5 Ways to Find Sellers in Your Market- AND Get Them to List with You

Follow the chat: #sellerseason - @InmanNews

Guest Speakers

BOB CORCORAN

Founder & CEO,Corcoran Coaching

& Consulting

PETER GRACE

Vice President of Sales, SmartZip

LAURA MONROE

Director, Industry Engagement & Social Media, Inman News

Seller Media Summary

Proven Ways to Find Sellers

1. Past Clients2. Your “Online” Presence 3. Signs4. Sphere of Influence5. Interactive Voice Response

BONUS! 5 More…Proven Ways to Find Sellers

6. Direct Mail7. Radio & TV8. Print Ads9. Prospecting10. Networking

#1 Past Clients

Bonus tip:: Who did you give listing presentations to in the

last 3 years?

#2- Your Digital Presence

#3- Signs

#4- Sphere of Influence

#5- Interactive Voice Response

A.K.A. Curbside lead generation:

IVR (automated voice) and text for info for point-of-sale marketing: at the curb. Sends broker and/or agent the identity of who is inquiring.

Proven Methods on

Steroids

How Predictive Analytics Can Greatly Improve Your Lead

Gen Efforts

Current Farm2,000 Homes5% Turnover

Turnover Advantage2x Better

SmartFarm (Top 20%)400 Homes

10% Turnover

The “Predictive” Advantage

A “predictive” view into a typical neighborhood

How can data show who is most likely to sell?

Length of Residency

Age of Residents in Home

Migration Patterns

Loan Details

LTV Ratio

Absentee Owner

Number of Kids

Delinquent

Herd Effect

Life Interests Appreciation

Estimated Net WorthListing History

Home Sale History

Loan Status

Home Owner Occupancy

Credit Worthiness

Consumer Behavior

Move Up

Move Down

Give Them a NudgeWith the right message to the right person at the right time

High Equity Move Down Move Up

1. Past Clients

2. The Internet

3. Signs

4. Sphere of Influence

5. Interactive Voice

6. Direct Mail

7. Radio & TV

8. Print Ads

9. Prospecting

10. Networking

Get them to List with You -Tips

What’s in your Listing Presentation?

Marketing PlanCustomized Seller ReportsDo you offer pre-appraisals as a service?Staging? Professional Photographer? Is it on your iPad or tablet?Non-verbal communication – how is it?Do you offer hybrid collaboration tools/apps to use with the client?

Get them to List with You -Tips

Are you knowledgeable in Smart Home Technology?

Do you know what Buyers are looking for in homes?What home tech can easily be added to optimize the value of your listings?Do you have a Smart Home tech referral resource?

Follow Up When Everyone Else is Done

Get Your Post-Closing Follow-Up in Place Now

• Get your testimonials and recommendations now, share them on social media and on your website, and portal profiles

• Congratulate your clients, and share it!

• Don’t just follow up with your clients- follow up with your transaction partners and referral resources

• Ask for the referral- Remind them that you are happy to help them with any other friends or family

Please visit us at:

www.getbobsnotes.com/smartzip

To receive a FREE copy

of Bob’s eBook

Use Code: SellerIQFree

Get one free month of Inman Select at

http://www.inman.com/select