Secrets for finding more sellers - Jerimiah Taylor

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UP NEXT – at 12:15!Secrets for Finding More Sellers

Jerimiah Taylor

www.marketleader.com

www.marketleader.com

Secrets for Finding More Sellers

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Meet Our Featured Expert!

Jerimiah TaylorTeam Leader, San Diego, CA

Lead Agent, Tucson, AZ“Rising Star of 2012” Arizona State Association of REALTORS

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• Where to find listing leads• How to attract more Sellers• Capture & Convert

What Will You Learn Today?

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• Someone who would like to:– List a $200,000 home– Buy a $200,000 home?

Sellers vs. Buyers: What would you choose?

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• Seller listings = marketing opportunities• More control of your time• Maximize your $$ earned per/hour• More volume• You are on the front-end of pricing = Intimate knowledge of the market• Generate more business

– Plus: US home inventory is tight; sellers are a premium!!!

“The Millionaire Real Estate Agent” by Gary Keller

Why Seller Leads are Awesome!

“…On average, one well-marketed listing will generate one serious buyer who buys… It’s the real estate industry’s version of the

‘twofer.’”

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• Typical sellers “think” for 6-12 months*• 65% of sellers use the first agent they contact to assist with their home sale. ** • The majority of sellers interview only 1 agent (and spend less than 1 day interviewing!)**

• Engaging with a consumer early and having the tools to stay in touch is a huge competitive advantage!

• Short-term thinking causes “Peaks and Valley’s” in your income stream

Timeline

* Hebert Research 2012** NAR Home Buyers and Seller’s report 2012

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GENERATE SELLER LEADS OFFLINE

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• Be Proactive, Not Reactive• Sellers’ Market:

– Spend more marketing $$ to get listings that are in high demand• Buyers’ Market:

– You can spend less marketing $$ to get more listings.• In a shift from buyers’ to sellers’ market

– Pump up your marketing $$ quickly!

– Shimft Tac

General Principles

“Your message must match your market” -

Gary KellerShift Tactic #4: Find the Motivated—Lead

Generation

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• Have listings to advertise?– Memorable signs– Nice property – Areas near house– Neighborhood farming

Offline Strategies

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• Without listings– Cold calling:

• FSBO’s• Expireds

– Work your Sphere• Past Clients• Core Advocates

– Geographic Farming• Direct Mail to targeted

mailing lists• Door knocking• Business to business

Offline Strategies

“I have a buyer that needs to buy a house in your neighborhood”

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5 WAYS TO GENERATE SELLER LEADS ONLINE

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• The way consumers search isn’t geo-targeted!

Why aren’t seller leads easy to generate online?

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How?

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#1 Buys and Sells

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• Add these leads to Market Insider

#2 Past Clients

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#3 Craigslist

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#3 Craigslist

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• Drive homeowners from your blogs, niche websites, Craigslist and social media

Drive Homeowners to Your “Sell” Tab

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• Why?– Specific = Smaller audience but more return on your traffic

• Examples– 1031 Exchanges

• “Using 1031 exchange to trade into tenant in common property”• “Can there be more than one property in a 1031 exchange”

– Investment Properties• “Investment properties for sale with tenants in them”

– Short Sales• “Upside down on the second mortgage but not the first”

– Divorce• “Confidential divorce specialist to help me sell my home”

#4 Think “Niche”

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• Attorney Assisted Foreclosures

#4 Think “Niche”

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#4 Blogs and Social Media

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#4 Blogs and Social Media

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• Golden Goose?• Guaranteed and Exclusive Leads

#5 Paid Online CMA Requests

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• Overview:– Started in September 2012– Received 189 Leads to date– Invested $1,122 to date

• After 100 days– Converted 8 into sales– Gross commissions earned:

$40,000– Net Commissions Earned:

$38,878

Have you seen success with HouseValues?

For every $1 I’ve spent with HouseValues, I’ve

received $35 back!

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Welcome to RealEstate.com

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RealEstate.com• Guaranteed Leads• Exclusive Leads and Areas• One Agent per City• 75% Seller Leads

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• Create a marketing piece with an online call to action for lead capture• Use your Custom Page with Pro!

#6 Bonus: Combine Offline with Online Lead Capture!

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• Be Committed!• Be Consistent!• Capture!

– Use your eEdge or Pro site• Market Insider• Sell Tab• Custom Page• HouseValues.com• RealEstate.com• eAgenC site

Make More Sellers Come to You!

“Go get your unfair share!” Gary Keller, SHIFT

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HOW DO YOU CONVERT SELLER LEADS TO APPOINTMENTS?

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1. Respond Immediately

Keys to Convert

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1. Respond Immediately2. Make a Phone Call

Keys to Convert

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1. Respond Immediately2. Make a Phone Call3. Schedule a hand-delivery

Keys to Convert

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1. Respond immediately2. Make a phone call3. Schedule a hand-delivery4. Create mind share

Keys to Convert

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1. Follow-up every 48 hours2. Focus your questions on their motivation3. Add them to a customized drip campaign4. Make additional “touches” personal contacts.

Create Mindshare

“People do business with you, not with your marketing”

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• Use Market Insider data or reports in your emails to elicit a response

• Take a photo of a seller prospect’s home and make a flyer to market to them

• Property Blasts

Other Creative Strategies?

“Great news if you have a growing family… Did you know that schools in 98034 are rated twice as high as 98033, and the homes are cheaper in 98034! Get more space and better education for your kids! See for yourself here.”

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• Highlight new listings and work two sides of a transaction

Jerimiah’s $50,000 secret: Property Blast!

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Email Listing Report

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• eEdge Library:– 8x8 Seller Secrets– 33 Touch

• Pro Library:– Distressed Sellers– Thinking about selling?– Website Follow-up Sellers

Seller Targeted Campaigns

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