best practices

Question 1

most important thing for success in real estate

Answer 1

Consistency is the most important thing, are you willing to pick up the phone every day and knock on doors

Question 2

what colors to wear when door knocking

Answer 2

Wear off colors like pink or blue shirt when door knocking so they dont think you are a mormon

Question 3

what to say (use) when door knocking

Answer 3

“Hot market script” to use when door knocking-find listings that you or your company just sold in the area, say, my name is derek, the reason im stopping by is to let you know that x amount of homes have sold in the past 30 days and did you know that 15 have sold above their asking price, or in 30 days or less (bringing value is going to separate you from the competition)

Question 4

what to bring with you when door knocking

Answer 4

business cards and ipad to show pictures of your listings

Question 5

what to say if seller says he already listed his property on websites and classifieds

Answer 5

advises that he might even get more than he was listing it for which would make up for the century 21 fees

Question 6

how to make people more comfortable when first meeting them

Answer 6

One of the ways you can make people feel more comfortable when first meeting is by raising their vibration!

Question 7

what to do in the morning

Answer 7

go to the gym or read

Question 8

what is the automatic dialer called

Answer 8

mojo

Question 9

what should you not put on your flyers

Answer 9

don’t put the price, so that people have incentives to call you

Question 10

why should you keep following up with people

Answer 10

if you keep reaching out after 3 months there is less competition. Also, if someone says follow up in 3 months, cut it in half
Don’t be concerned about being pushy, or to aggressive, you have to get through the sales wall, if someone says your being to aggressive, say to them, please don’t misconstrue my enthusiasm for pressure

Question 11

sales presentation script..

Answer 11

I have 3 bottom line questions for you, number 1, are you definitely ready to sell this property
2? Cant tell what he said
3, do you want me to get it sold for you??

Question 12

sales presentation script..

purpose of todays meeting is two fold..

Answer 12

number one is for me to tell you what its going to take for us to get your house sold so you can be in san diego in 60 days
2, is for us to determine today, if i am the right person to partner with to help you sell your property

Question 13

how long does it take for escrow

Answer 13

30 days

Question 14

how many people do you need to speak to per day

Answer 14

Set the standard of speaking to 40-50 people per day

Question 15

Dont give up on chasing prospects down because..

Answer 15

, it can take up to 2 months of calling them to get an appointment

Question 16

what do people look for in a realtor

Answer 16

honesty and communication- people want to be kept in the loop all the time

Question 17

Defaults?

Answer 17

bank is getting on someone because they are late on payments, so you can help them get additional funding through banking programs,

Question 18

what should you practice every single day

Answer 18

Practice scripts and dialogues, rebuttals, so that you give off confidence everyday

Question 19

first thing to do on the job

Answer 19

Seek out the best in a higher level to coach you, surround yourself

Question 20

should always measure..

Answer 20

how much practicing you are putting in. how many people you talk to per day

Question 21

Call existing customers to..

Answer 21

not lose future business- extract referrals from your existing data base

Question 22

what do you need to get when speaking with people

Answer 22

Get all contact details, work details, email, home phone, and when you reach out make sure you have some value to bring to the table

Question 23

what should you include in your monthly emails

Answer 23

Put everyone on educational videos even if they dont appear to be legit prospects so that when you call them back, you have educated them

Question 24

what are the main sources of income in real estate

Answer 24

Main source of income, soi, expires, facebooks, fsbo (for sale by owners), referals
Doors and referrals, door knocking

Question 25

every single day you should ask

Answer 25

fiilling your mind with, what would happen if you were prospecing 3 hours a day and working on scripts

Question 26

s how you get expired listings

Answer 26

Vulcan 7, redx

Question 27

What is in your prelist packet

Answer 27

Simple, put in your action plan, testimonials, bit of information about yourself, cma, net sheet, and disclosures,

Question 28

to be good, you must..

Answer 28

If you want to be good, you have to put in 1-2 hours per day, some people dont even put that in per week to know their scripts

Question 29

When deciding on where to go door knocking

Answer 29

ou want to go where the homes are selling, look on mls or dqnews online, look at whats selling this year vs last year so you can see which neighborhoods are hot

Question 30

What scripts do you use on expireds

Answer 30

Use the “fearless agent scripts” as well as mike ferries scripts Kevin ward?

Question 31

Getting their motivation

Answer 31

where do you want to move to, if i could get you an offer within the next 30 days would you sell your house

Question 32

Voicemail for HOME FOR SALE

Answer 32

hi my name is derek, im a local realtor calling about your home for sale, i just had a few questions and wanted to set up a time to come and preview your property, when you get a second, give me a call area code (604) 679-5226 again my name is derek (604)679-5226

Question 33

What to say if they received an offer on their property i need to google this one to find out what i really should say

Answer 33

did you end up receiving an offer on the weekend? (still available, i actually received an offer and am negotiating at this point)

Question 34

the MAGIC question

Answer 34

how long are you going to try to sell the home on your own before you look at other options!!!

