30 days to success in Real Estate

A Comprehensive Schedule for the NEW Real Estate

Associate and the Experienced Agent who

wants to Accelerate their Business.

"I am Totally Committed to my Success"

The first step in your real estate career should be the preparation of goals.


What do I have to do to achieve my Listing income?

What do I have to do to achieve my Sales income?


You must close 30 deals this year You must get 10 appointments every

month You MUST make 17 contacts each day!!

Your homework is to come to terms with the fact that although this will not be easy, it will be well worth it. Decide now that making excuses will not earn you any money.

$100K or more is in your future!!"I am Totally Committed to my Success"

Prepare a list of 100 friends and acquaintances with addresses and

phone numbers.


Handwrite or Type a list of EVERYONE you know or May know you!!

This must be completed tonight!No fail! No excuses!!“Do or do not… there is no try!”

- Yoda, Jedi Master

Rule of Thumb100 Contacts = 1 Listing Appointment

3 Listing Appointments = 1 Listing



Compile List of 100 name and phone #’s

Set Short Term and Long Terms GoalsUse Cheat Sheet to Create Online

PresenceCreate a Daily ScheduleMemorize Prospecting ScriptsCreate Buyer and Seller BrochuresCreate Expired Listing Marketing

PieceRole Play ScriptsStart Creating Craigslist Ads


Friend Spouse Office Associate Manager

“I commit to give moral support and encouragement…”


For the next 3 weeks, you will report all prospecting efforts to Rick TankersleyFor the next 3 weeks, you will report all prospecting efforts to Rick Tankersley

What is it? – Calling people who may need your services

What do I say? – Use Scripts provided


At the end of this slide show, you will Find scripts for :1.New agent announcement2.Expired Listings3.FSBO4.Just Listed

For every 100 homes you visit or call, You should get 5 listing appointments,Secure 3 listings, of which 2 will sell.

Example:Average listing commission $2250

Total commissions (Line 1 x 2 Sales) $4500

Hourly rate (Line 2/8 hours) $56/hrDollars per home visited (Line 2/100)

$45


Calling SOI Announcement cards Calling Just Listed/Sold Knocking on doors Calling Expireds Calling FSBO’s Holding Open Houses Posting Craiglist Ads Interacting on Social Media


Lists the name of the homeowner by property address

Criss-Cross is available in software



1. http://mysapl.org/

2. Click on DATABASES3. Scroll through the directory for REFERNCE USA4. Enter your name and library card #5. Under ‘Active Databases” choose U.S. Standard White Pages6. Choose “Custom Search7. Choose Geography and then RadiusEnter Street Address and .5 in the “number of miles” field

You will the see a list of everyone within a half mile of your listing. (be sure to comply with all “do not call” regulations)

CALL THEM!!

Contact 20 homeowners on one or two streets in the neighborhood using the Criss-Cross Directory

Always obtain permission from the Listing Agent first

Remember, they are happy to give it to you… you are helping them sell their listing


Eyecatching Headline with a good hook Ie School District, Unique Feature, Bargain. HUD,

foreclosure, low payment, etc A few good pictures (no more than 4) Short Description Call to action and phone #

Use any C21 Northside home on MLSTry www.hudhomestore.com for more homes

Post 2 ads at noon and 2 at 7pmMake sure to include your name and broker.



Where to Find For Sale by Owners

Drive By Craigslist ForSalebyowner.com Militaryforsale.com Local Newspaper and Classifieds FSBO.comWhat will you say? Use the FSBO script


Call Sellers whose Listings have Expired and not sold

Go by and visit the sellers in person to ask for the Listing


Join at least 3 groups Name some clubs you could join


Write Down3 Organizations to whichYou belong or can join this week!

Ready… Begin!

SOI’s - Spheres of InfluenceCOI’s - Centers of Influence

Bird Dogs

Answer: “As Many as You can Get!”


People who know you and Refer their friends and acquaintances to you.

Examples: Hairdresser, Doctor, CPA, Teacher


Use the Criss-Cross to Call Renters in Apartment Complexes

YOUR SCRIPTHi! My name is Rick with Century 21. I am calling Because studies show that most renters would rather behomeowners. They are tired of wasting their money andmaking the land lord rich. If you could rent a bigger

home forthe same or less than you pay in rent, wouldn’t you?


Be Prepared Use Script Get the Appointment Offer to take Another Agent’s Phone

Time


Send Invitations to the Neighbors Advertise Online the Hours Open Signs Directing Traffic to the House Knock on Neighbors Doors and Invite

them to Bring a Friend Have Marketing Materials Ready Have Contract and Net Sheets Ready Bring a Guest Book for Registering


Professional Attire Neatness Organized Clean, Recent Model Car Knowledge of Product (House, Land,

etc…) Knowledge of Your Business


Thank you notes: Should be Handwritten Use the Owner’s Name Insert Business Card Use a Stamp, not Metered Send at least 5 per day


Remember to make 20 meaningful contacts

every day. SOI, EXPIREDs, FSBOs, JUST LISTED, JUST SOLD

(use your scripts)


Real Estate is Hard Work, Treat is Seriously


Real Estate is Prospecting, The Agent is Always Prospecting


Real Estate is Organization and Planning, Have List of Numbers to call EACH DAY


Real Estate is Enjoyable, Have Fun Everyday


Real Estate Allows for High Payoffs, Congratulations on Your NEW

Real Estate Career!


(You are calling people you know!)Hi, this is _____. How are you? I have a question for you…do you have a minute?I am just calling to let yow know that I am now officially a real estate agent with Century 21 and I need your help.Who do you know that needs to buy or sell real estate ?Can you think of anyone in your (church group, family, neighborhood, and office) … that may need my services at this time? Would you mind if I gave them a call?By the way … when do you plan on moving?


Hello. My name is ________________with Century 21 Northside. How are you? I am sure you know the reason I’m calling is that I noticed your listing expired today and I would like to apply for the job of getting it sold for you. (You may get some objections here. If so, acknowledge and empathize then move on to the rest) There are only 3 reasons a home will sit on the market this long and not sell. If it is priced right and good condition, it must be that it needs better marketing. I have a SUPER-AGGRESSIVE marketing plan that I would like to share with you at your convenience.

Of course I’m sure you are going to want to get your home back on the market as soon as possible so I can arrange to meet with you this afternoon or later this evening….whichever works better for you.

(SILENCE UNTIL THEY SPEAK)"I am Totally Committed to my Success"

Hi, this is ______ with ______, and I’m calling about the home for sale … is this the owner?

I'm doing a survey of all the FSBO's in the area and I was wondering … 1. If you sold this home … where would you go next? Great! 2. How soon do you have to be there? (3 months) Fantastic! 3. How would you rate your motivation to move … on a scale of 1 to 10? (5) Good for you! 4. What methods are you using for marketing your home? (Sign and ads) That’s great! 5. How did you determine your sales price? (Other agents) Fantastic! 6. Are you prepared to adjust your price down when working with a buyer? (Within

reason) Terrific! 7. Why did you decide to sell yourself … rather than list with a real estate agent? (Save

the commission) Great! 8. If you were to list … which agent would you list with? (None in mind) Fantastic! 9. How did you happen to pick that agent? ( ) Ok. Great! 10. If you were to list … what would you expect the agent to do … to get your home

sold? ( ) That’s great! 11. How much time will you take … before you will consider … interviewing the right

agent for the job of selling your home? ( ) Excellent! 12. What has to happen … before you will consider … hiring a powerful agent … like

myself … for the job of selling your home? ( ) Perfect! 13. Are you familiar with the techniques I use to sell homes? (no ) You’re kidding! 14. What would be the best time to show you … __________ or __________? "I am Totally Committed to my Success"

Hello, is this _____________________________This is _______________________________ at Century 21. How are you today? The reason I’m calling is, we just listed a property at ____________________________ a couple of streets over from your home.

As a result of our marketing we’ve generated a lot of interest in the neighborhood and need other homes to sell. So, tell me have you considered selling your home? (No!!)

Well, would you happen to know of anyone else thinking of selling?

IF PROSPECT KNOWS SOMEONE ELSE THINKING OF SELLINGWould you mind sharing their name and phone number?? (F A N T A S T I C) Would it be OK if I told them you referred me? (T H A N K S)I’ll be sure to get back in touch to let you know how things went!! (H A V E A G R E A T E V E N I NG)


Date post:	14-May-2015
Category:	Technology
Upload:	rick-tankersley
View:	4,934 times
Download:	2 times

30 days to success in Real Estate

Technology