4 keys to prospecting

1.) The 3 powerful prospecting techniques which secure the most listing appointments2.) The 4 major mistakes agents make when prospecting for sellers3.) How to create a pre-listing package that seals the deal before you even show up4.) How to market yourself as a ‘selling machine’ (which is what every seller wants to hire!)

We will cover…

POWERFULProspecting Techniques

1. 10-10-202. Content Marketing3. Direct Mail

3

10-10-20

CONTENTMarketing

“One of the main ways that companies are establishing authority and gaining trust with consumers is by consistently creating valuable content through a variety of channels.

This typically involves relevant industry information that provides insight to an audience.

Doing so allows a company to steadily build rapport with its demographic and develop a loyal following.”

Forbes MagazineContent Marketing Will Be Bigger Than Ever

2014 will be the year that real estate marketing shifts to effectively and

consistently answering the one question every real estate pro gets asked:

How’s the market?

Nobu Hata NAR’s Director of Digital Engagement

“

Marc Davison1000Watt Consulting

Frivolous content will sink in 2014 as the

gems of true insight continue to rise.

STOP with the

Cherry Pie Recipes

BRANDING

EXISTING Home Sales

NAR 6/2014

% Change in Sales from last year

by Price Range

NAR 6/13/2014

Direct Mail is BACK!

Decade Average Rate Payment1970s 8.86% $1,5891980s 12.7% $2,1661990s 8.12% $1,4842000s 6.29% $1,237July 2014 4.17% $975

The average 30-year fixed mortgage rates and the approximate payment for a $200,000 mortgage. Payments are principal & interest only, based on a $200,000 fully amortizing mortgage.All terms are assumed to be 30 years.

Freddie Mac 7/2014

Historic Mortgage Rates by Decade

The 4 Major Mistakes agents make when prospecting for sellers

1. Bragging about Themselves2. Bragging about Their Company3. Branding the Wrong Message4. Telling instead of Teaching

It’s okay… just sign the papers

“

Dave Ramsey Financial Guru

When getting help with money, whether it is insurance, real estate or

investments you should always look for someone with the heart of a teacher,

not the heart of a salesman.

CONFUSION

“It’s not that potential homebuyers aren’t

qualified in terms of their credit scores or in how

much they have saved for their down payment.

It’s that they think they’re not qualified or they think that they don’t have a big enough down payment.”

- Housing Wire commenting on a study by Nomura

The DOWN PAYMENT Biggest Misconception about Mortgages

Percentage of respondents to Zelman & Assoc survey who believe that you need a minimum of a 15% down payment to purchase a home.

Freddie Mac 6/2014

The DOWN PAYMENT According to Freddie Mac: •A person “can get a conforming, conventional mortgage with a down payment of as little as 5 percent (sometimes with as little as 3 percent coming out of their own pockets)”.

•Freddie Mac's purchase of mortgages with down payments under 10 percent more than quadrupled between 2009 and 2013.•More than one in five borrowers who took out conforming, conventional mortgages in 2014 put down 10 percent or less.

Freddie Mac 6/2014

Letting more consumers know how down payments are determined

could bring more qualified borrowers off the sidelines. Depending on their

credit history and other factors, many borrowers can expect to make

a down payment of about 5 or 10 percent.

Christina BoyleFreddie Mac VP and Head of Single-Family

Sales & Relationship Management

The Deal on the

Move-Up Home

The Impact ofINTEREST

RATES

Freddie Mac 6/2014

Freddie Mac Actual Rates

January 2013 – July 2014

30 Year Fixed Rate Mortgages

30 Year Fixed Rate Mortgages

Actual Rates January 2013 – June 2014

Projected Rates June 2014 – 2015 4Q

1/2013 6/2014 10/2015

1/2013 6/2014

Freddie MacProjected Rates

June 2014 – 2015 4Q

Freddie Mac 6/2014

30 Year Fixed Rate Mortgages

Freddie Mac Rates January 2013 – June 2014

Date Mortgage Interest Rate* P&I**

Today $250,000 4.17 1,218.17

July 2015 $260,000 4.8 1,364.13

*Average Commitment Rate per Freddie Mac **Principal and Interest Payment

$145.42Difference in Monthly Payment

Monthly Annually Over 30 Years

$145.42 $1,745.04 $52,351

Date Mortgage Interest Rate* P&I**

Today $500,000 4.17 2,436.34

July 2015 $520,000 4.8 2,728.26

*Average Commitment Rate per Freddie Mac **Principal and Interest Payment

$291.92Difference in Monthly Payment

Monthly Annually Over 30 Years

$291.92 $3,503.04 $105,091

The Pre-Listing Package that seals the deal

before you get there

The 2 Major Mistakes 1. Bragging about

Themselves2. Bragging about

Their Company

SELLERS’ GUIDE

www.KeepingCurrentMatters.com/trial

Marketing yourself as a ‘SELLING MACHINE’ (which is what every seller wants to hire!)

SOLD SOLD

15 ‘MAJOR’ REASONS TO OWN A HOMEas per a survey by the Joint Center for Housing Studies at Harvard University

* the reasons are in no particular order

www.KeepingCurrentMatters.com/trial

Let’s continue to lift home sales by getting more listings priced to sell!!!