a listing.

2. Discourage the owner. Telling the owner how difficult the process is will only alienate them. They're excited about the possibility of selling it themselves so don't ruin their day. They'll soon discover the difficulty on their own and then be ready to talk.

3. Sell all of your services. If you're not buying a car, you're not interested in all of its features. Same with FSBOs. They're not ready to hire a real estate agent, so they don't want to hear about your company...yet.

Success Steps.

1. Find a FSBO – Driving Neighborhoods/Yard Signs, Newspaper Ad, Bulletin Boards, etc.

2. Make Contact Ask for an appointment - Contact Dialogue: Hello, I’m (Your Name) with Prudential, Gary Greene Realtors. I’m calling because I see you’re selling your home. Are you cooperating with Realtors? I would like to make an appointment to view your property…what are your visiting hours? (Get in the door honestly…do not say you have a buyer unless you do.) Your goal is to build a relationship that may lead to a future listing or referrals.

3. Anticipate resistance, concern and cooperation. Be prepared for questions like…

FSBO: Do you have a buyer?

YOU: “Candidly, I’m not calling because I have a buyer for your property yet. What I have found is that I can do the best job of creating interest in a property if I’m familiar with it. I was hoping you could show me through the property. Then I could intelligently and enthusiastically promote your property…and match a qualified buyer prospect with your property. Does that make sense? Great, when would be a good time to tour the property?”

FSBO: We are not going to list the property!

YOU: I understand. I was wondering if you would be open minded to cooperating with a Realtor if they had a qualified buyer interested and willing to meet your price and terms…would you be open minded to saving the listing fee and only paying the selling fee?

FSBO: We will only pay you a 3% Commission!

YOU: Perfect, when can I visit?

"Just 'cause you can't walk on water doesn't mean you can't cross the river.“

Dink Weber

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Practically Fool Proof For Sale By Owner System

FSBO: We are not working with REALTORS! A: I understand. Because I’m busy in this area, it’s possible that I may be working with buyers and they may see your sign and ask me about your property. I understand that you’re not interested in paying any fees…would you be open minded to my previewing the property…then I could answer my buyers potential questions and if they were interested, I’d have them contact you directly. Would you be opened minded to my taking a quick peek. Can you see any disadvantage to that, a quick peek I mean…I understand you’re not paying any fees?

FSBO: We are not paying any commissions! A: Same as above

FSBO: Sure, come on over. A: Kneel and pick your jaw up from the floor…the three second rule applies! Thanks, I’ll be right over.

5. Preview the home, remember, you’re on a curiosity inspired discovery mission. Be yourself, attentive, in the moment and inquisitive. Ask questions, don’t sell and tell. You have two ears and one mouth for a reason. Ask for a tour: “Would you tour me through the home as you would a qualified buyer” ?

6. While touring, casually and conversationally, discover their “Time/Motivation” factor by asking conversational qualifying/discovery questions.

A. Key question: “When would you like to have the property sold and the check in your hands?”

B. Key question: “If for some weird reason you don’t find the right buyer, do you have a “Plan B?”

7. When the seller sez… “We can sell it ourselves!” Agree with them, don’t disagree, argue or share perilous stories of danger, defeat and folly. Yes, they can successfully sell their property. Your challenge is to position yourself as the best alternative when they become frustrated and generate referrals during their FSBO experience.

8. Follow Up & Follow Through

A. Number one reason for failure - failure to follow up.

B. Minimum Follow Up – Weekly in person or by phone.

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Open House

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Why do we hold Open Houses?

Which House should we hold OPEN?

1. Located where directional arrows can generate traffic.

2. Priced competitively.

3. Maximum curb appeal.

What should you do if you don’t have a suitable listing? Go get one. Hold OH for another team member.

Productive Open Houses requires PLANNING.

A. Set the Open House date.

B. Using the simple/fast/free/professional online web based Flyer Maker @ http://online.garygreene.com – Print 1 – Make 87 Color Open House Flyers

C. Mail 20 OH flyers (invitations) to your current buyers prospects/suspects and 20 of your most enthusiastic cheer leader friends. Follow up with phone calls. Follow phone calls with a written short/ sweet note, mail with 2 business cards. Hand deliver the OH Flyer/Invitation to 20 neighbors. Personally invite them, end your conversations with a question. “When we sell this home, would you like to know how much it SOLD for?” If they say yes, get their contact information, add to your data base, enroll in your personal anti-Chaos, Perpetual Payoff marketing campaign, keep them informed of new activity, write a short/sweet note, mail it with 2 business cards. If you are placing an OH sign on the edge of anyone’s property, knock on the door, ask for permission and invite them to your OH.

D. Remind sellers to “Keep the Stage Set”.

E. Get the sellers ‘Out of the property”, gracefully.

F. Do your homework about the neighborhood: Current listings, recent sales, schools, parks, etc.

G. Use a Guest Register to record names, physical and email addresses and telephone numbers.

H. Set the stage - lights, blinds, aroma, music – No TV

I. Prepare “Flyer Packets - Your business card or personal brochure goes on top. Include property fliers of your other listings or listings in varying price ranges. The last page of the packet should be your personal profile sheet.

J. During slow traffic periods, use your cell phone – Invite the neighbors, call people in your data base and follow up with your expired listing and FSBO prospects.

At the conclusion of the open house. Send Thank You Cards to attendees. Consult with your Sales Manager or Trainer to create a “follow-up” strategy.

What we do today, right now, What we do today, right now,

will have an accumulated effect on all our tomorrows. will have an accumulated effect on all our tomorrows. ~Alexandra Stoddard~~Alexandra Stoddard~

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Tell US….What CommissionDo YOU CHARGE?

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Q: What commission do you charge?

Answer: Our Marketing Fee is 3%. This fee includes massive broadcast internet marketing, targeted advertising, and all the selling services required to get your property SOLD for Top Dollar and in a time frame that works best for you. We manage, coordinate and orchestrate the entire process from day one through a successful and trouble free closing.

When we advertise your property in the Multiple Listing Service, we will be competing with sellers who are offering agents working with qualified buyers a 3% commission…we will also compete with New Home Builders who pay a 3% commission as well as the occasional bonus. We recommend that our selling clients offer a 3% selling commission as well.

Of course, we only get paid for a successful outcome…there are no upfront fees and we offer a guarantee.

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Key ConceptsPeople buy and sell real estate every day…why not with you?

Creating Top Of Mind Awareness.

The Positioning

The Sticky Pinball Principle

The 3 People Principle It’s not who you know…it’s who knows you….as a Realtor

How do people who know you….define you? How do you want to be defined?

The Solution Secret – Solve – Don’t Sell

Rocket Science? Nope. Action!

4 Levels Of Competence.

What do your fear?

Definition of insanity: Doing the same things over and over, expecting a different result.

What’s the answer? Race Car Wreck. Perfect Practice.

Follow-up – Follow Through – Or Fail

“Persuasion is merely a transference of confidence.” ~ Roy Williams

Fast Start - Prudential Gary Greene, Realtors - Business Development/Prospecting/Loyalism/Success

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Transcript of Fast Start - Prudential Gary Greene, Realtors - Business Development/Prospecting/Loyalism/Success