Finding Sellers

Question 1

Why should you keep in touch with your previous clients?

Answer 1

So you are on top of their mind for their next sale.

Question 2

How should you keep in touch with your former clients? Examples?

Answer 2

• Remember the anniversary of their house purchase and send a card.
• Wish them a happy birthday.
• Ask agency owner if you can have former clients lists of any agents who have left the business and nurture them as your leads.

Question 3

Why should you build relationships with tradespeople?

Answer 3

• They can be a great source of leads as they are likely to know about properties that will be on the market, earlier than an estate agent would.

Question 4

Which kinds of tradespeople should you develop relationships with? Why?

Answer 4

• Ethical tradespeople who have a good reputation.
• You can then refer your clients to them for home improvements/repair.

Question 5

How can you find ethical tradespeople?

Answer 5

Your local area will likely have a scheme that recognises good tradespeople.

Question 6

How can an estate agent add value to a building company owner?

Answer 6

By visiting building sites.

Question 7

What is a remote owner?

Answer 7

Out of town owners of rental properties.

Question 8

Why are remote owners of rental properties often motivated sellers?

Answer 8

Because managing a rental agreement from a distance can involve a lot of stress.

Question 9

How can you find remote owners of rental properties?

Answer 9

• Search public records to find the owners’ contact details.
• Write a personal letter to them and indicate how much similar properties have sold in the area.

Question 10

What are the 2 usual issues with trying to sell a property without an agent?

Answer 10

1.) Home isn’t priced correctly
2.) May struggle to find a buyer

Question 11

An estate agent should spot opportunities where sellers have been let down by…

Answer 11

…other agents.

Question 12

Who should an estate agent never criticise?

Answer 12

Competitors.

Question 13

When should an estate agent NEVER contact a seller?

Answer 13

Before the seller’s listing expires.

Question 14

Which 3 places can you advertise for specific properties if you have motivated buyers for those properties?

Answer 14

1.) Local paper
2.) By letter
3.) Social media

Question 15

How can you develop relationships with farm owners? (3 ways)

Answer 15

1.) By visiting them
2.) Organising events
3.) Phoning them

Question 16

When shouldn’t you carry out ‘cold calling’? Why?

Answer 16

• When it’s too early/late in the day.
• Because it can anger prospects.

Question 17

When cold calling, try different scripts and see…

Answer 17

…which one gets you the most leads.

Question 18

What is ‘focused farming’?

Answer 18

When you create your first listing and use that property to ‘farm’ clients.

Question 19

How do you carry out ‘focused farming’?

Answer 19

• Print advertising materials
• Erect a For Sale sign
• Arrange an open house event

Question 20

When are people more likely to agree to be added to an email list/printed newsletter recipient list?

Answer 20

If they see value in the information you are selling them.

Question 21

Remember to try new methods and assess…

Answer 21

…how good they are for you.