The Path to Performance

Webinar: 5 Ways to Ask For (and Get) Price Reductions

Jim Remley, Creating Abundance Through Simplicity (erealestatecoach.com) — Fri, 19 Apr 2019 14:04:38 -0700

Watch Webinar Click HereAre you having pricing conversations with your sellers? The number one reason why a home will sell or won't is the price. As the market transitions it's important that sellers understand that the price is their ultimate marketing tool. What we will cover during this webinar: The Market Changes - Supply Increasing Nationwide Setting the Table for Price Conversations The First Time to Ask for a Price Reduction Earning Your Right to Pricing Conversations Responding to "Just Market the House More..." Gift Bagging the Reduction &Feedback Loops 30 Day Price Resets & Offer Failures and much much more... Do you need more leads, more listings, more buyers, and more closings? Explore Mastery Classes: Open House Mastery For Sale by Owner Mastery Expired Listing Mastery Sphere of Influence Mastery Weekly Coaching Program: The Path Performance Coaching PlatformJim Remley is a nationally recognized expert in the field of residential real estate. Entering the real estate industry at the age of 19 he began an unlikely rise from college drop out to real estate Rock Star by becoming ranked in the top 1% of REALTORS® nationwide. Implementing game-changing strategies and deploying the latest technology advances Jim shattered sales records by listing over 150 properties in one twelve month period. At 24 he opened his first Real Estate Company and grew the company to 17 offices becoming the largest independent real estate company in the State of Oregon.Today Jim leads one of the largest real estate firms in the state of Oregon with over $800 million dollars in sales volume a year with just over 160 active Brokers. As a consultant, author, speaker, and trainer Jim has one mission – to create abundance through simplicity of action. In 2018 Jim launched www.erealestatecoach.com an On-Demand Video Coaching platform designed for REALTORS to tap into highly focused information and actionable ideas based on thousands of interviews with top producers from across the country. jimremley@johnlscott.com www.properformer.com www.expiredlistingguru.com www.luxuryhomecouncil.com

Three Reasons Why You Should Never Say You Are "Soooo Busy"

Jim Remley, Creating Abundance Through Simplicity (erealestatecoach.com) — Thu, 18 Apr 2019 16:37:41 -0700

We have all said the words "I am soooo busy!" But is this the best response when someone asks you how you are doing or how is it going? No, in factthere are three key reasons why you may want to avoid using this language when talking with your sphere of influence, your clients, or even a family member. 1) Bragging - If you are busy and the person you are talking with isn't they may feel inadequate or even embarrassed about their level of success. This can cause disconnection or even professional jealousy. 2) Bothered - Because you are "soooo busy" some clients may decide not to burden you with more referrals or even direct real estate business. Many real estate veterans have had clients tell them "I just didn't want to bother you." Don't let this happen to you!3) Disorganized - Often people who are overwhelmed, chaotic, or say that they are "soooo busy" can come across disorganized and out of balance. This can be a turn off for clients who want an agent who is organized, calm, and focused on their needs. So what do you say instead? Watch this one minute video for a script that will transform the conversation and focus you completely on the client. Do you need more leads, more listings, more buyers, and more closings? Explore Mastery Classes: Open House Mastery For Sale by Owner Mastery Expired Listing Mastery Sphere of Influence Mastery Weekly Coaching Program: The Path Performance Coaching PlatformJim Remley is a nationally recognized expert in the field of residential real estate. Entering the real estate industry at the age of 19 he began an unlikely rise from college drop out to real estate Rock Star by becoming ranked in the top 1% of REALTORS® nationwide. Implementing game-changing strategies and deploying the latest technology advances Jim shattered sales records by listing over 150 properties in one twelve month period. At 24 he opened his first Real Estate Company and grew the company to 17 offices becoming the largest independent real estate company in the State of Oregon.Today Jim leads one of the largest real estate firms in the state of Oregon with over $800 million dollars in sales volume a year with just over 160 active Brokers. As a consultant, author, speaker, and trainer Jim has one mission – to create abundance through simplicity of action. In 2018 Jim launched www.erealestatecoach.com an On-Demand Video Coaching platform designed for REALTORS to tap into highly focused information and actionable ideas based on thousands of interviews with top producers from across the country. jimremley@johnlscott.com www.properformer.com www.expiredlistingguru.com www.luxuryhomecouncil.com

The Hawthorne Effect for REALTORS

Jim Remley, Creating Abundance Through Simplicity (erealestatecoach.com) — Fri, 11 Nov 2011 17:38:52 -0800

