THE THREE P’S OFLISTINGS

ProspectPresentPerform

PROSPECT

§ PROSPECT EVERYDAY!!!§ SOURCES OF LISTINGS§ SPHERE OF INFLUENCE (SOI)§ FSBO§ EXPIRED§ FARMING§ JUST LISTED/PENDING/SOLD

SPHERE OF INFLUENCE§ WHAT BETTER PHONE CALL TO MAKE THAN

TO SOMEONE YOU KNOW§ AT LEAST 200 NAMES§ Personal Visit: At least once a year§ Telephone: Three times a year§ Personal Note: Immediately after each visit or call§ Bulk Mail: Monthly (postcards, newsletters, flyers)§ Email: Monthly (eNewsletter, eCard, personal

email)§ Market updates and area information as needed

Good evening, Tom, this is ______________. How are youdoing?Tom, the reason I’m calling is that I’ve entered the real estatebusiness with XYZ REALTY. I’m excited about the companyand the business, and I would really appreciate your help. The next time you hear of someone who’s thinking of making amove, would you do me a favor? First, would you tell them about me? Second, would you pickup thetelephone and tell me about them? I’d really appreciate it! I’llsendyou some of my cards in the mail tonight. Let me make sure Ihaveyour current information. (Verify address and emailinformation.) By the way, Tom, who do you know who might be planning onbuying or selling real estate?Thank you again, good-bye.

FSBO§ WHY DO OWNERS GO FSBO?§ UNDERSTAND THE FSBO§ DON’T TRY TO LIST ON THE FIRST ATTEMPT§ FACE TO FACE FIRST TIME CONTACT§ ASK SOME QUALIFYING QUESTIONS§ ASK TO LEAVE YOUR CARD AND OFFER TO

ANSWER ANY QUESTIONS§ FOLLOW UP PLAN

OBJECTIONS

§ LEARN DIALOG FOR COMMONOBJECTIONS

EXPIRED

§ UNDERSTAND THE MINDSET OFAN EXPIRED§ WORK THEM EVERY DAY§ SET UP A PLAN§ CALL, WRITE LETTERS§ FOLLOW UP

OBJECTIONS

§ LEARN DIALOG FOR COMMONOBJECTIONS

FARMING

§ select a geographic area§ select a niche market§ make a plan§ follow up

SELECTING AN AREA§ know your area – preview all listings§ know your competition§ local ordinances, HOA regulations for subdivision§

Starting your farm§ get list of street names§ owners names§ sale dates§ have a 6 month and 12 month plan§ FOLLOW UP PLAN

§ How to manage database§ What to use

JUST LISTED/PENDING/SOLD

§ make calls around all new listings§ pendings§ solds

PRESENT§ YOUHAVE AN APPOINTMENT, NOW

WHAT§ DO YOUR HOMEWORK§ CMA§ MARKETING PRESENTATION§ MAKE IT ABOUT THEM NOT YOU§ CLOSE FOR THE LISTING

DO YOUR HOMEWORK§ KNOW WHO THE SELLERS ARE§ CHECK TAX, DEED RECORDS

CMA§ WHAT GOES INTO A CMA

§ BEST 3 ACTIVE COMPS§ BEST 3 SOLDS§ BEST 3 EXPIREDS

§ CMA SHOULD BE THE LAST THING DISCUSSED AFTER YOURMARKETING PRESENTATION

§ SEPARATE LISTING FROM PRICE

PERFORM§ DO WHAT YOU SAY YOU ARE GOING TO DO!!!!§ KEEP IN TOUCH WITH SELLER ON A WEEKLY BASIS§ MARKETING YOUR LISTINGS

§ WHERE TO MARKET§ COMMUNICATION WITH SELLERS

RESOURCES§ DAVID KNOX - http://www.davidknox.com/§ MIKE FERRY - http://www.mikeferry.com/main/content/complimentary§ DARRYL DAVIS – http://darryldavisseminars.com/ How To Become A Power Agent In Real Estate§ FLOYD WICKMAN - https://floydwickman.com/§ http://www.realtor.org/field-guides/field-guide-to-farming-and-

prospecting§ Realtor.com – prospect toolkit -

http://realtormag.realtor.org/node/11779§ Realtor.com – follow up toolkit

-http://realtormag.realtor.org/node/11780

SUE LUCAS843-997-4595SL1586@SCCOAST.NEThttps://www.facebook.com/techtipsandtraining