An Agents Guide to Real Estate and Getting More Property Listings

Every real estate agent knows that the key to success is getting more listings. If a realtor isn't listing property then it is very difficult to keep a steady income. There are buyer agents who do not list property and work solely with buyers rather than sellers, these real estate agents are rarely in the top 5% in terms of income and transactions. The seven steps detailed here are effective at helping realtors convert for sale by owner or FSBO listings into listings for the agent and the real estate broker. Following these steps will help you get more property listings and give you a better chance to make more money. This system is based on using network marketing and video marketing to promote real estate agents. The scripts and steps that follow will work with revision but are meant to be accompanied by a personal marketing video and a network of affiliated businesses who partner with realtors to offer products and services to clients.

(1) Hi, I see your sign; may I ask, are you co-operating with a real estate agent?

(2)ANSWER: “YES”:

“Great…my company and I work with a lot of buyers in your area, and if I would bring you an offer that is NET acceptable, would you be willing to accept that offer through my firm?”

(2)ANSWER: “NO”:

“Well, the Reason that I asked is, my company and I work with a lot of buyers in your area, and if I would bring you an offer that is NET acceptable, would you accept that offer through my firm?”

(3)ANSWER: “YES”:

“Great, it will take just a few minutes to see enough of your home, so that I can tell potential buyers about it. May I do that now?”

(3)ANSWER: “NO”:

“I understand, I would like to leave you a marketing video that I produced to introduce my company and myself.

The Video explains the many points on how to market your home effectively, getting you the best offers, with the most money and the quickest sale, even if you decide to continue to sell your own home. With your permission I’ll stop back at a later date, pick up the video and leave you a packet of coupons and discounts compliments of the businesses that I work with. When would be a good time for me to pick up the video, drop off the coupons and discounts, as well as, answer any questions that you might have about the video?

(3b)ANSWER: “YES, but could you come back at a more convenient time?”

“No problem I understand, I would like to leave you a marketing video that I produced to introduce my company and myself. The Video explains the many points on how to market your home effectively, getting you the best offers, with the most money and the quickest sale. When would be a good time for me to pick up the video, view your home, as well as answer any questions that you might have about the video?

Remember to introduce yourself with your business card and ask if they would mind giving you a tour of their home?

Question: WHY are you selling your home? (Tour & Compliment)

Question: WHERE will you be moving? (Tour & Compliment)

Question: WHEN would you like to be there, Meaning, what is your ideal time frame? (Tour & Compliment)

Question: How did you FIGURE out the selling price of your home? (Tour & Compliment)

Question: What marketing SYSTEM are you currently using to sell your home? (Tour & Compliment)

Question: Are you relying on the money from this home to BUY your next home?

Question: It’s OBVIOUS that you would like to sell home in ______days. What’s going to happen if the home isn’t sold in the _________ days?

If you actually felt you could get the best offer, with the most money, and the quickest sale by giving me the exclusive right to list your home, would you do so?

Great! With your permission I would like to show you how I can do that.

Invite them to sit for your presentation. Be prepared to give them a quality presentation and help them understand why it is important to work with a qualified real estate agent. To get more listings you must always be able to present yourself and your company to prospective sellers. If you get a tentative commitment from a seller be sure to continue this process and try to close the deal.

Sitting at the table (Make sure you sit where you have a clear table to work with for your presentation) (Presentation: Lap top with Video, Marketing Plan, contract, etc.)

What is the greatest advantage you have in selling your own home to a direct buyer? Save the commission? What advantage do direct buyers have in buying directly from you? Their greatest advantage is to save the same commission you hoped to save. So…You do all the work and take all the risk and who gets the deal? After all, what’s more important, what you net and put in your pocket or what you pay out in a commission?

Do you see how you could benefit … in some way… by having a professional like myself to represent you in the sale of your home? (CLOSE) (If yes, go to Solution. If no, go to next paragraph below.)

90% of all direct buyers are not qualified to buy the homes they look at.

If direct buyers are serious, the first thing they do is go qualify themselves, and let say they qualify for 100,000 home. They look at 110,000, 120,000, and 130,000 dollar homes.

Do you know why?

They are out to find a bargain, a deal, at least to save the commission.

By having a professional realtor like myself, represent you, I can keep unqualified buyers out of your home. Does that make sense?

The solution should include your personal presentation and your video marketing piece. A real estate agent who can show a potential client that they know how to market his or her self will show that client they have what it takes to market their home. If you have a great presentation and show the ability to add new ideas and methods to your real estate business, clients will feel more comfortable having you market their home.

Once you have completed showing marketing video and/or marketing plan, move directly to (Commitment) by obtaining a signed listing agreement before doing a CMA...Get hired before getting fired!!!!!

“It sounds to me that getting the most money for your home is very important to you, is that correct?”

“Remember in the beginning of my video, when I said “When you put your

Home up for sale, you have two very important decisions to make.

First, Which agent you will have to represent you in the marketing of your home and second, with that agent determine the best price range at which to market your home.

“Just for a moment let’s put the price to the side… Other than price, is there any other reason you would hesitate to work with me?”

“GREAT! I’ll take your listing at a price you feel comfortable with today. I’ll then go back to my office, and do an extensive Comparative Market Analysis, like the one in my video. When I come back, we’ll go over that Comparative Market Analysis together, step by step… if we both agree on the price, I promise to give you the most effort with the best results and Guarantee the listing. But, promise me, if we both don’t agree on the price when I come back, you won’t hold me tothis agreement, and we’ll just tear it up, fair enough?”

“Where do you feel comfortable with the price, today?”

The first CMA is a comparative market analysis. This process is to determine the price by comparing similar homes in the area and what they are selling for. Using similar homes, home prices, time it took to sell, and some other factors we can determine a fair market value.

The second CMA is a custom marketing action. This is a plan of action designed specifically for your seller's situation. Different sellers will have different motivations for selling. Some sellers may need a real estate agent who is aggressive and is willing to take a lower price to get the home sold fast. Sellers who are in no hurry may want a realtor with patience and who can help them maximize their profit even if it takes a little longer to sell.

Common Questions and Objections

How much is my home worth?

“What I feel your home is worth has no value. It is only what someone is willing to pay at this time for your home. And you know your home is much too important to start guess at the price. (It will just take a few minutes to see enough of your home to start telling potential buyers about it, May I do that now?)

Do you have a Buyer?

No, I do not have a buyer. Because there is no such thing as a qualified buyer until I see and understand what the seller has and know what the buyer wants. (It will just take a few minutes to see enough of your home to start telling potential buyers about it, May I do that now?)

I have a friend who is in real estate.

If you felt by working with someone else (point to yourself) they could get you more money (rub fingers together) would you still be committed to that other person? (shake your head no)

If that person could get you an additional $_______, would you still be committed? (Continue the process) (It will just take a few minutes to see enough of your home to start telling potential buyers about it, May I do that now?)

Remember: Answer all objections.

“OTHER THAN THAT, IS THERE ANY OTHER REASON THAT YOU WOULD HESITATE TO WORK WITH SOMEONE LIKE MYSELF?”

Ten Tips from the Top 5%

1. Know what you want and have a dream.

1. Do what makes you feel achieved.

1. Always have a plan; the difference between a dream and a goal is a plan.

1. Have a list of the people you care about and let them know by remembering the small stuff.

1. Understand time management and delegate what you can.

1. Believe in what you do because it will show.

1. Find a mentor or be a mentor. You never know something as well as you do as when you teach and train someone else.

1. Keep a journal of affirmations, thoughts and ideas.

1. Never forget the basics of your business (List, List, List)

1. Remember to stay balanced body, spirit, and mind.

I am available for additional tips and strategies for real estate professionals and other sales professionals. I am also available for content writing for newsletters, website content, and any other writing needs. I have experience writing training guides, sales copy, online content, and more. Please leave a comment or send me an email at awmarketing76@gmail.com