Do you perform better when you are being observed? While it’s easy to think that we are all disciplined enough to be self motivated, intentional, and focused every day in our business the truth is as independent contractors we have a tendency to be easier on ourselves than a typical employer might be – this is true of all of us including me. Let me give you an example: I can tell you as the owner of a large independent network of offices a big part of my job was to recruit brokers. Over 20 years in the business I have recruited hundreds of great brokers all over Oregon many of whom remain close friends today. That being said without a doubt I have never worked harder with more intensity, focus, and motivation than when I agreed to take a position managing a brokerage owned by a friend of mine, Jimmie Deloretto. Why? He was an observer, someone who was watching and measuring my performance. At first I resisted this, it was actually irritating to have someone pushing me and prodding me to increase my success rate. After all I had never worked for anyone in my life. But then something strange happened over time I began to embrace having someone push me harder than I had ever pushed myself, results started to happen, momentum began to build, and soon we recruited 46 agents in less than 24 months --- taking the company from number six in market share to number one. What made me think of this was an article I read recently in Real Trends about something called the Hawthorne effect which is the process where human subjects of an experiment change their behavior, simply because they are being studied. In 1955, the researcher, Henry A. Landsberger, performed a study and analysis of data from experiments performed by Elton Mayo, at the Hawthorne Works near Chicago. The company had commissioned studies to determine if the level of light within their building affected the productivity of the workers. Mayo found that the level of light made no difference in the productivity, as the workers increased output whenever the amount of light was switched from a low level to a high level, or vice versa. He noticed that this effect occurred when any variable was manipulated, and postulated that it happened because the workers automatically changed their behavior. They increased output, simply because they were aware that they were under observation. So why do I bring this your attention? The best way to improve performance, the Hawthorne effect conclusively proves is to surround yourself with people who help you become more accountable to your goals. Ideally having a mentor, a coach, or a co-worker monitoring your performance will propel your success to new heights. The hardest part is to truly and honestly accept accountability, to let go of the “independent” attitude that so many of us in the real estate business cling to, and accept that accountability in business equals performance enhancement. If your looking for some tools to enhance your own performance take a look at these tools: Real Estate Pocket Coach - New App for Android Phones Looking for a Complete Lead Generation System Expired Listing Guru.com jimremley@johnlscott.com www.properformer.com www.expiredlistingguru.com www.luxuryhomecouncil.com

Eight Ways to Ask for the Referral

Jim Remley, Creating Abundance Through Simplicity (erealestatecoach.com) — Sat, 05 Nov 2011 17:02:31 -0700

Eight Ways to Ask for the Referral 1) At the Listing “I really appreciate your listing the home with me…you know there are a couple of things we can do to market your home more effectively than most REALTORS right out of the gate. The first is I’m going to send you a link to your home online and I would like you to post it on your Facebook page. You would be surprised at how many of your friends and family might already know of a buyer who would be perfect for your home. Encourage your friends to “share” your listing with their “friends” and we can help make your home go viral! Second and this might surprise you but most REALTORS spend about 70% of their time prospecting for new business instead of looking for a buyer for your home. My approach is different I run my business by referral – so all of my business comes word of mouth –that way I can spend all of time looking for a buyer for your listing. You see…odds are in the next couple of weeks you will hear about someone thinking about buying or selling a home…so all I ask is that you send them my way – just keep me top of mind – does that sound OK? 2) Buyer Meeting/Tour “I love looking at homes and helping folks like you find the right fit for your lifestyle, it’s funny, how often people buy homes and then it triggers people around them to start thinking about making a real estate change…. Do you have any family or friends that are getting the itch to make a real estate move? “ 3) At the Closing Table – With a Buyer “I am so excited that we have closed this sale! I’m sure over the next couple weeks you will have tons of friends and family dropping by to check out your new place….listen, if any of them mention that they may be considering buying or selling would you give them my card or better yet give me a call? By the way I got you a closing gift to help you remember how special today is (present the gift)…” 4) At the Closing Table – With a Seller "I am really excited we were able to sell your home. Now that you’re moving I’m sure a few of your friends and neighbors might decide to follow you….Listen as you know I work by referral, so if you do hear of anyone thinking about making a real estate change – big or small - please give me call or give them my card. Seriously your referrals are my highest compliment. " 5) Phone Call – Ask for Listing "I really do appreciate your call. Listen I have a buyer looking for a home in “neighborhood” if you hear of anyone thinking about selling in that area please give me a buzz and remember I am never too busy for your referral!" 6) Phone Call – Ask for a Buyer "Thanks for the call. Listen before you hang up – I just listed a home (provide details) it’s really an incredible deal. If you hear of anyone looking for a great investment please give me a call. " 7) Casual Conversation – Investor Approach "You know it is such a great time to buy real estate. Get this I (or my office) just sold a place (describe an exceptional bargain) it was really a steal. If you hear of anyone considering investing in real estate let me know – I have a list of properties that are “killer” deals. " 8) Casual Conversation – How is the Market? "It really depends. It depends on if you are a buyer, seller, or investor. For buyers and investors it’s a terrific time to get in on the market, maybe the best time in our lifetimes, for sellers the good news is that the market is improving in most areas. So what are you a buyer, seller, or investor? " Looking for more great scripts try: Real Estate Pocket Coach - New App for Android Phones Looking for a Complete Lead Generation System Expired Listing Guru.com jimremley@johnlscott.com www.properformer.com www.expiredlistingguru.com www.luxuryhomecouncil.com

New Android App Released - Real Estate Pocket Coach

Jim Remley, Creating Abundance Through Simplicity (erealestatecoach.com) — Thu, 27 Oct 2011 13:18:40 -0700

Your sitting in a car outside a FSBO....You know you should call the number on the sign, or at least go up and knock on the door...but what in the heck do you say it and how do you say it? A new android app was just released today to help you on the fly. The App is free for Android users who download the program during the next 15 days! The Real Estate Pocket Coach With the Real Estate Pocket Coach you will never be at a loss for words when calling For Sale By Owner's, Expired Listings, Farming, or even handling an Open House! The Real Estate Pocket Coach provides easy to use scripts, objection handlers, and even follow up tools! · FSBO Scripts · Expired Listings Scripts · Investor Scripts · Farming Scripts · Open House Scripts · Objection Handlers Every get stumped by an objection? The Real Estate Pocket Coach provides answers to over 35 of the toughest objections in real estate. These are field tested real world answers that can help you land more listings today! Check it out on Facebook! jimremley@johnlscott.com www.properformer.com www.expiredlistingguru.com www.luxuryhomecouncil.com

60 Days to Double Your Sales Activity

Jim Remley, Creating Abundance Through Simplicity (erealestatecoach.com) — Wed, 12 Oct 2011 13:00:47 -0700

The Plan By Jim Remley 60 Days to Double Your Sales Activity 1) Call Everyone in Your Sphere of Influence It doesn’t matter if it’s 50 or 300 you must call everyone in your sphere of influence over the next 60 days. Why? People don’t refer friends and family to agents they don’t remember. You have to move from the background to the foreground and become “top of mind” again for everyone in your sphere. During each call you are going to ask for a referral. Check out these sample scripts: “Good Morning this is <Your Name> how are you? Hey I was thinking about you guys today because….<fill in a reason>. Listen I just started working with some new buyers looking for <be specific>, if you hear of anyone that might be thinking of selling soon would you let me know? “Hey <their name> how are you? Listen I’m going to do a little client appreciation party over at <name the location> and I wanted to be sure to invite you. I’ll send you an email with the day and time as well. Also I just listed a hot new property <name the listing> if you hear of anyone looking for a good buy would you let me know?” Print out your database, put it on your desk, time block when you will make the calls and decide how many calls a day you will make to hit the goal. No excuses you must do this. 2) Sort, Organize, and Add As you make the calls, you should have your contact manager open. Not using a contact manager? Start! Make notes about each person you are talking with and sort them into groups – A, B, C, and D. · A = Sent you a referral or multiple referrals · B = Listed or Sold a Home through you · C = Acquaintance, Friend, Family (potential seller, met at open house) · D = Uncomfortable calling them – remove from database – delete!

You must now build a disciple of adding at least one person a day to your sphere of influence. This is mandatory! So over the next 60 days you are going to add – how many, yep, 60!

3) Send Thank You Cards After every sphere call you make you will send a thank you card. The card will simply say: “Great talking with you! Here are a couple of my cards. If you hear of anyone buying or selling please feel free to hand them out! – Thanks again”. In addition pick at least one person a day to thank for a good deed. Send them a special thank you card recognizing their hard work, and of course add them to your database. 4) Stop By’s You will stop by someone in your “A” group’s home or business 2 twice a week. Over the next 8 weeks (60 days) that is 16 stop bys! Right now take out your highlighter (yellow) and using the list you printed out highlight the 16 people you are going to visit. Need a reason to visit? One of the most effective stop by’s I have ever had was someone delivering a business book. They simply stopped into my office for a minute and said: “Hey Jim, I know you are real move and shaker, and I just read this incredible book and it made me think of you. I bought you a copy. I really enjoyed chapter 5 it really changed how I do business. If you get a chance take a peak and tell me what you think.” 5) Coffee, Breakfast, Lunch, Dinner, or Drinks Your sphere contains people that are network hubs. Network hubs are influencers that touch large groups of people and can potentially send you tons of business. Identify your network hubs (yes they may already be highlighted in yellow) and highlight them in green. Over the next 60 days you will have a minimum of 8 meetings with 8 different network hubs. Simply invite them to coffee, breakfast, lunch, dinner, or drinks. To make it more powerful help them build their business by introducing them to someone else in your sphere. For example check out this script: “Hey Jim, I met someone today that I think might be a good person for you to know and I was hoping I could set up a coffee to introduce you. Do you have sometime this week for a ten minute meeting?” 6) Event Marketing Pick a day near the end of your 60 day starting point; it must be either a Wednesday or Thursday. Now plan an event for your sphere that is low cost. Make it simple (no sit down dinners) wine tasting, cupcake tasting, coffee sampler…. Contact the venue, schedule the day, and begin inviting your sphere group. Don’t panic if you have 300 people in your sphere a very small group will actually end up attending just be sure to have everyone RSVP so you have a good head count. If you are still nervous only invite you’re “A” and “B” clients. The event it will be very informal, just mingle with everyone, and at some point say something like “Hey listen, this little get together is just my way of thanking all of you that have either bought or sold a home through me, or referred new clients to me over the years. My business is really referral based and your help is invaluable. Thank you!” 7) Email – Value Item Over the next 60 days you will email two items of value to your database. Yes, I am aware that not all of your clients have email but the vast majority do. For those that you don’t have an email address for now is the time to give them a call and ask for it! The best items of value are those that give clients something with social currency. Social currency is something they will discuss with their family, friends, and co-workers. Here’s is the key with email – it must have an attention getting headline and second it must be very easy to digest – fast, fast, fast – bullet points. And always ask for referrals at the end of your email! Schedule your email dates today! 8) Direct Mail Over the next 60 days you will mail two postcards to your database. Ideally both of these postcards will reflect activity in your business. Just listed cards for instance, if you have taken more than one listing put two, three, or even four listings on one card! Do the same with sold listings. Showing that you are active and vibrant in your business will reinforce to your sphere of influence that you are someone who get’s things done. Schedule you mailing dates today! 9) Social Media Don’t! Don’t think you can escape leaning about social media. Social media is a foundational building block of creating a successful sphere of influence in today’s highly connected world. Over the next 60 days you must: · Step one build a Facebook Profile · Step two add as many of your sphere members as possible · Step three begin posting interesting and valuable content ·

Begin asking your new contacts “Are you on facebook? Do you mind if I friend you?” Many our your clients in generation X and Y look at email as old fashioned and prefer social media as their primary communication tool.

