Seller Series: Find and Win More Listings

www.marketleader.com

Find and Win More ListingsFamily Reunion 2014

Jerimiah TaylorTeam Leader

Kris OlsenSenior Trainer, Market Leader


Meet Our Featured Expert!

Jerimiah TaylorTeam Leader, San Diego, CA

Lead Agent, Tucson, AZ“Rising Star of 2012” Arizona State Association of REALTORS


• Where to find listing leads• How to attract more sellers• Steps to capture & convert sellers

What Will You Learn Today?


• Someone who would like to:– List a $200,000 home– Buy a $200,000 home?

Sellers vs. Buyers: What would you choose?


• Marketing opportunities• More control of your time• More sales volume• More money for your time• You are on the front-end of pricing

“The Millionaire Real Estate Agent” by Gary Keller

Why Seller Leads are Awesome!

“…On average, one well-marketed listing will generate one serious buyer who buys… It’s the real estate industry’s version of the

‘twofer.’”


66% of sellers interview only 1 agent **Engage and stay in touch to create a huge competitive advantage!

Typical Seller Timeline

* Hebert Research 2012** NAR Home Buyers and Seller’s report 2013


GENERATE SELLER LEADS OFFLINE


• 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!

Gary KellerShift Tactic #4: Find the Motivated—Lead Generation

Be Proactive, Not Reactive

“Your message must match your market.”


• 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

Offline Strategies

“I have a buyer that needs to buy a house in your neighborhood”


5 WAYS TO GENERATE SELLER LEADS ONLINE


• The way consumers search isn’t geo-targeted!

Why aren’t seller leads easy to generate online?


How?


#1 Buys and Sells


• Add your leads to Market Insider

#2 Past Clients


• Drive homeowners from your blogs, niche websites and social media

#3 Drive Homeowners to Your “Sell” Tab


• 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 Think “Niche”


#4 Blogs and Social Media


#4 Blogs and Social Media


• Golden Goose?• Guaranteed and Exclusive Leads

#5 Paid Online CMA Requests



• First 100 days– Converted 8 into sales– $40,000 in gross commissions

Have you seen success with HouseValues?

For every $1 I’ve spent with HouseValues,

I’ve received $35 back!


• Create a marketing piece with an online call to action for lead capture• Use your Custom Page with Pro!

#6 Bonus: Combine Offline with Online Lead Capture!


• Be Committed!• Be Consistent!• Capture with your eEdge or Pro site

– Market Insider– Sell Tab– Custom Page– HouseValues.com– eAgenC site

Make More Sellers Come to You!

“Go get your unfair share!” Gary Keller, SHIFT


HOW DO YOU CONVERT SELLER LEADS TO APPOINTMENTS?


1. Respond immediately

Keys to Convert


1. Respond Immediately2. Make a phone call

Keys to Convert


1. Respond immediately2. Make a phone call3. Schedule a hand-delivery

Keys to Convert


1. Respond immediately2. Make a phone call3. Schedule a hand-delivery4. Create mind share

Keys to Convert


1. Follow-up every 48 hours2. Focus your questions on their motivation3. Add them to a customized drip campaign4. Make additional “touches” personal contacts.

Create Mindshare

“People do business with you, not with your marketing”


• Use Market Insider data or reports in your emails to elicit a response

• Take a photo of a seller prospect’s home • Make a flyer to market to the seller• Send Property Blast emails with your listings

Other Creative Strategies?

“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.”


• Highlight new listings and work two sides of a transaction

Jerimiah’s $50,000 secret: Property Blast!


Email Listing Report


• eEdge Library:– 8x8 Seller Secrets– 33 Touch

• Pro Library:– Distressed Sellers– Thinking about selling?– Website Follow-up Sellers

Seller Targeted Campaigns


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