Get in the Game “Score Big in Real Estate
…and Have a Ball Doing It”
Sean Carpenter Ohio NRT Companies
My Professional Credentials
Waiter & Bartender Golf Professional – Brooksville, FL & Cleveland, OH Beer Salesman – Miller & Coors Became a licensed Realtor in March 1998 Branch Manager & Director of Agent Development
…What is yours built around?
What to do…and when to do it Sunday Monday Tuesday Wednesday Thursday Friday Saturday
Business Meeting
& Tour
“Doing what is required only prevents customer
dissatisfaction.
You must do more than is required to truly satisfy a
customer”
Who’s in Your League?
Data Base Def. – “Anyone you have contact
information for”
How many names do you have in this category?
Who’s in Your League?
Data Base
Sphere of Influence Def. – “I know them
and they know me”
How many names do you have in this category?
Play the Numbers?
U.S Population = 313,008,156
NAR Membership = 988,875
1 Realtor for every 316 people in the United States
Who’s in Your League?
Data Base
Sphere of Influence
Clients Def. – “they have done business
with me in the past”
How many names do
you have in this category?
Who’s in Your League?
Data Base
Sphere of Influence
Clients
Bullseye Def. – “They want my success
almost as much as I want it myself”
The Sphere of Influence
“Prospecting Pyramid”
3 types of contact each day
Phone
Personal notes
Optional ~ Talk to people (current clients)
The math is easy…
Total # of people in your
Sphere of Influence = ______
Divide Your Sphere by 3 = ______
Divide that number by 20 = ______
This is the # of contacts needed per method
per business day!
Can you commit to making X contacts per day?
240
80
4
Here’s what it would look like
The Prospecting Pyramid
CCoonnttaacctt AA CCoonnttaacctt BB CCoonnttaacctt CC CCoonnttaacctt DD 1a.
1b.
Al B. Liston Doug Downsizer
Bill Buying Eddie Eyesore
Charlie Client Frank Furter
2a.
2b.
Gary Indiana Joe Seller
Harry Situation Ken Doll
Ima Investor Len Derr
3
4
5
6
7
8
9
10
11
12
13
14
15
16
17
18
19
20
The Prospecting Pyramid
CCoonnttaacctt AA CCoonnttaacctt BB CCoonnttaacctt CC CCoonnttaacctt DD 1 Al B. Liston Bill Buying Charlie Client
2 Doug Downsizer Eddie Eyesore Frank Furter
3 Gary Indiana Harry Situation Ima Investor
4
5
6
7
8
9
10
11
12
13
14
15
16
17
18
19
20
You need to be a
“five tool” player
Running for speed
Arm strength
Fielding
Hitting for average
Hitting for power
Are you a “five tool”
agent
Prospecting
Transaction Service
Property Marketing
Client Follow Up
Personal Marketing
Do you have personal
goals?
Have you thought about what you’d like to list, sell, earn and accomplish
next year?
My 2012 Goals
Name: _________________________ Date: ______________________
My Year goals 1.
2.
3.
4.
My Short Term Goals (Next 90 days) 1.
2.
3.
4.
My Immediate Goals (next 30 days) 1.
2.
3.
4.
When I reach my goals I will reward myself by: (describe in detail the object or activity you will get for
achieving your goal):
____________________________________________________________________________________________
____________________________________________________________________________________________
__________________________________________________
Personal Goals By the end of 2012I will…
1.
2.
3.
4.
Matt Murton, REALTOR® Licensed in MD, DC, & VA
Coldwell Banker Residential Brokerage 301-461-4201 Direct
How well do you
know your numbers?
Statistical Analysis of Your Market
Name: ______________________________________________________
Office: ______________________________________________________
Total Active Residential Listings (total market) _________________
Average List Price _________________
Average Market Time _________________
Compared to last year at this time _________________
Total Active Residential Listings (specific market) _________________
Average List Price _________________
Average Market Time _________________
Compared to last year at this time _________________
List Price to Sale Price Ratio (LTM) _________________
Compared to last year at this time _________________
Number of sales YTD _________________ Average Sales Price _________________
Compared to last year at this time _________________
Average Size Home (sq. footage) _________________
Other:
Neighborhood/Subdivision Report
Name: _________________________________________ Office: ___________________
Subdivision: ________________________________________________
Number of Houses in Subdivision _______________________
Age of Subdivision _______________________
Active New Home Construction? Yes__________ No __________
Builders ______________________ __________________________ _____________________
Predominant Home Styles _____________________________________________________________
Size Range of Homes (sq. feet) Low ____________ High _____________
Recreational Opportunities Available
_______________________________________________________________________________________
_______________________________________________________________________________________ Schools Elementary: Middle: High:
Parish:
Sales Data
List All Sales in Last Six Months (attach MLS sheets if appropriate)
Avg. Sales Price (last 12 months) _____________________
Av. Days on Market _____________________
No. Houses on Market Today _____________________
Top Three Listing Agents (last 3 years) _____________________
_____________________
_____________________
Overall Impression of Subdivision: