Seller Series: Find and Win More Listings

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Information about Seller Series: Find and Win More Listings
Real Estate

Published on February 15, 2014

Author: MarketLeaderInc



Presented at Keller Williams Family Reunion 2014

Find and Win More Listings Family Reunion 2014 Jerimiah Taylor Team Leader Kris Olsen Senior Trainer, Market Leader

Meet Our Featured Expert! Jerimiah Taylor Team Leader, San Diego, CA Lead Agent, Tucson, AZ “Rising Star of 2012” Arizona State Association of REALTORS

What Will You Learn Today? • Where to find listing leads • How to attract more sellers • Steps to capture & convert sellers

Sellers vs. Buyers: What would you choose? • Someone who would like to: – List a $200,000 home – Buy a $200,000 home?

Why Seller Leads are Awesome! • • • • • Marketing opportunities More control of your time More sales volume More money for your time You are on the front-end of pricing “…On average, one well-marketed listing will generate one serious buyer who buys… It’s the real estate industry’s version of the ‘twofer.’” “The Millionaire Real Estate Agent” by Gary Keller

Typical Seller Timeline 66% of sellers interview only 1 agent ** Engage and stay in touch to create a huge competitive advantage! * Hebert Research 2012 ** NAR Home Buyers and Seller’s report 2013


Be Proactive, Not Reactive • Sellers’ market: Do more marketing to win listings in high demand • Buyers’ market: Win more listings with less marketing • Shift from buyers’ to sellers’ market: Pump up your marketing $$ quickly! “Your message must match your market.” Gary Keller Shift Tactic #4: Find the Motivated—Lead Generation

Offline Strategies • Have listings to advertise? – – – – Memorable signs Nice property Areas near house Neighborhood farming

Offline Strategies • Without listings – Cold calling: • FSBO’s • Expireds – Work your Sphere • Past Clients • Core Advocates – Geographic Farming • Direct Mail to targeted mailing lists • Door knocking • Business to business “I have a buyer that needs to buy a house in your neighborhood”


Why aren’t seller leads easy to generate online? • The way consumers search isn’t geo-targeted!


#1 Buys and Sells

#2 Past Clients • Add your leads to Market Insider

#3 Drive Homeowners to Your “Sell” Tab • Drive homeowners from your blogs, niche websites and social media

#4 Think “Niche” • Why? – Specific = Smaller audience but more return on your traffic • Examples – 1031 Exchanges • “Using 1031 exchange to trade into tenant in common property” • “Can there be more than one property in a 1031 exchange” – Investment Properties • “Investment properties for sale with tenants in them” – Short Sales • “Upside down on the second mortgage but not the first” – Divorce • “Confidential divorce specialist to help me sell my home”

#4 Think “Niche” • Attorney Assisted Foreclosures

#4 Blogs and Social Media

#4 Blogs and Social Media

#5 Paid Online CMA Requests • Golden Goose? • Guaranteed and Exclusive Leads

Have you seen success with HouseValues? • First 100 days – Converted 8 into sales – $40,000 in gross commissions For every $1 I’ve spent with HouseValues, I’ve received $35 back!

#6 Bonus: Combine Offline with Online Lead Capture! • Create a marketing piece with an online call to action for lead capture • Use your Custom Page with Pro!

Make More Sellers Come to You! • Be Committed! • Be Consistent! • Capture with your eEdge or Pro site – – – – – Market Insider Sell Tab Custom Page eAgenC site “Go get your unfair share!” Gary Keller, SHIFT


Keys to Convert 1. Respond immediately

Keys to Convert 1. 2. Respond Immediately Make a phone call

Keys to Convert 1. 2. 3. Respond immediately Make a phone call Schedule a hand-delivery

Keys to Convert 1. 2. 3. 4. Respond immediately Make a phone call Schedule a hand-delivery Create mind share

Create Mindshare 1. 2. 3. 4. Follow-up every 48 hours Focus your questions on their motivation Add them to a customized drip campaign Make additional “touches” personal contacts. “People do business with you, not with your marketing”

Other Creative Strategies? • Use Market Insider data or reports in your emails to elicit a response “Great news if you have a growing family… Did you know that schools in 98034 are rated twice as high as 98033, and the homes are cheaper in 98034! Get more space and better education for your kids! See for yourself here.” • Take a photo of a seller prospect’s home • Make a flyer to market to the seller • Send Property Blast emails with your listings

Jerimiah’s $50,000 secret: Property Blast! • Highlight new listings and work two sides of a transaction

Email Listing Report

Seller Targeted Campaigns • eEdge Library: – 8x8 Seller Secrets – 33 Touch • Pro Library: – Distressed Sellers – Thinking about selling? – Website Follow-up Sellers

RECEIVE A FREE COPY OF THIS PRESENTATION: LEARN.MARKETLEADER.COM Visit the Market Leader booth to unlock an iPad mini and enter for your chance to win free leads for life!

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