Fredericksburg/Stafford Inventory

How large is your client database?  Enough to try to work referrals from?  If so, might I suggest my real estate coach....Joe Stumpf the creator of the By Referral Only system.  The website is www.byreferralonly.com

Do you have any listings now?  I maximize my listing exposure by listing on all free classified websites I can find and I work leads off my RE sign.  I get at the very least, 1 buyer a listing.  Most times more...

I know of some people to have success with getting leads by posting ads on craigslist.  If you're in need of a good title company, my friend owns JDR Title on Rt 3 in the Westwood Shopping Center.  Best of luck for 2008.

See how many listings you have now and canvass the areas around them. Most importantly be accountable for your marketing.. Dont cold call or cold flyer... Offer CMA;s or provide an open house just for neighbors.  Work for referrals harder now than you ever have... After a Flyer of just listed stop by and invite them to a open house just for neighbors.. then provide them after getting names and addresses with a cma dliverd to their doorstep.. Show them how their property is growing in value.  With all the negative talk be positive, not misleading, positive about selling homes, Dont give up.  If these ides interest you contact me and maybe i can help with more details....Ken

Sharon: I see you're with ERA. To get listings, here's what you need to do, make a listing presentation. One that you can customize with the prospects name, and a photo of their home as a background. You can make it on publisher, word or similar format. Hmmm, why? Can't I just use a binder? Great questions Sharon! So when you call those expireds, yes call, you can send it to them ASAP by e-mail. If you're calling expireds, yes calling, you're pitching a dynamic listing platform, one that's going to kick the other guy/gal's hind end. You need to be able to show them asap before the other 30 agents calling them can get their foot in the proverbial door. You want to get them talking, so then you don't have to!!

So, you call them. Hi, I'm blank with blank. I see that your listing has expired. (that's hard to do all that work and not sell, you must be a little frustrated/disheartened/anxious/disappointed/ Empathy, empathy, empathy.) It looks like a great home with the customized fireplace/exterior/pool/new driveway/heavy duty nails/30year shingles/flattery, flattery, flattery) DON'T TALK OVER THEM, LET THEM TALK WHEN THEY RESPOND, you're furiously taking notes.

I'd like to sell that home for you, and I think I can. Can I send you a customized listing package and valuation by e-mail? Would that be convenient (rhetorical question)

(now you got the e-mail!! DONT ABUSE IT! others will/would, you're different) (back to script) great OK. Can I ask you why you think your home didn't sell? (Great line here) Well I think we can change all that. With all that you've told me about the indoor water slide/soda fountain/cotton candy maker included I'm sure we can get some interest. We're going to focus on the 95% of your home that is positive, not the five percent of every home that needs improvement.  (yeah, unh huh, oh that's terrible, that's frustrating. That was wrong of that agent to do that/tell you that/say that to you/make you feel that way, just because they didn't have a complete program and a plan for selling your home. oh man I don't blame you one bit. No, I agree") if you can get this far, you just hit it out of the park, now move in. OK Well I'll send you that package you should have it by x o'clock. (under-promise and over-deliver)

I'd love the chance to go over it in person, how about I come out and take a look (this phrasing is absolutely critical, don't change it) at your place and explain all that we do.

One of three things will happen: 1.) No, I'll call you. 2.) Ok sure. 3.) Let me look at the package first. (back to script)1.) Yeah I understand, you must have lots of agents calling (stop and listen, they may reveal the objection) 2.) WOW! you just made my day. I'm really excited to see your home. Do you have a time in mind that would be convenient for you? (cuts to the chase) 3.) Yeah I understand, you must have lots of agents calling (stop and listen, they may reveal the objection) How about I call you back a.tonight around 7pm. b. tomorrow morning c. tomorrow afternoon around 4pm. ? Rebuttle, What would work best for you?

If you can't secure a return call time. leave them like this., OK well I'll send that marketing package and valuation, so you'll have my e-mail and I'll include a link to our/my website where you can view more about the program. Thank you for taking the time to talk with me, I really appreciate it. From what I see you have a lovely/beautiful/fantastic home. I'm sure you'll get it sold. Thanks again. (if they say thank you you say you're welcome-most people don't say you're welcome anymore, start listening)

During the call use their name a little, and answer questions with yes sir or yes ma'am. (Say things like "I'm glad you asked. That's a good question. Well I can see you know the market pretty well. STROKE THEM but don't overdo it) After you hang up, write that thank you and mail it ASAP!!!

Now, you have a great plan and these scripts work. You have a phone, you have a bunch of expired listings coming up daily. It's in your very capable and genuine, caring hands Sharon. You can do it! Go Sharon go, Go Sharon go!

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