1. Real Estate Marketing and Sales Essentials Steps for Success Dan Hamilton

2. Prospecting for Seller Appointments Introduction:

3. Prospecting for Seller Appointments Reasons to make your prospecting listing based: 1.Salable listings attract buyers. 2.Salable listings attract sellers. 3.A signed listing represents the seller’s commitment to work with you. 4.Salable listings allow you to control your time. 5.Salable listings allow you to control your income. 6.Salable listings are like gold.

4. Prospecting for Seller Appointments Clear-Cut Listing Appointment 1.All sellers are present 2.Must have at least 2 hours 3.Enough information to do a CMA 4.Need to know why the seller wants to move 5.Need to know the price the seller wants to sell for

5. Prospecting for Seller Appointments Reasons that telemarketing is GREAT for real estate professionals: 1.Prospects are easy to find 2.More contacts in less time 3.Call in any weather 4.Unlimited market 5.Sparse competition 6.Seller’s can’t tell experience level 7.Good practice 8.Proof that you can get listings 9.The basis of all real estate sales 10.Confidence building

6. Prospecting for Seller Appointments There are certain categories of owners: 1.Not interested No prospect 2.Not interested now but maybe in less than two years Lead prospect—keep up with 3.Interested soon, but not now Possible prospect—need to create an urgency 4.Interested now Grand prospect Expect 1 out of 100 calls to be grand prospects or possible prospects. Expect 4 out of 100 calls to be lead prospects.

7. Prospecting for Seller Appointments Steps to telemarketing 1.Choose an active area. 2.Call anytime. 3.Look up numbers quickly.

8. Prospecting for Seller Appointments Basics of Marketing Door-to-Door 1.After you ring the bell, back up a minimum of two feet. 2.Don’t stare at the door. Turn up the street and look away. 3.Don’t turn toward the homeowner until he or she acknowledges you. 4.Turn with a nice smile. (Be sure to be wearing your real estate name tag.)

9. Prospecting for Seller Appointments Keys to Working FSBOs 1.You must meet these people face-to-face or you have nothing. 2.Be professional. 3.You must be committed to this program for at least twelve weeks or don’t even start. 4.Follow up. 5.Follow up. 6.Follow up.

10. Prospecting for Seller Appointments FSBO Action Plan 1.Get the real estate section of the local paper. 2.Find an area quickly. 3.Call the ad. 4.Go see the property. Bring just a notepad. Schedule one every 20 minutes. 5.Contact at least once a week. Use Fair Deal. Close for the clear-cut appointment. 6.Follow up for 12 weeks.

11. Prospecting for Seller Appointments Further FSBO hints: 1.FSBOs have buyers. 2.Offer alternative representative agreements. 3.Follow-up is the key. 4.Refer them to their new location. 5.Only a part of your business. 6.Mean FSBOs are the best.

12. Prospecting for Seller Appointments FSBO stop-by: 1.Put a reminder in the mail. 2.Take only a notebook and pen. 3.Say, “Show me through.” 4.Write down everything. 5.Then leave.

13. Prospecting for Seller Appointments Categories of expireds: Motivated owners –Re-list with current office –Interview alternate offices and current office –Interview alternate offices but not current office Nonmotivated owners –Seller is overpriced –Waiting for something –Hate real estate agents –FSBO

14. Prospecting for Seller Appointments Farming differs from telemarketing in the following ways: 1.Farming is confined to a specific area or group. 2.Farming involves repeated contacts. 3.Farming has long-range results. 4.Farming is specifically intended to create “top of mind” awareness and to build personal relationships. 5.Farming is a great way to compile neighborhood data to help provide your office with complete area coverage.

15. Prospecting for Seller Appointments The types of NOO’s include: 1.Not interested in selling. 2.Interested but has no equity. 3.Interested and has a lot of equity. 4.Interested but doesn’t want to sell at the investment level. 5.An investor in real estate. 6.A true “don’t wanter.” These are the properties you want to buy for yourself.

16. Prospecting for Seller Appointments Summary: