Alan Shafran - San Diego, California

Transcription

1 Alan Shafran - San Diego, California Blueprint to 100 Deals $20 Million in Fees/Commissions earned in the last decade (approximate) Over $1 BILLION of Real Estate Sold and over 2600 homes sold Carlsbad s #1 Seller of Homes amongst all Real Estate Companies #1Prudential Realtor For all of North San Diego County Co-Owner of Authored the book BluePrint to 100 Deals

2 What We Want to Accomplish Today... Have Fun - We must laugh... mainly at ourselves...every day! Simple sales techniques that will skyrocket your close ratio today Million $$ Marketing - Jumpstart your lead pipeline with the right image The outline for a listing presentation that closes over 95% of my listings Learn how to price the listing right and earn higher commission Buyer Presentation The best technology suggestions in the US

3 Successful Career Broken Down Into 4 Parts 1) Training, Scripts, Techniques, & Presentations 2) Prospecting & Marketing 3) Closing your appointments & Transactions 4) Systems & Business Flow The Challenge is Keeping it Simple in Today s World!

4 Phone Prospecting Techniques First 2 seconds of the call will determine as much as 90% of the call s success Do not be Professional!! BE FRIENDLY & OUTRAGEOUS 1) LISTEN with supersonic ears for how they answer the phone and what word they use... Hello, Hey There, Yes... and what tonality they are using 2) Repeat the exact word they say 3) CONFIRM their first names if you have it, as if you are calling your best friend 4) ANNOUNCE yourself as if they should know who you are. Then immediately go into your prospecting script Just Remember, Prospect like you are calling your friends

5 Million $$ Marketing Two CRITICAL Steps 1) Determine Your Perfect Target Client Who is your customer? How much income do they make annually? How many kids do they have or not? Do they have a home, condo, apartment? What kind of Realtor appeals to them? Discount? Full Service? Gimmicky? Luxury? Are they busy executives that needs this handled for them or do they want to control the transaction themselves?

6 Do Your Homework Your Image Marketing Should Match Your Target Market Is This Your Target Client?

7 Then your marketing image might want to look like this!

8 Marketing Material & Closing Gifts??

9 Top 4 Agents in New Zealand!

10 2) PERCEPTION IS REALITY!! Hyper Local Marketing Million $$ Marketing Your Marketing must now be targeted towards your client and their life (you get to choose!) Decide how you are going to market to your target audience and commit to a minimum of 6 months Become an expert at the statistics and numbers of your local market Pick one UPS - Unique Selling Proposition (One sentence that defines who you are and why they should do business with you) Have a WebSite that emulates your image and does hyperlocal marketing!

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13 Use an 800 # to track all your leads

14 SALES PHILOSOPHY or SELF IMAGE The Hard Core Closer (little to no rapport) The Bonder (wants to adopt every new client as their family) Consultant (combines both)

15 ALAN SHAFRAN S CONSULTATIVE APPROACH Always start by asking questions that show you care (keep it short) Ask what they are concerned about or... ask for permission, or if they have a moment to hear your concerns Explain to them the situation, their options, and your suggested solution Ask what they would like to do Every situation should be handled in the same format, it leaves the client feeling in control and secure that they made the best decision for themselves.

16 LISTING PRESENTATION OUTLINE If appropriate, build rapport quickly.. Keep it short and respectful Explain to them what is going to happen today. 1) Will give you a quick 30 second resume... no pics of my kids, my dogs, etc, does that sound good? 2) Will explain to you how I communicate with my clientele.. ok? 3) I ll ask you just a couple of questions about your situation 4) If you still feel comfortable with me, we will review the price, which is of course what every one is most concerned about... right? 5) At that point, I m confident you ll feel comfortable... and only if you re 100% comfortable, we can sign our agreement and get your home sold... sound fair?

17 LISTING PRESENTATION KEYS 1) There is no master closing question, there are 200 small closing questions. 2) Making eye contact and connecting is CRITICAL 3) LISTEN, REPEAT Their Answers, and let them know you hear them loud and clear and will make sure those areas are top priority.

18 PRICING TECHNIQUES Pricing Correctly requires you to be the market expert. Pricing is not a Magic Act where the price appears... it is an education, a conversation and a consultation. 1) Know your market, know your inventory, know your numbers 2) Know your failure stats... CRITICAL. Before discussing what their home is worth, show them the cost of overpricing. Show them how homes priced properly receive nearly asking price, while others take a big risk with time and money. 3) It is all about setting expectations, if you set them wrong, you have failed before you even have a chance to succeed. 4) Explain that pricing is not an exact science, that you are on their side and need to work as a team. We are on the same team...

19 COMMISSION TECHNIQUES Divert them away from Commission to what they Net from the transaction with an analogy.... Mr. Seller, would you agree that you are probably most concerned with what you net net out of this transaction correct?... What you put in your bank account at the end of this deal, right? I see you follow Rugby. Let s pretend this house is your Rugby team... The Wallabies! -If you own the Wallabies... you want to win the World Championships correct? - Well you need the best players to win the championship don t you? -The best player in the world, THE CAPTAIN OF THE TEAM, may cost you a bit more... but then your chances to earn big money in the end because you won the World Championship! It is the same in Real Estate. When you hire the best, you get the best agent, company, marketing, negotiation And the best net check at the end of this transaction. Let me show you some of our recent sales where we received at or above asking price. Can you now see how you will make more money with me as your agent?

20 Buyer Presentations DO THEM! Treat them like Listing Appointments

21 ALAN S TOP TECHNICAL PICKS List of top websites and apps to use List of articles and other techniques I ve written More of Tom Ferry s Information