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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
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
#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.
Current Farm2,000 Homes5% Turnover
Turnover Advantage2x Better
SmartFarm (Top 20%)400 Homes
10% Turnover
The “Predictive” Advantage
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