Step four learn about Facebook Fan Pages 10) Provide Raving Fan Service Referrals only come from satisfied clients. Starting this week set aside three power hours. These power hours are designed to enhance your service level to your current and potential clients. Power Hour One: Monday Mornings – Call all of your sellers. Update them on new listings, price changes, and sold properties around their listing. Update them on showings and buyer feedback. Discuss the market conditions and marketing enhancements. Power Hour Two: Wednesday Mornings – Call all of your active buyers. Touch base with all buyers, update their search profiles, schedule showing appointments, update them on price changes on listings they have viewed previously, and tell them about hot new listings Power Hour Three: Friday Morning – Follow up on all leads. Call all of the people you have met with in the last thirty days about buying or selling. Attempt to develop them into a committed client. Now go do it!jimremley@johnlscott.com www.properformer.com www.expiredlistingguru.com www.luxuryhomecouncil.com

Ten Questions to Build Trust and Rapport (What question can you add?)

Jim Remley, Creating Abundance Through Simplicity (erealestatecoach.com) — Mon, 09 May 2011 08:29:22 -0700

Need to build rapport during your listing presentation or while on the phone with a listing lead? Try using these powerful Rapport Building Questions borrowed from www.expiredlistingguru.com and www.listingpresentationguru.com . Rapport Building Questions Tell me what was your original reason for selling? Ideally when would you like to move? How long have you lived in your home? What attracted you to the home when you purchased the property? Tell me about what improvements you have made to the home? What about the neighborhood do you think would appeal most to a buyer? How did you feel about the marketing from your previous agent? Have you started shopping for your next home yet? How much activity did you have in terms of showings and offers? What would it mean to you if you could sell your property in the next 45 days? What questions can you add to the list? Would you like a complete system for working expired listings? Explore www.expiredlistingguru.com for scripts, letters, forms, and strategies. Also To explore a fully customizable Power Point Listing Presentation, including scripts, dialogs, objection handlers, and step by step instructions visit - www.listingpresentationguru.com. Click on the link picture to attend a free webinar. jimremley@johnlscott.com www.properformer.com www.expiredlistingguru.com www.luxuryhomecouncil.com

Expired Listing Letter - That Makes the Phone Ring!

Jim Remley, Creating Abundance Through Simplicity (erealestatecoach.com) — Thu, 24 Mar 2011 11:45:53 -0700

Expired Listings can be a great way to ramp up you listing inventory as we move into spring. If you are looking for a powerful letter to target these clients try using this one from www.expiredlistingguru.com Dear <Seller First Name>, What would your life look like today if you had sold your home 30 days ago? If the only thing holding up your dreams is the sale of your home wouldn't you agree that it may be time for a fresh approach, a new direction, and a new set of eyes? As a real estate professional who specializes in marketing homes through the internet I can help you attract more buyers. Did you know? •· Generation X and Y (the most active group of homebuyers today) use the internet as their primary information resource. Often they don't pick up the paper or read real estate guides. •· Over half of all sales occurring in the marketplace are to first time home buyers. They often look for sellers who are willing to help with closing costs and or down payment assistance programs. •· Social Media is fast becoming a popular way to reach to homebuyers. I use an integrated marketing approaching that combines web pages, social media, and blogging to reach buyers. I am a different kind of real estate professional. We really should talk as soon as possible. Why not pick up the phone or give me a quick email today to schedule a free, no obligation consultation. Sincerely, Would you like a complete system for working expired listings? Explore www.expiredlistingguru.com for scripts, letters, forms, and strategies. jimremley@johnlscott.com www.properformer.com www.expiredlistingguru.com www.luxuryhomecouncil.com

How Do You Tactfully Open a Listing Presentation?

Jim Remley, Creating Abundance Through Simplicity (erealestatecoach.com) — Thu, 24 Mar 2011 10:49:24 -0700

How Do You Tactfully Open a Listing Presentation? This is a question I hear all the time during coaching sessions. The answers below are taking directly from www.listingpresentationguru.com . When meeting with a seller for the first time it is important to establish trust and rapport. The fastest way to accomplish this goal is to begin by asking questions. Place your presentation materials in a place that will be comfortable for delivering your presentation and then ask for a tour of the home. Three key questions to ask every seller: Why are you considering selling? When ideally would you like to be moved? Where are you moving to? Take meticulous notes as you walk though the home. Ask the seller what attracted them to the home when they purchased the property. When the tour is completed ask the seller: "Do you mind if I take a minute and show you I work?" Open your presentation and begin by explaining the process. "Typically what I do is explain what to expect during the home sales process, ask you a few questions about your specific needs, and then review my approach to attracting ready, willing, and able buyers. Does that sound ok?" To explore a fully customizable Power Point Listing Presentation, including scripts, dialogs, objection handlers, and step by step instructions visit - www.listingpresentationguru.com. Click on the link picture to attend a free webinar. jimremley@johnlscott.com www.properformer.com www.expiredlistingguru.com www.luxuryhomecouncil.com

Using Facebook to Target Expired Listings

Jim Remley, Creating Abundance Through Simplicity (erealestatecoach.com) — Thu, 10 Mar 2011 08:45:39 -0800

Using Social Media Marketing to Target Expired Listings The best way to earn instant creditability and trust with any client is to be referred by a friend, relative, or colleague. It's no wonder why so many speakers, websites, books, and systems focus on helping agents build their sphere of influence programs. So how can we use this strategy to enhance our expired listing prospecting success? One way is to harness the power of social media marketing. Social media marketing focuses on building networks of linked individuals. These links can come in a variety of forms - business acquaintances, current friends, high school buddies, church members...the list goes on and on. The circle can be infinite. So how does this apply to expired listings? Let's use the most world most popular social media website Facebook as an example. Suppose you discover an expired listing this morning, as an expired listing guru, you may be tempted to hop on the phone and start calling the potential clients right away. But wait - What if there was another more powerful way to target these potential clients. How? By tracking down the sellers name you could enter this information into the Facebook search engine. In this case I am searching for Brian Case... By searching for Brian Case you might find hundreds of results, after all there are over 500,000,000 people on Facebook worldwide. To narrow the search you can refine your criteria by adding an area, ideally the seller's city of residence. Remember in most cases the seller will live in your hometown so the search results will go down dramatically usually to just a handful of people. By reading the profile of each person in the area who has the same name (90% of the time it will be only one person with an exact match), you will be able to identify your target seller. At this point you might assume that your next step would be to contact the seller directly - to reach out and send a message or attempt to become "Facebook friends". WRONG!!! Instead you should first take a long hard look at their friends list. In our example you might notice the Facebook system already gives us a clue: In this case I know that Brian and I have 30 mutual friends.The next step is to identify which of our mutual friends may be willing to give me an introduction by email, or at the very least allow me to use their name in my own email. At ExpiredListingGuru.com we have pooled the best ideas from top expired listing agents from around the country. Check out the Expired Listing Power Package for scripts, letters, emails, and tools to target expired listings. The system now includes a whole section dedicated to using social media marketing to boost your expired listing success with no cold calls! jimremley@johnlscott.com www.properformer.com www.expiredlistingguru.com www.luxuryhomecouncil.com

Four Ways to Read Your Clients Minds

Jim Remley, Creating Abundance Through Simplicity (erealestatecoach.com) — Thu, 30 Dec 2010 11:04:34 -0800

Odds are unless you have recently attended one of my seminars you and I have never met. Nevertheless I'm going to read your mind. Sound impossible? Let's see how close I can come to hitting the mark. Okay, relax. Go to your mental sanctuary and let me see if I can cross the space time continuum and tap into your cramped cranium. Take a deep breath and concentrate on something pleasant - like a big commission check. Okay here is what I picked up: You have a need for other people to like and admire you, and yet you tend to be critical of yourself. While you have some personality weaknesses you are generally able to compensate for them. You have considerable unused capacity that you have not turned to your advantage. Disciplined and self-controlled on the outside, you tend to be worrisome and insecure on the inside. At times, you have serious doubts as to whether you have made the right decision or done the right thing. You prefer a certain amount of change and variety and become dissatisfied when hemmed in by restrictions and limitations. You also pride yourself as an independent thinker and do not accept other's statements without satisfactory proof, but you have found it unwise to be too frank in revealing yourself to others. At times, you are extroverted, affable, and sociable, while at other times you are introverted, wary, and reserved. Some of your aspirations tend to be unrealistic. So was it a success? Did I accurately describe the real you? If you're like 95% of college students who were given this "cold reading" you would probably rate this description of yourself as good to excellent. How is that possible? It's not. This mind reading exercise was developed by psychologist Bertram Forer to expose fraudulent mind reading psychics as frauds. The skill, as Forer points out, in being a physic or mystic isn't in the divination of voices, or thoughts from the great beyond but the ability to read the subtle feedback given to them by their subjects during a reading. What's not being said is often more important than what it! Why is this important to us as real estate professionals? As many communication experts point out up to 80% of human communication is non-verbal. Instead it is body language, and voice intonation that often clues most of us in to what people are often thinking but not saying. Mastering the art of reading the subtle subtext of a conversation is one way superstars can enhance any presentation. Just like the psychic who hones his reading to appeal to his customers we can do this when talking with a new potential client. How? Let's look at the Four Ways to Read Minds: Four Ways to Read Minds 1) Eye Contact and Brow Movement - In teaching seminars students often pose questions about the material, after answering their concern I often follow up my response by asking - "Did that answer your question?" Interestingly, in a group setting many students will say yes but often their eyes say no. The same can be true when doing a presentation. Some behaviors to watch for: Acceptance/ Agreement: Direct Eye Contact - Client is showing interest in your information. Smiling Eyes - Demonstrates that the client is comfortable. Relaxed Brow - Shows that they are open to your discussion points. Rejection / Negativity Head Drop - A client whose head is down is often avoiding a discussion. Limited Eye Contact - This client may want to break off the discussion. Tension in Brow - The client may be confused, upset, or afraid. 2) Facial Gestures - Experts in reading body language often study the mouth as a way to determine a subject's acceptance or rejection of a given message. How? Upward turns in the corners of the mouth are often positive indications that the client is engaged and interested, where as flat lines, downward turns, or pressed lips often can show signs of unhappiness or the rejection of a given message. 3) Upper Body Movements - As a general rule of thumb a closed off posture means a close minded attitude, arms crossed, leaning backward, or moving a chair in the opposite direction - not so good, on the flip side an open or willing attitude is often inferred by someone who keeps their arms open, leans forward, or nods as you are speaking. 4) Leg Activity - Although many clients cross their legs for many reasons that having nothing to do with what you are saying, clients that are fidgeting with their feet, or legs are often nervous, anxious, or (have to go to the bathroom). In either case it is probably wise to stop talking and ask a question like - "How does that sound?" or "What are your thoughts on that?" Now setting all these finer points aside I think we are already pretty adept at reading minds we just may not realize it. For instance when I walk through the door of my home tonight I can guarantee you that I can gauge my wife's demeanor by taking only one quick glace at her face. After all how many times have you ever heard the term "I could cut the tension with a knife?" Think about that statement, how do you sense tension? Can you see it, smell it, or touch it? No, but it's still there. This sixth sense is often attributed to our minds ability to sense things on a far smaller, nuanced scale than anyone has yet to comprehend. Wise agents understand that each client is unique with different needs, questions, and concerns. But for some clients the ability to express their true motivations, those inner needs is difficult, sort of like trying to pet a porcupine. They want to but it really hurts. So it falls to us the professional real estate practitioner to unravel the motivation mystery by carefully listening to our clients verbal, and non-verbal communication cues. To Learn more about delivering powerful presentations visit: www.listingpresentationguru.com jimremley@johnlscott.com www.properformer.com www.expiredlistingguru.com www.luxuryhomecouncil.com

You REALTORS are all blood suckers!

Jim Remley, Creating Abundance Through Simplicity (erealestatecoach.com) — Thu, 30 Sep 2010 13:18:31 -0700

You REALTORS are all blood suckers! In today's real estate market real estate buyers and sellers are frustrated. Maybe no group is more frustrated than sellers with a sincere desire to sell their home who can't locate a buyer. Unfortunately many of these sellers end up as expired listings. It's no wonder then that many agents have some trepidation about calling these folks. Naturally you are afraid of what the seller might say. The fear is you might hear things like: You REALTORS are all blood suckers! You REALTORS are all greedy! You REALTORS are responsible the current financial mess we are in! As a real estate professional you might be tempted to respond in kind and soon the conversation will spiral out of control. Perhaps this is exactly why so few real estate agents target expired listings as an important part of their lead generation activities. But consider if you could tackle this market by taking a radically different approach. How? At www.expiredlistingguru.com we model what superstars do. For instance what if you helped expired sellers to dump their emotional bucket by encouraging them to vent their frustrations. Intriguing? Let's take a look at how this conversation might look: Agent: Hello Mr. and Mrs. Seller, my name is <REALTOR> I work with <Office Name>. I noticed this morning that your listing has been removed from the active market. May I ask if you would still consider selling the home? Seller: No, you REALTORS are so greedy you only show million dollar homes! Agent: I understand how you might feel that way. Let me ask you were you unhappy with your last agent's performance? Seller: YES! He never called or even showed my home. Agent: It sounds like you had a bad experience, let me ask you are there some things you would have like to seen done differently, perhaps a different marketing plan or more exposure on the internet? Seller: Yes....He never... Agent: I understand your frustration. Would you mind if I stopped by this morning or afternoon? I am going to be in the area and I would really like to take a look at your home. I think I have some ideas that might really make a huge difference in helping you to sell your home for top dollar. Now take the next step and really get the conversation flowing. To build rapport and trust at the home with a frustrated seller consider using these techniques: • Encourage - "Please tell me more..." • Clarify "When did that happen..." • Normalizing "I've had other clients..." • Empathizing "I can appreciate that..." • Soliciting "I would like your ideas on that..." • Validating "I appreciate your willingness..." Looking for more innovative ways to tackle the expired listing market? Visit www.expiredlistingguru.com to see forms, scripts, systems, presentations, and letters! jimremley@johnlscott.com www.properformer.com www.expiredlistingguru.com www.luxuryhomecouncil.com

Expired Seller Question: Why didn't you show my house?

Jim Remley, Creating Abundance Through Simplicity (erealestatecoach.com) — Fri, 06 Aug 2010 06:48:50 -0700

Expired Seller Question: Why didn't you show my house? You finally worked up the nerve to actually prospect expired listings. Congratulations! You have joined an elite group of superstars who proactively take control of their lead generation activities. This is a defining difference between the winners and the losers in any market, the ability to consistently create high quality leads. For help in kicking starting your own lead generation plan visit www.expiredlistingguru.com But now you have been hit over the head with a classic question: "So why didn't you show my house when it was on the market the first time?" Whoa! That is a tough one. It can be a show stopper for many of even the best agents. So let's take a look at couple of possible objection handlers that may help you get past this objection and on to taking the listing. "The reason I didn't show your home when it was listed before is because I focus on selling my own listings. My sellers appreciate the fact that when they work with me I give them my full attention. Can I ask you - Are you completely satisfied with the level of service you received from your last agent?" The key with this approach is to quickly handle the sellers question with a reasonable response and then to flip the discussion around and begin talking about what went wrong with their first listing. Let's look at another approach. "Can I be honest? The reason I didn't show your home was because the buyers I worked with in your price range felt the home was priced above the market. They purchased other homes. If you would be open to it I would like to provide you with an in-depth evaluation of your home using every comparable in the market. This would include all the sold properties, all the active properties, and all the ones that like your home failed to attract a buyer." I know that one takes some guts. But if you know the home is overpriced there is a strong chance the seller does as well. Why not go into the appointment with honesty? Many sellers will appreciate the fresh, no-nonsense approach. To explore answers to the top 10 objections you will hear over and over again in your career visit www.expiredlistingguru.com jimremley@johnlscott.com www.properformer.com www.expiredlistingguru.com www.luxuryhomecouncil.com

Extreme Selling -Three Extremley Easy Selling Strategies

Jim Remley, Creating Abundance Through Simplicity (erealestatecoach.com) — Tue, 03 Aug 2010 12:58:14 -0700

