United Country Auction Services

Prospecting Techniques for Increasing Listings

Prospecting Developing Techniques to Increase Listings

Overview

•Standard Practices (101)1. Local Networking2. Phone Calls3. Direct Mailings4. Local Marketing

•Best Practices1. Develop “Birddogs” 2. Developers & REO Managers3. Presentation Opportunities4. Live Internet Broadcasts

•UC Tools (put them to work)1. Networking2. Special Confidentials3. Ancillary Services4. Listing Presentations5. Leveraging the Corporate

Headquarters

•Case Study

Prospecting (standard practices)• Local Networking

– Buyers and Sellers– Realtors– Attorneys– Bankers– Trust Officers– CPA’s

• Phone Calls– Cold Call Solicitations– Seller Call ins

• Direct Mailing– Area Property Owners– Out of Area Owners– Upcoming Auction Brochures / Cards

• Local Marketing– Signage– Business Cards– Newspaper Ads– Auction Flyers– Website

Prospecting (best practices)

• Develop “Birddogs” (Lead Generators)– Choosing the Right Bloodline– High Energy, High Results– If You Don’t Feed Them, They Don’t Hunt

• Developers & REO Managers– Their in the Spotlight – Developing Solutions They Need

• Presentation Opportunities– Becoming the SME– Creating the Opportunity– Make it a Sales Presentation

• Live Internet Broadcasts– Free Broadcasting, Free Exposure– Forces Decision Making Process– Listing Strength– Creates Statistics and Track Records

United Country Tools (put them to work)• Networking

– Working with UC Conventional Offices– Working with Non-UC Offices

• Special Confidentials– They Work if you Keep Working Them

• Ancillary Services– UC Home Protection Plans– UC Home Mortgage– UC Land Finance– Proxibid– Strategic Partnerships (FFA, DU, RMEF, JD)– EMS-Enhanced Marketing Solutions

• Listing Presentations– Creating a Presentation for Success– Verticalizing Presentations for Specific Market

Segments– Multi-Media Presentations Win Deals– Leveraging the Home Office on Large Projects

• Leveraging United Country Home Office– Winning Deals with Additional Support– Client Calls with the Home Office– World Class Marketing and Promotion Expertise is

only a request away

Case Study’s

• Case Study #1– David Hudgins Wins a Multi-Million Dollar

Auction in Tennessee by using the tools, services, and leveraging the home office

• Case Study #2– Mike Fisher gains the competitive

advantage playing the United Country “cards” to STOP losing any competitive situations

• Case Study #3– Larry Theurer leverages his affiliation with

United Country to win a 6,800 acre ranch in Nebraska

Focused Break Out Session

• Discussion Topic (Listing Auctions):– Discuss “Best Practices” to targeting and

contacting prospective sellers

• Discussion Topic (Listing Presentations)– Discuss “Best Practices” to preparing and

presenting an award winning presentation to a potential client

• Discussion Topic (UC Tools)– Discuss “Best Practices” for resourcing and

implementing United Country tools and services in your auction business (Primarily Focused on Listing Property At Auction)