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1.) The 3 powerful prospecting techniques
which secure the most listing appointments
2.) The 4 major mistakes agents make when
prospecting for sellers
3.) How to create a pre-listing package that
seals the deal before you even show up
4.) How to market yourself as a ‘selling
machine’ (which is what every seller wants to
hire!)
We will cover…
POWERFUL Prospect ing Techniques
1. 10-10-20
2. Content
Marketing
3. Direct Mail
3
10-10-20
CONTENT Marketing
“One of the main ways that companies are
establishing authority and gaining trust with consumers is by consistently creating valuable
content through a variety of channels.
This typically involves relevant industry information
that provides insight to an audience.
Doing so allows a company to steadily
build rapport with its demographic and
develop a loyal following.”
Forbes Magazine
Content Marketing Will Be Bigger Than Ever
2014 will be the year that real estate marketing shifts to effectively and
consistently answering the one question every real estate pro gets asked:
How’s the market?
Nobu Hata NAR’s Director of Digital Engagement
“
Marc Davison 1000Watt Consulting
Frivolous content will
sink in 2014 as the
gems of true insight
continue to rise.
STOP with the
Cherry Pie
Recipes
BRANDING
EXISTING Home Sales
NAR 6/2014
% Change in Sales
from last year
by Price
Range
NAR 6/13/2014
Direct Mail is
BACK!
Decade Average Rate Payment
1970s 8.86% $1,589
1980s 12.7% $2,166
1990s 8.12% $1,484
2000s 6.29% $1,237
July 2014 4.17% $975 The average 30-year fixed mortgage rates and the approximate payment for a $200,000 mortgage.
Payments are principal & interest only, based on a $200,000 fully amortizing mortgage.
All terms are assumed to be 30 years.
Freddie Mac 7/2014
Historic Mortgage Rates by Decade
The 4 Major Mistakes agents make when prospecting for sellers
1. Bragging about Themselves
2. Bragging about Their Company
3. Branding the Wrong Message
4. Telling instead of Teaching
It’s okay… just sign the papers
“
Dave Ramsey Financial Guru
When getting help with money,
whether it is insurance, real estate or
investments you should always look for
someone with the
heart of a teacher,
not the heart of a salesman.
CONFUSION
“It’s not that potential
homebuyers aren’t
qualified in terms of their
credit scores or in how
much they have saved for
their down payment.
It’s that they think they’re
not qualified or they think
that they don’t have a big
enough down payment.”
- Housing Wire commenting
on a study by Nomura
The DOWN PAYMENT Biggest Misconception about Mortgages
Percentage of respondents to Zelman & Assoc
survey who believe that you need a minimum
of a 15% down payment to purchase a home.
Freddie Mac 6/2014
The DOWN PAYMENT According to Freddie Mac:
• A person “can get a conforming, conventional
mortgage with a down payment of as little as 5
percent (sometimes with as little as 3 percent
coming out of their own pockets)”.
• Freddie Mac's purchase of mortgages with
down payments under 10 percent more than
quadrupled between 2009 and 2013.
• More than one in five borrowers who took out
conforming, conventional mortgages in 2014
put down 10 percent or less.
Freddie Mac 6/2014
Letting more consumers know how
down payments are determined could
bring more qualified borrowers off the
sidelines. Depending on their credit
history and other factors, many
borrowers can expect to make a down
payment of about 5 or 10 percent.
Christina Boyle Freddie Mac VP and Head of Single-Family
Sales & Relationship Management
The Deal on the
Move-Up
Home
The Impact of
INTEREST
RATES
Freddie Mac 6/2014
Freddie Mac
Actual Rates January 2013 – July 2014
30 Year Fixed Rate Mortgages
30 Year Fixed Rate Mortgages
Actual Rates January 2013 – June 2014
Projected Rates June 2014 – 2015 4Q
1/2013 6/2014 10/2015
1/2013 6/2014
Freddie Mac
Projected Rates June 2014 – 2015 4Q
Freddie Mac 6/2014
30 Year Fixed Rate Mortgages
Freddie Mac Rates January 2013 – June 2014
Date Mortgage Interest Rate* P&I**
Today $250,000 4.17 1,218.17
July 2015 $260,000 4.8 1,364.13
*Average Commitment Rate per Freddie Mac **Principal and Interest Payment
$145.42 Difference in Monthly Payment
Monthly Annually Over 30 Years
$145.42 $1,745.04 $52,351
Date Mortgage Interest Rate* P&I**
Today $500,000 4.17 2,436.34
July 2015 $520,000 4.8 2,728.26
*Average Commitment Rate per Freddie Mac **Principal and Interest Payment
$291.92 Difference in Monthly Payment
Monthly Annually Over 30 Years
$291.92 $3,503.04 $105,091
The
Pre-Listing
Package
that seals the deal
before you get there
The 2 Major Mistakes 1. Bragging about
Themselves
2. Bragging about
Their Company
SELLERS’ GUIDE
www.KeepingCurrentMatters.com/trial
Marketing
yourself as a
‘SELLING
MACHINE’
(which is what every
seller wants to hire!)
SOLD SOLD
15 ‘MAJOR’ REASONS TO OWN A HOME as per a survey by the Joint Center for Housing Studies at Harvard University
* the reasons are in no particular order
www.KeepingCurrentMatters.com/trial
Let’s continue to lift home
sales by getting more
listings priced to sell!!!
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