The Ramblings Of Millionaire Agents
The following are rambling excellent notes on an interview we listened to top millionaire agents When they talk we listen. PERIOD.
So Here's what to do,... u owe me one for this :-)
Listings-"Are you planning on interviewing any other realtors?"...
If Yes:"I would like to ask you if you would mind interviewing me last... when are you inteviewing other agents?
Pls, can we schedule for some time that same day in the evening? or the next day? I just want to make sure you get to interview other agents and see what they can offer you as opposed to what
I can offer you and how I can get top dollar for you over the other agents you interview"Suggestion re: follow ups of indecisive sellers:send car or post card "Thank still you for meeting with me the other day.
I know you are still CHEWING it over... Hope these brownies can help" This is supposed to make a very big/ lasting impression on your clients. Mike/Jay use this method and they have had success each time they use it. (as per what the tape says)Inspections:You really should not waste time at any inspections. We can not in anyway change the outcome of the inspections regardless.
Buyers "don't know what they don't know."When you have already put together an offer "Ok, here's what happens now... When we get the offer accepted, I will contact the loan officer/ lender and make sure that you get squared away in terms of you financing.
Then we set up a home inspection in which we can use (Inspector #1) or (Inspector #2), here are their cards. Either one is acceptable and you can coordinate with them based around your sched. That day I would meet you there and introduce you to the inspector and have him walk you around the property.
Before I leave I will have him sign something for me authorizing me to rec'v a copy of the inspection. When I see it, I will review it and point out anything that may or may not be an issue, and we can take it from there and see what you want to do."
Basically, you can make it seem like you want to eliminate any possibility that you may affect the outcome of inspection. You are not needed at the Inpection! Buyer/ Inspector can turn off lights and lock doors
.Promoting Yourself in presentantions:When you are promoting yourself, in order to beef up your credentials you can use the company's statistics ( as a whole ) and attach yourself to it. You are apart of the same group and attach yourself to their success. (example- Our office is the #1 in____....)
If you find yourself competing against a top producing agent, you have to play up their flaws. Example they used was of an agent that lists 800 houses a yr but has 400 expired) "This agent lists a ton on houses and is great at what he does, but 1/2 or 50% of his listings expire!
My percentage of expired listings is ____. Listing Presentations:In order to set your listing presentation apart besides the CMA and if the price u suggest is not what they are expecting, you can tell the clients that based on the research of the area properties in this price range do well selling statistically.
Show them that there are X# of active properties and X# of sold/under contract in the same price range in the area. You can also use other programs to create even more examples of this (? Claris Metrics and/or Broker Metrics and possibly another program) to show that you have done your research and to add how much you KNOW about this then them.
Also how much more you know over other agents. (Maybe we can use Zillow.com for the same purposes. I am not familiar with the programs they mention)-Market Trends-Claris Metrics-Broker Metrics -Focus1stLLC.com-Realreports.com
Use these programs and zone in on a zip code and show how many properties are on the market for the same price range and express the likelihood of the property selling.Do your report on the good and bad things in the area ..."generally speaking Union City, NJ is experiencing a sort of decline in the market and prices are coming down however you are in the price range where the houses are selling the best.
"Q- How many homes have you sold in this neighborhood?? (...and you know your answer is really ZERO) A- Well, I specialize in ______ area and generally I spend the majority of my time marketing my listings, so while I have not sold many properties in this neighborhood I have sold many homes in the whole ____ area and I have been getting around 90% of the price my clients are looking for.
So, I am confident that the marketing strategies I use will work for you and get your house sold. I focus on getting you the results you want and I also bring my buyers to my properties. So when would you be good time to come over and show you what U can do for you in comparison to what other agents may offer you?"
(Objection) Well, we're really looking for an agent who sells in this neighborhood..."Well, here's the thing.... let me ask you a question...do you want someone who can market your property to a small number of buyers and is hoping that they can find a buyer, or to have someone who can expose the property to a much larger # of buyers and bigger market with more buyers and sellers which is gonna drive up your demand?
getting you the price you are looking for? Which is more important to you?
"They will prob say price....."Ok, I'm not saying that you have to pick me, but of you do, you will benefit from all the marketing and advertizing I do to target buyers in your area and you will also still have the opportunity to work with the other agent as a buyers agent and have him bring you his buyers and show the property.
This way you can have both of us, not just one of us" (<---- I LIKE THIS ONE! LOL.... Very SLIIIIIIICK!)To stop deals from falling apart on the financing end you should always demand that buyers are pre-qualed, ofcourse.
But if you are dealing with sellers who have already experienced being close to closing and then the deal falls apart on the financing end and are looking for you to make this deal close... You can tell your sellers you are going to entertain back up offers and you will not take the property off the market until the buyer has proof of commitment.
If buyer/ agent give u a hard time, "well, you have to go through this process regardless if you really want the property."
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