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United Country Auction Services Your Differentiator In Today’s Complex Marketplace Mike Jones, CAI, GPPA President Shawn Terrel, CAI, AARE Vice President.

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Presentation on theme: "United Country Auction Services Your Differentiator In Today’s Complex Marketplace Mike Jones, CAI, GPPA President Shawn Terrel, CAI, AARE Vice President."— Presentation transcript:

1 United Country Auction Services Your Differentiator In Today’s Complex Marketplace Mike Jones, CAI, GPPA President Shawn Terrel, CAI, AARE Vice President

2 Session Overview Introduction UCAS 2008 Review The Blended Approach to Marketing Prospecting for Auction Listings Leverage UC Tools and Services Brokers & Auctioneers Working Together Texas Auction Academy Questions and Answers Closing Remarks

3 UCAS 2008 Year In Review

4 UCAS 2008 Year in Review UCAS segment of United Power UCAS attends NAA economic symposium in Lake Tahoe, NV Attended National DU Convention. UC to conduct next DU auction Mike attended NAA long range planning meetings in Washington UCAS attended NAA national convention in Nashville, TN Shawn Terrel elected to NAA Board of Directors Randy Burdette elected to NAA Board of Directors Scott Musser named President Elect of the NAA Brad Wooley elected President of NALLOA

5 UCAS 2008 Year in Review UC auctioneers attend Five Star Conference UCAS conducts National FFA auction in Indianapolis, IN UCAS conducts charity events (Habitat for Humanity, St. Jude, etc) UCAS executive team met with National mortgage lenders Conducted strategic meetings with (Tractor Supply, JD, American Outdoorsman, Proxibid, Auction Services, Wild Blue, Purina, etc) Launched Colliers International relationship, hosted launch webinars Alvin Beadles joins UCAS as first Director of Business Development

6 The Blended Approach To Marketing

7 The Blended Approach to Marketing Conventional marketing and Auction marketing working together creates the synergy that will move more property A key differentiator in your local market Expanding your present marketplace –Additional business thru capturing auctions or listings in your area –Expanding your services and offerings to a wider market area Offset company marketing expenses –Most full time auction companies conduct at least 50 auctions per year –Average marketing budget should be above $2,500 per auction –That totals $125,000 in marketing fees paid by the sellers Exposure in your local and regional marketplace –Auctions attract large crowds from different areas

8 Blended Real Estate Marketing Model Key United Country Marketing Elements Seven Exclusive Real Estate Catalogs Top Ranked Web Site National Advertising of Listings Proprietary Database of Over 300,000 buyers Highly Skilled, Local Real Estate Experts Technology Solutions UC Home Mortgage UC Land Finance UC Home Warranties Powerful Brand Affinity partnerships with Ducks Unlimited, Rocky Mountain Elk Foundation, Starker Services 1031 Exchange and others Key Accelerated Marketing Elements National and International Campaigns Onsite and Online Auctions Turnkey Event Development and Execution Enhanced Marketing Solutions: In-House Marketing Services Firm Web Site Development, Search Engine Optimization (SEO) and E-marketing Return On Marketing Investment (ROMI) Reporting Multiple International and State Auctioneer Champions along with several Auctioneer Hall of Fame Members Traditional Listing Cycle Auction Cycle 60+ Days Out: Initial Consultation and Market Analysis 60 Days Out: Marketing Plan Development 30 Days Out: Marketing Plan Execution Auction Day: Property Auction Develop and Execute Marketing Campaign Client Engages Broker to Sell Property Manage Client Consultations Manage Marketing Process Accelerated Marketing Consultation AC

9 Prospecting For Auction Listings

10 Prospecting 101 & 201 Direct mailing Special Confidentials Out of state owners Out of area owners Business owners Attorneys Bankers CPA’s What do sellers want to receive? –“Become a source of information not a solicitation”