Question 35

You need to keep an eye on your main source of business meaning..

Answer 35

for example, if your expireds is turning up more opportunities or business, you start to focuse your prospecting more on that say 60%/40%

Question 36

The difference between successful real estate agents and non successful agents is

Answer 36

, you have to talk to more people and you have to practice more, its that simple. Also, you have to genuinely care about your clients

Question 37

If your new, dont spend alot of time on..

Answer 37

facebook ,twitter, instagram, linked in, you can automated it etc you shouldnt even spend more than a half hour on it

Question 38

when should you preview homes, and what to do while your there?

Answer 38

Preview homes in the afternoon, and then, go door knock 20 homes in the area and because people want to know about it

Question 39

The one thing people look at on your pre listing package is

Answer 39

net sheets, put 2 or 3 difference scenarios

Question 40

what is pre listing package

Answer 40

It sounds like pre listing is something you send to the seller before you list the property and if they dont like the pricing on the package, then you tell them that you will talk about it when you meet up

Question 41

what to include in your drip campaign

Answer 41

, promote your just solds! Send flyers monthly

Question 42

First people you always contact are the

Answer 42

fresh expires (reason) these are the hottest leads, they may still want to sell, get in front of them Next- call your sphere of influence (stay ontop of your database) When calling your sphere of influence, its not always about the call or email, its about staying in their head so that when they come across someone that needs something, they refer them to you Next- go after older expireds 30 plus days Sometimes maybe something in their personal life happened and they couldnt sell, and by that time alot of agents have forgot about them, so you could get them when they are ready to sell again

Question 43

How to differentiate yourself

Answer 43

partnerships(escro officers, putting money together with yoru partners, marketing, other realtors etc) spread faster Tell people the truth, not what they want to hear

Question 44

First things to do after getting your license-

Answer 44

set the bar very high like 200k (dont take advice from people that are not doing anything) Study contracts inside out Shadow agents, get in there and learn what happens in escrow Dialogues, scripts!!! Mike ferry.com, study his scripts inside out Practice 2 hours per day, after 2 months something clicks 2 hours per day cold calling and then 2 hours per day door knocking every single day (4 hours per day minimum)

Question 45

You might be able to get an absentee list,which means

Answer 45

the property is not their primary property (it might or might not be legal) investment properties

Question 46

Re invest _______ of your income

Answer 46

10-15% of your income- get the mojo dialer (web based dialer that dials for you)

Question 47

get expires, pre solds from

Answer 47

Redx

Question 48

After you get your license

Answer 48

get to work asap, even though you dont know whats going on, start talking to people

Question 49

People that you talk to in the morning are more ..

Answer 49

receptive, they are not tired after work, people

Question 50

Sometimes the listings on zillow are

Answer 50

outdated, sometimes 120 days, not every available property is on those websites, maybe 60% are listed You not seeing the full inventory is available 2nd, the valuation aspect- people feel like zillow is 100% accurate, You want a professional who is in the market, whos knows whats sold, whats selling, what hasnt sold, think, a website that doesnt hold all the data, cant provide as accurate of an evaluation as someone who is ontop of all data in your particular area Its a good place to start, however, im your negotiator, if im representing you as a buyer im going to fight to get you the best price and terms, and when you are a seller, im going to fight to not only list it at the best possible price, but also do everything i can to execute the transaction so that you can acheive your goals and in a smooth and seamless experience and be able to move on with your life There may be 90 homes for sales in the neighborhood, but zilow is only going to have 50 of them, think some people are not tech savvy or may be open to selling but not activelly advertising their home

Question 51

The commision fees are justified because..

Answer 51

when you go with a full service broker vs discount, everyday the full service broker is looking for more sellers and buyers, talking to 30-60 people per day, we are going to generate more activity on it, everybody can put a sign in the yard, put in the mls, but what is your agent going to really do to get every possible person into your home, because more buyers, equals more offers, and more offers means the more money for you

Question 52

Active marketing vs passive marketing

Answer 52

putting an ad in the paper on website vs someone who will get on the phones, sphere of influence, personal circle, other agents, 200-3000 people, talking to everyone at your gas station, at your home etc Promoting your home The reason why, is because the more signs they have in the yard, the more calls they get, and the more buyers they get, because statistically, 1-2% of people that call from signs in from of the house proceed with the purchase of that house, listings bring buyers, So think, the more visibility you have from signs and listings, the more calls you get, and then you are able to show the buyers more properties

Question 53

Keep in mind, the brand behind the agent has nothing to do with the results, what you want is

Answer 53

an agent who knows the process, and can get you the best price and terms, and 2, can get you in the house, and if your a seller can negotiate to get you the best price and terms,

Question 54

The accumulation effect

Answer 54

- prospecting 3 hours per day (DAILY) it snowballs, kept in touch with a family on a listing 5 months ago, which they didnt buy but kept sending them emails every 2 weeks, and talked to them atleast 2 or 3 times in the past 5 months and then this new listing that i took, that is not on the market yet, they saw it, and they have not yet found what they want

