Finding Sellers and Winning Appointments with Michael Stockhaus

learn.marketleader.com

Part 1: Finding Sellers and Winning Appointments

Host: Shannon ShimabukuroSenior Trainer


• Meet Michael Stockhaus• Tips to find seller leads• Steps to convert leads into listing

appointments• Questions

Agenda


• Husband/Wife Team• Franklin, Indiana• Jarvis Realty Group

Meet Our Featured Expert: Michael Stockhaus!


TIPS TO FIND SELLER LEADS


• HouseValues.com – 40+ leads/month– Lists 2/month

• Trulia Pro– Feature listings

• Lakehouse.com

Tip #1 Paid Leads: HouseValues.com


• Craigslist• eBay Classifieds

Tip #2: Classified Sites


Tip #3: Buyers that become sellers


HOW DO YOU GET MORE SELLER APPOINTMENTS?


• Call or text.– “We got your request...”– “this is who we are…”– “we’ll put together a report in the next 24 hours…”– “Is there anything you’ve done that would add value?”

Respond Immediately

Script provided in handout


Set a timeline


Get to work and create a report!

Which works best: CMA or Seller’s Market Report?


Seller’s Market Report: What is it?


Seller’s Market Report: Where is it?


Seller’s Market Report: CustomizeManually add sold

data from MLS

Keep price-range broad

Subdivision notes

People on your site viewing

similar homesInclude link to Market Insider


Within 48 hours…1. Did you receive the report? 2. Have questions?

Send follow-up email from

Script provided in handout

http://www.google.com/url?sa=i&rct=j&q=&esrc=s&frm=1&source=images&cd=&cad=rja&uact=8&docid=k6TogrFWqxlgaM&tbnid=jQK8jBuOWHxzfM:&ved=0CAUQjRw&url=http://www.maximumpc.com/best_email_service_2013&ei=9qe9U_OOO8--oQTThoDYCw&bvm=bv.70138588,d.cGU&psig=AFQjCNH5zJjc4qJszmFHAD4Ksvbz6ZtJGw&ust=1405024627250735


Hand-deliver based on timeframe


1. Seller Lead Conversion2. Website Visitors for Sellers3. Long Term Sellers

Cultivate with seller campaigns


• Add to a Market Insider report

Get them on your website


• Offer updated information on market as it has changed… use Market Insider

• Would you like an updated CMA?• Any information you’d like me to pull?

Set Reminders for 90 days


• To unsubscribes • Sellers in desirable area• Investors• Seasonally to target farm

Send Postcards

Your goal is to get them on your website!


1. Respond immediately2. Set a timeline3. Create a Seller’s Market Report and Customize it!4. Send follow-up email from Gmail5. Hand-deliver to earlier time-frame clients6. Add to seller campaigns7. Set reminders for 90 days to re-engage8. Send Postcards

Let’s Review:


Key Take-aways

Fill out the survey, and don’t forget to register for next week’s Power Hour!

1. Do not assume anything about “who” your contact is.

2. Treat every lead the same. Don’t skip steps!

3. Keep your contacts in the SYSTEM

4. Use Market Insider


Part 2: Killer Listing PresentationsWith featured guest Cindy Stockhaus

• Get more listing appointments • Strategies to win more listing appointment• Providing exceptional service

Join us Next Week!

Wednesday, 7/23 at 10:00am Pacific, 1:00pm Eastern

To Register: Learn.MarketLeader.com

http://www.learn.marketleader.com/


Want More?• Fill out post-class survey to receive class

notes!• Visit Learn.MarketLeader.com:

– Power Hour Recordings & Handouts– Short Tutorials

• Customer Support: 1-877-450-0088

Real Estate

Finding Sellers and Winning Appointments with Michael Stockhaus