Selling real estate is easy! Often as real estate professionals we tend to want to believe that our success is tied to how complicated we can make our careers. We have ten different prospecting systems, three different e-mail addresses, five websites, two assistants, three computers, one laptop, an iphone, five different social media accounts, and a splitting headache! What if our success in the real estate industry did not have to be so complicated and stressful? I am a firm believer that most real estate agents tend to quickly loose track of their priorities after entering the business. Agents, if they are not careful, can easily become wrapped up in egocentric, time consuming, and unprofitable activities that may seem like the right thing to do but are actually the exact opposite of what will lead them towards success. So to curb this natural tendency lets take a quick look at - Three Extremely Easy Selling Strategies! Strategy Number # 1 - Meet New People Everyday! Every business needs a fresh supply of new customers. How many people did you go out and talk to today? Did you meet even one new person? Many agents fall into the trap door spider game of waiting patiently and quietly by the telephone, or the front door of their office - and occasionally if they are lucky they will find an unsuspecting victim! Don't be a trap door spider! Break your floor time dependency addiction! Walk out the front door of your office and commit to meeting at least three new people everyday! I know what you're thinking but, but, but... but who could I talk to? I could instantly think of 100 different people but since we are keeping this simple let me give you just three. •o Business Owners- Surrounding your office are other business - Have you met the owners? Do they know your name? Do they have your cards? Are they in your sphere of influence? •o Home Owners- Have you knocked on the home owner doors around your new listings, or recent sales? If you haven't you are literally handing new listings to your competition. ** •o Canvass For Open Houses- Doing an open house this weekend? Try canvassing the surrounding home owners and don't forget the FSBO's and Expired listings. ** ** Try using the tools at www.expiredlistingguru.com Strategy Number # 2 - Do a Better Job! Ask yourself this - If you were to rate your services on a scale of 1-10? How would you do? If the answer is less than 10 perhaps you need to spend some time working on your business instead of just in your business! Three easy ways to have a massive overnight improvement: •o Use a Planned Presentation- Build a buyer and seller presentation. If you build it once you can use it forever! This is simply the best investment any real estate agent can make in their career! •o Use Simple Questions - Aren't there some simple questions that you should always ask your new buyers and sellers during every first time consultation? Write them down and begin using a professional questionnaire.** **Check out the questionnaire and scripts available at www.expiredlistingguru.com •o Lead With The Client Need- One of the questions that you must ask every client is - What would you like to talk about?Learning to lead with the client need is essential to your success! All three of these easy suggestions will take less than 30 minutes to implement per client but each can fundamentally change your business! Strategy # 3 - Focus on Follow Up Pop Quiz - How many times during your career have you visited your buyers after they had moved into their new home? Perhaps a couple of weeks after the closing had taken place. Ouch, it hurts doesn't it? I know, I know your busy closing your next deal or you have some deadbeat sellers to placate. No excuses - there is simply no better advertisement for your business than a satisfied client. Three Quick Ways to Focus on Follow Up: •o Immediately After a Closing- Check in with those new buyers or sellers and make sure everything is going smoothly. Offer your help, and ask for referrals! •o Immediately After a Meeting - Get in the habit of sending a card or letter to your clients after each meeting. This simple gesture demonstrates professionalism and an eye for detail that they will remember for years to come! •o Immediately After a Showing -Train your sellers to call you when a showing has taken place so that you can follow up with the agent that showed the home. This follow up is extremely powerful and can help you sell your listing faster and result in more satisfied clients! ** Looking for sphere of influence letters? Check out www.expiredlistingguru.com The simple fundamentals of the real estate business are the foundation of any superstar agent's real estate career. By learning to implement these easy yet effective strategies any agent can instantly improve their business. How about you? Which one of these Extreme Selling Strategiescan you use today? Challenge yourself to simplify your career and focus on the fundamentals!jimremley@johnlscott.com www.properformer.com www.expiredlistingguru.com www.luxuryhomecouncil.com

Expired Listings: Calls or Mailings?

Jim Remley, Creating Abundance Through Simplicity (erealestatecoach.com) — Mon, 02 Aug 2010 18:09:55 -0700