Question 55

The purpose of the prequalification is

Answer 55

1. Do you want to go on that meeting and 2> you want to make sure that person is qualified and ready to list their home so that i can actually help them (are they ready to put their home on the market and can i help them) Sometimes is makes sense to tell the client that they shouldn't list for 3 or 6 months (for whatever reason) because thats in their best interest and it shows them that you are trustworthy etc If someone is difficult on a prequal it is probably not worth your time to take the meeting ( it is sometimes more about if they are not answering questions, not the questions that you are asking) If the person is a jackass, do you want to work with them for the next 60 days? You have to be willing to give up business in order to get more business More prospecting and lead generation gives you the option to choose who you want to work with as opposed to needing the prospect so bad that you have to work with someone you don't want to

Question 56

When you cancel an appointment what do you say?

Answer 56

when its pricing, hey if you dont mind, based on our conversation, you say that you need 250k based on my research in the market im not sure if i can help you unless you are open to 235k, are you guys open to that? Surprisingly alot of people will be willing to look at that (its not just about equity, but it also determines their level of motivation!!!)

Question 57

Crm systems-

Answer 57

Crm systems- mojo and realty juggler, bryan keeps his stuff in excel sheets Follow up boss with mojo(if a call comes in, they get a text right away) combined with mail chimp

Question 58

3 things to do, to get off the ground as new agent

Answer 58

find people that are already producing, take them out to lunch and ask them questions, create a blueprint for success Then create a plan of action See yourself as the top producing agent (visualize it and it will happen) Don't keep changing systems, don't be a dabbler, if you choose a system, stay with it for a while

Question 59

Do you go after expired listings that do not have a number

Answer 59

Yes, first thing to do is pull new expireds in the morning, nock on their door 7:30am in the morning

Question 60

what to do if seller asks how many homes youve sold, and you havent sold any

Answer 60

tell them youve been in software sales for 11 years, and now your in real estate, and with this amazing firm, we are the number 1 group in the area, and lean on the firm then ask another question!!! how important is it to have someone that has sold a bunch of homes, vs someone who is going to give their full attention and effort to your specific property.

Question 61

what to do if seller asks how many homes youve sold, and you have sold lots of homes

Answer 61

tell them, that you have sold 24 homes last year, and the average agent sells 4 per year lets say your a newer agent, and you sold 8 properties, what you want to do is tell them that you sold 8 vs the national avererage of 4 per agent so that have something to reference it against (qualify it with in other words)

Question 62

why it is important to be on your game and ready for objections when calling expireds?

Answer 62

because, typically, 3 weeks before the listing expires, the seller is already planning their next move and may have a different agent in mind etc so think, if that other agent calls and just says im glad we can get together tonight blah blah, whearease you call and pre qualify and present yourself as a proffesional and gather information ahead of time, poised, and asking alot of questions, that get her thinking, it might make her uncomfortable, but at the end of the day, who are you going to put your half million dollar asset in the hands of right?

Question 63

what are active techniques vs passive techniques

Answer 63

passive- waiting for the phone to ring, sending out flyers active- getting in front of top agents, making sure they know your home is comming for sale. knocking on all the neighbors doors, when i list the property, and im going to tell them that ive just listed your property and who do they know that wants to move in to the neighborhood how impressed would that neighbor be, that your out there knocking on 10 doors around the property

Question 64

what to do if someone gives you a listing?

Answer 64

go out imediately to the 20 houses in the neighborhood and pass out the flyers, then call them and tell them you are having an open house and want them to come provide some feedback on the home, and most importantly after the home sells, call them to thank them for all their efforts and let them know that it sold way above asking price and if they ever want an agressive motivated focused agent to help sell or buy id love to stop by and further discuss

Question 65

what should you listen to when going to a listing appointment

Answer 65

positive affirmations or audiobook ussually, you would bring someone with you on your first few that can be the guide until your comfortable

Question 66

why is it important to track your numbers(bc)

Answer 66

because where attention goes, energy flows and also, you might come to realize something like, for every household you door knock and talk to someone, you start to realize you are earning $40 per person which will lift your spirits. you need to look at your numbers every single week

Question 67

what is something you "MUST" do everyday while you are on the job, and doing sometimes repetitive tasks?

Answer 67

have FUN, find a way to make the job FUN, even when you are door knocking and prospecting, remind yourself to joke around

Question 68

what does brian tracy say the key to success in sales is?

Answer 68

learn to love "No's" the more "No's" you get, the more successful you are going to be. look forward to getting your first "No" every day. think about that company that would give an employee free lunch to the person who got the most "No's" every day

Question 69

what does brian tracy say the most important thing?

Answer 69

you must care about your customers

Question 70

kevin ward talked about NLP, and says that end the end of every statement you should end with?

Answer 70

a downswing, in other words make it so that your voice goes downwards with certainty, instead of upwards with hopefullness