11 Prospecting For Auction Listings Become the source for information

12 Prospecting For Auction Listings Cold calling Probates Hosting seminars –Use a “Hot Topic” 1031 exchange Estate planning Charitable Remainder Trust Live Internet Simulcasts –Create networking events County Bar Associations Rotary, Lions, AMBUCS Be an SME or find one

13 Prospecting For Auction Listings Leverage online broadcasting Networking with UC brokers Networking with other brokers Bankruptcy court & Trustees FSBO’s Foreclosure properties Charity events Engage with local FFA chapters, DU chapters, JD dealerships Group Discussion: Share ideas about prospecting

14 Prospecting For Auction Listings 5 Days in the Life of a Successful Auction Company Monday:  Check & respond to calls and s  Review weekend newspapers for leads, FSBO’s, legal notices, etc  Block out 2 hours to cold call prospects and document outcome  Set up a 1 hour networking lunch with attorney  Check and respond to calls and s  Organize a networking seminar/event (approx. 2 hours)  Check & respond to calls and s  (Evening) Weekly oversight and company strategy meeting

15 Prospecting For Auction Listings 5 Days in the Life of a Successful Auction Company Tuesday:  Check & respond to calls and s  Block out 1 hour to run probate records at court house  Block out 1 hour to work w/assessor on out-of-state/area owners list  Set up a 1 hour networking lunch with banker  Check and respond to calls and s  Block out 2 hours to prepare and send probate letters  Continue making cold calls as time permits  Check & respond to calls and s

16 Prospecting For Auction Listings 5 Days in the Life of a Successful Auction Company Wednesday:  Check & respond to calls and s  Block out 2 hours to prepare and mail out-of-state/area owners  Block out 1 hour to cold call previous clients (referrals)  Set up 1 hour networking lunch with a previous client  Check and respond to calls and s  Block out 2 hours to continue preparing for the networking seminar  Continue making cold calls as time permits  Check & respond to calls and s

17 Prospecting For Auction Listings 5 Days in the Life of a Successful Auction Company Thursday:  Check & respond to calls and s  Review the Wednesday newspaper for leads, FSBO’s, and legals  Block out 1 hour to cold call any leads, FSBO’s, and legals  Block out 1 hour to cold call independent RE brokers and agents  Attend weekly networking lunch with local civic organization  Check and respond to calls and s  Block out 2 hours to strengthen network with DU, JD, FFA, RMEF, etc  Check & respond to calls and s

18 Prospecting For Auction Listings 5 Days in the Life of a Successful Auction Company Friday:  Check & respond to calls and s  Review weekly progress with office staff (tie up loose ends)  Block out 1 hour to cold call local RE brokers and agents  Block out 1 hour to facilitate a planned weekly webinar  Take a local business professional or leader to lunch (Mayor, insurance agents, CPA’s, funeral directors, Chamber leader, etc)  Check and respond to calls and s  Block out 2 hours for direct mailings (post cards, personal letters, information pieces)  Block out 1 hour to work on creative marketing campaign  Check & respond to calls and s

19 Leverage UC Tools and Services

20 Leverage UC Tools and Services - Intranet Resource the UC Intranet at Listing presentations Auction videos Case studies Strategic partnerships information Auction related articles Brochure examples Institutional collateral materials Postcard examples Auction management timeline

21 Leverage UC Tools and Services - Intranet (EMS) Enhanced Marketing Solutions Multi-Property auction materials –Catalogs –Marketing materials –Sign in sheets –Power point template –Signage Online auction simulcasts –Special Proxibid discounts –Proxibid contact information –Rate cards Timed (Static) Online auctions –Proxibid capable

22 Leverage UC Tools and Services - Proxibid Online auction simulcasts –Special Proxibid discounts thru UCAS –Industry leading online auction network –Huge online buyer base –Over 700,000 site visits per month –Live broadcast of auction events –Proxibid rate card on Intranet Timed (Static) Online auctions –Proxibid capable –Dynamic ending on times auctions –Full analytics and reporting on backend