Expired Listings: Calls or Mailings? So you have decided to try your hand at expired listings. Congratulations you are one of the very, very few agents who are willing to proactively commit to a lead generation strategy. But now you have a dilemma do you call them or mail to them? To answer the question let's start with the famous parable "The Town up Ahead". Once, a man pulled up into a gas station in the country, and asked the gas station attendant, "What are the people like in the next town up ahead?" The attendant said, "What were the people like in the town you just came from?" "Awful people," the man responded. "Rude, cold, hostile, abrupt, unfriendly. They wouldn't give me the time of day." "Well," said the attendant, "I'm sorry to say it, but you're going to find exactly the same sort of people in the next town up ahead." A bit later, another driver pulled in, heading in the same direction as the first. "What are the people like in the next town up ahead?" the second man asked. The attendant said, "What were the people like in the town you just came from?" "Wonderful people," the second man responded. "Friendly, warm, helpful, patient, kind. They went out of their way to help a stranger." "Well," said the attendant, "I'm happy to tell you that you're going to find exactly the same kind of people in the next town up ahead." Did you get the morale of the story? You find what you expect to find in people. So here is the answer to the dilemma. By far the most effective least expensive type of prospecting is always calling people directly. Sure it's easier to do a mailing but you have to ask yourself why you are doing a mailing. Is it because you are avoiding making contact with potential sellers directly? Do you fear rejection? Do you think that expired sellers are like the people in the "town up ahead"? To overcome these fears you may want to follow the path that has been blazed by thousands of top producers before you at Expired Listing Guru.com we use their techniques as a model for your business. For example here is a script that is a goldmine for working with expired sellers: "Mr. and Mrs. Johnson it appears that your home is no longer being actively marketed for sale on the MLS today. I hope you don't mind my call but I specialize in working with sellers who are looking for a different approach to marketing their home. You see I use the internet as my number one marketing tool. I just don't "put your home on the internet" I actually have a very sophisticated marketing method to expose your home to every available buyer in the market place. I will be in your area today would you be open to allowing me to stop by and chat for a few minutes?..." Ok but what about those expired listing that are listed on the do-not-call registry or have unlisted phone numbers? Great question. In that case you have two options - knock on their door or send them a mailing. Remember the first and best bet is to make direct contact by phone or in person but that doesn't mean you should not use mailings as another way to reach expired listings. At Expired Listing Guru.com we have developed a series of letters designed to reach out and grab sellers by the collar. Check out this sample paragraph: What happened? I saw your home on tour several months ago so I am surprised you were unable to successfully attract a buyer. You have a great home! As a residential marketing specialist I would welcome the opportunity to provide you with a tool that may help you identify why the market seems to have rejected your home. The tool I use is called a Home Scoring System. Simply put it rates your home on 17 key selling points and assigns a "score" to your home. The higher your home "score" the more likely your home is to attract a buyer. Why not give me a call today to find out what happened and more importantly what we can do about it! Powerful letters can generate incredible results. To see more like this one visit www.expiredlistingguru.com. But the key with both scripts and mailings is consistency. You must commit to a plan of action and stick with it! Set a goal of contacting a specific number of expired sellers every working day. Remember you are part of select group of superstars who make these contacts and expired sellers really do want to hear from you!jimremley@johnlscott.com www.properformer.com www.expiredlistingguru.com www.luxuryhomecouncil.com

Expired Listings - 100 Listings in 12 Months?

Jim Remley, Creating Abundance Through Simplicity (erealestatecoach.com) — Fri, 23 Jul 2010 14:31:45 -0700

Expired Listings - 100 Listings in 12 Months? If someone said to you: If you can take 100 listing saleable listings in the next twelve months I will pay you a million dollars. Could you do it? Wait! Really think about this challenge. What would have to change in your career to ensure you received your free briefcase of cash? Probably the most important item on the agenda's would be your lead generation activities. One way that some of the top REALTORS in the nation ensure their own success is by becoming proactive. To do this they focus on sellers who have already announced that they are ready, willing, and able to sell their homes - expired sellers. Consider a few facts: •· In many markets over half the listings taken fail to sell the first time they hit the market. Imagine every other active listing in your market being up for grabs over the next few months. •· Expired sellers while frustrated and perhaps a little angry are often much more likely to adjust their price and terms the second time around. •· The vast majority of agents dismiss expired prospecting because they believe these sellers are "hard to please" or "unrealistic". Really? Have you had one of your listings expire and then be resold by a competitor? Uh-huh, me to. To tackle the expired market at www.expiredlistingguru.com we suggest that you approach the market with a plan of action. The first step is to make the call, and quick! The faster you get to an expired homeowner the more likely you are to secure the appointment. But what in the world do you say that doesn't end in dial tone or a door slamming in your face? After checking the state and national do not call registry's try this script on for size: Hello, Mr. / Mrs.___________. This is <agent name> with <company name>. I have been going over my MLS records today and I noticed your home is no longer listed for sale. May I ask if you still want to sell the home? <yes/no> Well, your home is in my market area and I am curious as to why it did not sell. Would you be interested in finding out why it did not sell? <yes/no> What I can do is a free analysis that will determine key reasons why your home may not have sold. Would you be offended if I stopped by for a few minutes later this week and shared that information with you? Would Thursday or Friday be more convenient? Morning or afternoon? <Decided to sell on their own> I understand how you feel and I respect that you're going to sell on your own. This information will give you an idea exactly why your real estate agent was unable to sell the home, it may give you an advantage while you market it yourself. It's free and there's no obligation. Would tomorrow be OK or would later this week be better? <Frustrated> It sounds like you had a bad experience with your last real estate agent. What do you think was the single biggest reason your home did not sell? <Answer> That is important. I have an analysis that can give you some more insight into what the other problem areas could have been. Would you be offended if I stopped by for a few minutes this morning or would later this afternoon be better? Ok so let's pretend you are more of a letter writer or perhaps you just can't seem to catch some of the expired sellers at home. According to our team at www.expiredlistingguru.com you may want to tap into some of the thoughts and questions that have been rolling around in the sellers mind. For instance check out a couple of the starting lines in the top producer letter series. Att: <Seller Name> RE: <Property Address> Dear <Seller First Name>, What would your life look like today if you had sold your home 30 days ago? If the only thing holding up your dreams is the sale of your home wouldn't you agree that it may be time for a fresh approach, a new direction, and a new set of eyes?........... Or how about this one Dear <Seller First Name>, What went wrong? It's natural to ask this question when your home fails to sell the first time around. One fact that may surprise you is that nearly 50% of all homes fail to sell the first time they are placed on the market. So what's next? ......... The key to winning in the expired listing game is consistency. Sure superstars make the calls and send the letters, but far more importantly they stick with the program by following up. They don't give up after one call or one letter. They alter their approach by changing the time of day they call or the type of letter they might use. So 100 listings in 12 months? What's stopping you? Go for it! www.expiredlistingguru.comjimremley@johnlscott.com www.properformer.com www.expiredlistingguru.com www.luxuryhomecouncil.com