Attract short sale listings like a magnet

How To Attract Short Sale Listings Like A Magnet

Significa Short Sale Solutions

Processed over 350 Short Sales7 Years in the Short Sale BusinessHave A 30 Person TeamGrowth in Staff and Files of 600% in 1 yearNational Short Sale Manual with State by State Supplement.

Compassion

People don't care what you know until they know that you care.Helps you connect with prospects to gain trustCome from contribution

Know Your Market

Know who your looking to connect withKnow their languageKnow which objections to overcomeSmart Way To Segment Your Market is...

Generations Needing Short Generations Needing Short SalesSales

Postwar GenerationPostwar GenerationLeading-Edge Baby BoomersLeading-Edge Baby BoomersTrailing-Edge Baby BoomersTrailing-Edge Baby BoomersGeneration XGeneration XGeneration YGeneration Y

Postwar CohortPostwar Cohort

Born between:Born between: 1928-19451928-1945Coming of age:Coming of age: 1946-19631946-1963Age in 2012:Age in 2012: 67-8467-84Population:Population: 47 million (21%)47 million (21%)

Postwar AffinitiesPostwar Affinities

Desire experience, not thingsDesire experience, not thingsEnjoying lifeEnjoying lifeNostalgiaNostalgiaSecuritySecurityStabilityStabilityResponsibilityResponsibility

Postwar TendenciesPostwar Tendencies

Will pay mortgage first and all other Will pay mortgage first and all other expenses after thatexpenses after thatWant to meet in personWant to meet in personRespond to direct mail and door knockingRespond to direct mail and door knockingContent with small homes within walking Content with small homes within walking distance of shopsdistance of shopsIf you establish yourself as the authority, If you establish yourself as the authority, they will not question youthey will not question you

Leading-Edge Baby BoomersLeading-Edge Baby Boomers


Leading-Edge Boomer Defining Leading-Edge Boomer Defining MomentsMoments

Leading-Edge Boomer Emotions Leading-Edge Boomer Emotions and Affinitiesand Affinities

NostalgiaNostalgiaChallenge authorityChallenge authoritySocial justiceSocial justiceSexually experimentalSexually experimentalGenerational communityGenerational community

Leading-Edge Boomer TendenciesLeading-Edge Boomer Tendencies

Used to challenging authority and have no Used to challenging authority and have no problem sticking it to the bankproblem sticking it to the bankBought the McMansions and now looking Bought the McMansions and now looking for smaller, ranch homesfor smaller, ranch homesRespond to direct mail and phone callsRespond to direct mail and phone calls

Trailing-Edge Baby BoomersTrailing-Edge Baby Boomers

Born between: Born between: 1955-19651955-1965Coming of age:Coming of age: 1973-19831973-1983Age in 2012:Age in 2012: 47-5747-57Population:Population: 49 million (22%)49 million (22%)

Trailing-Edge Boomer Defining Trailing-Edge Boomer Defining MomentsMoments

Trailing-Edge Boomer Emotions Trailing-Edge Boomer Emotions and Affinitiesand Affinities

CasualCasualPolitically ambivalentPolitically ambivalentDistrust of government and institutionsDistrust of government and institutionsOvert materialismOvert materialismSexual freedomSexual freedom

Trailing-Edge Boomer TendenciesTrailing-Edge Boomer Tendencies

They always ask WIIFM: What’s In It For They always ask WIIFM: What’s In It For Me? Me? They want to maintain their lifestyle and They want to maintain their lifestyle and keep material possessionskeep material possessionsWill stop paying mortgage while continuing Will stop paying mortgage while continuing to pay credit cards to finance their lifestyleto pay credit cards to finance their lifestyleDo not trust banks or the governmentDo not trust banks or the governmentRespond to phone callsRespond to phone calls

Generation XGeneration X


Generation X Defining MomentsGeneration X Defining Moments

Gen X Emotions and AffinitiesGen X Emotions and Affinities

Environmental concernsEnvironmental concernsGlobal communityGlobal communityFree agency and independenceFree agency and independenceFriendships importantFriendships importantCynical about futureCynical about futurePursuit of quality of lifePursuit of quality of life

Gen X TendenciesGen X TendenciesWorried about providing for their kidsWorried about providing for their kidsPrefer smaller, more modern, green Prefer smaller, more modern, green homes (not interested in McMansions) homes (not interested in McMansions) near urban areasnear urban areasBought their first home at the height of the Bought their first home at the height of the marketmarketValue their credit rating and want to buy Value their credit rating and want to buy againagainRespond to emailRespond to email

Generation YGeneration Yaka the Millenialsaka the Millenials

Born between:Born between: 1977-19941977-1994Coming of age:Coming of age: 1995-present1995-presentAge in 2012:Age in 2012: 18-3518-35

Generation Y Defining MomentsGeneration Y Defining Moments







Generation Y Emotions and Generation Y Emotions and AffinitiesAffinities

Everything is done on the InternetEverything is done on the InternetHeightened fears about personal safetyHeightened fears about personal safetySocially and environmentally awareSocially and environmentally awareStreet-smartStreet-smartIntense patriotismIntense patriotismTeam playersTeam players

Generation Y TendenciesGeneration Y Tendencies

Prefer to rent, or live with parentsPrefer to rent, or live with parentsThey like to be near others (condos, co-They like to be near others (condos, co-ops, townhomes, urban centers)ops, townhomes, urban centers)Those who did buy homes are upside Those who did buy homes are upside downdownSeek information on the InternetSeek information on the InternetRespond to social mediaRespond to social mediaThey need to “connect” with their agentThey need to “connect” with their agent

Generation Y TendenciesGeneration Y Tendencies

Prefer to rent, or live with parentsPrefer to rent, or live with parentsThey like to be near others (condos, co-They like to be near others (condos, co-ops, townhomes, urban centers)ops, townhomes, urban centers)Those who did buy homes are upside Those who did buy homes are upside downdownSeek information on the InternetSeek information on the InternetRespond to social mediaRespond to social mediaThey need to “connect” with their agentThey need to “connect” with their agent

Psychology/Media/Message

Post WarBaby BoomerGen xGen y

Finding Short SalesFinding Short Sales

Baby Boomers most in need of short salesBaby Boomers most in need of short sales– Subdivisions built since 2004Subdivisions built since 2004– Most likely to respond to phone calls, direct Most likely to respond to phone calls, direct

mailmail– May take pleasure in “screwing the bank”May take pleasure in “screwing the bank”

Generation X also highly in needGeneration X also highly in need– Email campaigns work wellEmail campaigns work well– Pragmatic approachPragmatic approach

Bottom-Line

New Agent ApproachExperienced Agent Approach

Scripts

Adapt them to your audience

You Have Questions...We Have Short Answers

Thank You

Scripts and Presentation On FB PageNext Webinar: August 21, 2012

Real Estate

Attract short sale listings like a magnet