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Listing Presentations, Prelisting packages, Fsbo Scripts, Getting the appointment, Getting the listing

I read the red book. I have been on kwu, agent mountain, masterminds, kw connect. I still feel lost on the best place to go to get my touch systems/lead gen systems in the modern age.

I know we have so much training at our fingertips but what is the best way to navigate through it???

Are we keeping up?

Posted by Anna Ryan on 01/26/2009 08:54 PM

Comments (2)

2 Comments on Listing Presentations, Prelisting packages, Fsbo Scripts, Getting the appointment, Getting the listing

JAN

Anna,

It can be quite overwhelming putting all this information to work for ourselves.

My advice: Start with what you absolutely need first, go slow and get it all into one place for use.

Example: If you are a listing agent, get the presentation done. If you are going to use a computer, get the presentation into powerpoint, customize it and practise..practise..practise.

If you are a buyers agent, get your scripts together and practise..practise..practise. It does get easier as you go along.

Best of luck in the coming year.

Anna

I understand your frustration. So many things to do! Which one first?

You need to find a mentor. A seasoned Realtor that is willing to spend some time with you.

You need to create a plan, and by that I mean a business plan for 2009. Talk with somebody on the Agent LEadership Council, ask them for direction.

There are systems that you need.

Time planning - you need a weekly planner to time block. Read SHIFT. Three hours of Lead Generation each morning, five days a week.

You'll need to decide who you are going to call - a lead is a person with a possible need. Expired and cancelled listings, owners selling without professional represntation (FSBOS), sphere of influence, etc. You decide how you are going to generate leads.

That will lead to a Lead Management/Contact Management System - Top Producer takes time and effort to master, but for me it works

Once you start generating leads then you'll need to be able to qualify them. You'll need to learn dialogues and develop your own "way" of getting to the truth with people that you meet.

When you first start out it may seem as though you have a lot of time. That's not really accurate. You have a lot to do, so work on building your systems in the afternoons.

* A Pre-listing System

* A Prospecting System

* Servicing The Listing System

* Buyer System

* A Personal Marketing System

* A Property Marketing System

* Internet Marketing System

* Under Contract System-Buyers Side

* Under Contract System- Sellers Side

* After Closing Follow Up System

In your weekly calendar allocate a few hours each week and systematically develop your business. Our business can be as complex or as simply as you want it to be. The bottom line is that most problems can be solved with more leads generated. Our ability to convert those leads to appointments and then transactions determines our income level, so our proficiency with our systems and tools, such as scripts, dialogues, market and knowledge us critical.

Start at the beginning, one step at a time.

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