23 EMS – Enhance Marketing Solutions Brochures Postcards PIP Packets Plat maps/site plans Advertisements Presentations Floor plans Collateral

24 EMS – Enhanced Marketing Solutions Media planning Media buying Interior and exterior signage Newspapers & magazines Promotional items Trade journals Radio TV Billboards

25 Playing the EMS Card: Driving Traffic to Auctions Kenmark Construction wanted to accelerate sale of their new construction product in Billings, MT 14 properties – one event Full EMS Campaign –Radio –Print –Digital Marketing –Direct Marketing –Public Relations 450 attendees – standing room only Sold 13 of 14 properties ($3M)

26 UC Post Card Program Fully automated Auction templates Info USA mailing lists Seamless data integration Targeted mailing campaigns Saves time and money

27 Creative Marketing Approaches

28

29 UCAS National Auction Website Over 10,000 visits and growing

30 Auction Listing Uploading & Syndication Created a partnership to syndicate auction listings out to over 60 auction related sites: Creation of (1) data entry portal to upload to multiple sites (including UC site) Proxibid data pump coming soon

31 UCAS Executive Services Listing and conference call presentations Consulting services on special projects Design and creation of unique sales presentations Develop and present online webinars Onsite listing presentations Creation of new business opportunities Development of strategic alliances Expansion of the intranet resource center Organize, host and facilitate auction educational seminars

32 Commercial Property Opportunities

33 Colliers International Overview One of the world’s largest integrated networks of commercial real estate offices and professionals 293 offices in 61 countries with 11,000 employees Named a Global Outsourcing 100 Company by Fortune Magazine Provide client base with superior service through our local depth of knowledge and expertise Over $70B in annual transactions (globally)

34 Leverage the Colliers Relationship Use the Colliers relationship to create new opportunities For larger commercial projects contact Mike Jones at the home office UCAS will connect you to a local Colliers International office thru a pre-defined conduit on their end

35 Brokers & Auctioneers Working Together

36 Paradigm shift for brokers and auctioneers Identical “key elements” in both methods of marketing (seller, buyer, property, closing, commission, etc) RVP can help connect the dots Licensing and location considerations Home office will assist “as needed”

37 Brokers & Auctioneers Working Together Create networking opportunities (local, regional, statewide) Invite brokers outside of UC Set up meetings and conduct training exercises for brokers Discuss each parties responsibility Discuss “fair” commission splits based on individual projects/workload Remember to build towards future opportunities, don’t get greedy.

38 Brokers & Auctioneers Working Together Case Studies: David Hudgins works with a UC broker in FL to sell TN property Troy Lippard works with UC brokers in MO and CO to sell property Mike Fisher pursues auction and ends up with over 100,000 acres of timberland to list conventional Attendees who have successfully networked with a broker/auctioneer

39 Texas Auction Academy

40 Great opportunity for every United Country office to learn General Basic Auctioneering from one of the nation’s most respected auction schools United Country offices can attend TAA for a 50% discount The class will assist graduates to better understand the auction process and how to identify auction opportunities in both real estate and personal property assets This course will expand your networking opportunities and increase your sphere of influence For more information go to: Anyone in attendance who has attended the TAA?

41 Texas Auction Academy

42 Questions & Answers

43 United Country Auction Services’ Vision United Country Auction Services’ vision is to deliver the highest quality real estate and personal asset auction solutions thru the Nation’s largest fully integrated organization of real estate brokers and professional auctioneers. United Country auctioneers and brokers will become recognized as the industry leaders in their field thru: –Increasing their knowledge base thru training and education –Proprietary national and global marketing campaigns –Industry leading technology, search engine optimization and internet solutions –Clearly defining themselves as a key differentiator in every market across the country

44 United Country Auction Services Your Differentiator In Today’s Complex Marketplace Mike Jones, CAI, GPPA Shawn Terrel, CAI, AARE


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