RockStar Listing Presentation Process by Kevin Ward12:03 Real estate coach Kevin Ward talks about his 5 step process to set up and conduct listing presentations. He reminds us to ask questions & listen rather than talk the whole time. He explains the importance of keeping the presentations short so you can keep the prospect engaged in the conversation. He tells us to pre-qualify prospects before you schedule the appointment so it doesn’t waste your time. “The better the presentation, the fewer objections you’ll here.”
4 Principles of Marketing Strategy24:48 In this video success coach & real estate millionaire Brian Tracy talks about many different ways to marketing yourself. At 7:34 he defines the term “Unique Selling Proposition” (or USP) and at 10:37 he talks about a good USP for real estate agents as well as tips from some agents who average $800k/year in commissions. At 14:00 he shows us how to define our “perfect client” and build a marketing strategy around them.
The Best Doorknocking Approach for Realtors by Kevin WardFor more killer training videos for REALTORS, go to http://YesMasters.com.
In this video Kevin Ward explains the best prospecting strategies for door knocking that gets the best results with the least resistance.
The most effective door knocking strategy is talking to "turbo leads"...i.e. For Sale By Owners, expired listings, Notice of defaults, etc, because they have already exhibited a need or a desire to sell their property.
The second best approach in terms of getting results is inviting neighbors to a "Neighbors-Only Pre-Open House Preview." People love being invited to something, so this approach comes across as an invitation, not a solicitation. You are there, not on your own behalf, but on behalf of their neighbors, who are selling their property. Their resistance to someone knocking on their door is much lower when they don't feel like you are simply there for a self-serving motive. Watch this video for the Open House Invite script: http://youtu.be/t3JZF5eTxKw
The third approach is the Hot Market Just Sold approach. Watch this video the Hot Market Script: http://youtu.be/euqcbCA0LKs
The traditional Just Sold approach can easily come across as bragging which is totally a put-off. The "Hot Market" approach adds value to the home owner because it is giving them information of value about the real estate market and how it affects the value of their home. And all of these approaches still give you the perfect opportunity to ask if they are planning to sell any time in the near future. However, you are much more likely to get a favorable answer when their resistance is low, than when it is high.
And then, always think in terms of their interest...not yours. If they are immediate business...HURRAY!!! If not, then consider them future business by getting their information and staying in touch.
Remember....Two goals for door knocking:
#1 To find people who want to buy or sell right now and set appointment with them.
#2 To connect with people and get their contact information so you can build a relationship and position yourself as their "Go-to Agent" when they or someone they know needs to sell or buy real estate. When you do that enough, you will eventually have a personal circle large enough that you can get all the business you want from people you know, so you can reduce or eliminate door knocking as a method of getting business. It's always easier to get business from people you know, than people you don't.
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Building Your Action Plan for Social Media Marketing20:31 This video goes into great depth about how to build an action plan for social media using some very advanced tactics. It was filmed at a Columbia Business School conference, and the presenter, Ric Dragon CEO of Dragon Search, talks about how to find an audience for your message on social media.
Door Hangers - How to list 7-15 homes per month5:41 In this interview with Joshua Smith he talks about how he uses door hangers to help him close 463 transactions and $49 million in volume in one year. He explains the cost benefits versus sending postcards and how much it costs him to send out 10,000 door hangers every month. How much would you be willing to pay for 7 new listings in your targeted neighborhoods?
Double your sphere of influence this year1:08:25 This hour long video is packed with tips in many different areas of real estate. The first 15 minutes they talk a lot about different technology that can help your business. But the 18 minute mark & the 42 minute mark are the most valuable parts when it comes to building your sphere of influence.
How to do a "World Class Open House"4:43 Agent & Investor Ben Oosterveld talks about what he does to promote the open houses he hosts for clients. He goes over the basics of promoting an open house, as well as a few advanced tips. The most important tip: Invite the neighbors! Create a written invitation and knock on their door to give it to them personally. They might know someone who wants to move to the neighborhood.
Kevin Ward on 16 Keys to Take More Listings50:36 This video covers several things you can do to take more listings, including: 2:07 Representing your client’s best interests in your script. 4:44 Marketing doesn’t sell homes, it helps agents appease sellers. 6:30 Sellers give listings to the agents who deserves is most. 9:55 Movie stars practice their scripts, so should you. 19:30 The value of overnighting documents. 35:00 The seller doesn’t care about you or your bills. 43:00 Have a question based listing presentation where the seller has control.
Laura Duggan: The Ultimate Expired Listing Training22:50 Laura shares how she selects and markets to expired listings. She takes a very precise approach to marketing to expired listings which allows her to focus on getting listings she wants and also keeps her marketing costs down.
Ryan Dallas: Radio Advertising for Realtors20:37 Have you ever wondered the best way to generate seller leads for a real estate business? Ryan wondered the same thing until he discovered a very effective radio advertising campaign. Now he has sellers calling him every month......lots of them!!
Small business marketing strategies with Bill Glazer4:53 Marketing expert and Author of “Outrageous Advertising” Bill Glazer gives us the 3 keys to the philosophy behind his great book. He talks about looking for inspiration outside our industry when looking for prospecting & marketing ideas. He also mentions how you should use your same marketing tactics across multiple media platforms. (i.e. print, internet, video, phone calls, etc.). Finally, he tells us not to make “one hit wonder” style ads, but create a sequence of ads, across multiple forms of media, to create a complete marketing campaign targeted towards our prospects.
The Best Expired Listing Script Ever by Kevin Ward1:26 This training video is designed to simply to demonstrate a way to present the expired script with a tonality and energy that is enthusiastic, conversational, and powerful.
You, Inc. The Art of Selling Yourself 16:26 Christine Clifford talks about how your clients aren’t just buying a product from you, they are buying a relationship with you. She asks the hard question “How do you make your clients feel?” and she explains why telling stories is the most effective marketing strategy.
