online leads…

Thomas & Sally Cook Torontowww.TorontoRealEstate.ca www.CondoLivingDowntownToronto.com

Now Team Member Gets A LeadLead goes into RP and is automatically sent to a Team member (TM) on the lead rotation via emailEmail with the Liberty Village condo list link is automatically sent to the leadTM follows up with the lead using a specific objection-handling scriptGOAL Set up a First Buyer Meeting appointment


Keep The Neighbourhood Lists Of Homes For Sale Updated MonthlyYouve promised them the list so you need to deliver on your promise bi-weekly or monthlyDo a Condos For Sale As Of October 2011 list, PDF it and post to your website like www.CondoLivingDowntownToronto.com/ Downtown-Toronto-Condo-Activity-ListEmail them bi-weekly or monthly with a link to the list AND include various calls-to-action


First Buyer MeetingGOAL build trust & rapport AND get a buyer contract signed for 12 monthsTM uses First Buyer Meeting PowerPoint presentationGets buyer contract signedSets up a Market Experience Tour within the next 1-2 weeksFollow Up Follow Up Follow Up


Our Team Buyer Agent SloganConversations lead to=> Consultations lead to=> Showings lead to=> Negotiations and OffersBut it all starts with phone or email conversations !!!


Tracking TM Follow-Up ResultsThere must be accountability by the TMDaily Activity Tracking formTwice-per-week Success Tracking formBenefit TM can see what theyre doing AND not doing Leader can review and coach TM to help improve resultsConsequence of not turning in all forms as required OFF THE LEAD ROTATION

Since Im paying for the leads there has to be accountability!

Team members submit these daily to keep them aware of how theyre spending their time AND so Im aware of their efforts and results

Monday & Thursday Activity Tracking FormTracks different activities than the daily one I use this to compare activities to sales results and it allows me to coach them based on what results I see here


Follow-Up Follow-UpNeed to have regular communication with ALL leads calls, newsletters, market updates etcWalk into a clothing store story5-Star Prospect? Use 20-50-30 rule PLUS 50-15-85 rule to prioritize who to work withAutoresponder/RP needs to have drip emails programmed to go out for at least 2 yearsShort conversation emails


Short Email ExampleVolker,

I was just organizing my schedule today...

Would you like to look at any homes in the next few weeks?

ThomasONLY GOAL => To get a back-and-forth conversation started !!


Time To Have A Buyer ConsultationNow that theyre serious about buyingSally will review this process in her presentationHelp them to buy a home become a SUCCESS clientLaunch a Plan to follow-up between offer acceptance and getting the keysLaunch a Plan to continue to follow-up for next 10+ years


Marketing Your Stealth SiteKeep your marketing targeted to who you want to attract ONLY market where those people are likely to see it!Pay-per-click lead generation on Google, Facebook and/or YahooMust have a lead capture stealth site to collect email addresses or your money is wastedTest various keywords monitor traffic watch how much money youre spending daily, weekly and monthly


Attracting Seller LeadsUltimate goal build as large a list as possibleDefine your target neighbourhood-condo bldgChoose based on turn-over rate of 8-10% or moreCreate a Stealth Site for that specific marketDistribute those leads to your TeamMonitor their conversion of those leadsALL DONE !!!


Creating A Listing Stealth SiteKeep it simple and VERY targeted like TorontoCondoMarketReport.comFirst report is printed and mailedSubsequent reports are emailed monthly with links to the PDF report based on the neighbourhood set up a blog site like LivingInCityPlace.ca to host the monthly report for each neighbourhood/condo building

Every month we update the PDF report on the website and send an email link to all the subscribers (condo sellers in CityPlace) to go and download it


Marketing Your Listing Lead SitePostcard campaign to neighbourhoods or condo buildingsPostcards customized for specific area OR more general and delivered to several areas at the same timeDrive traffic to the stealth site seller picks their neighbourhood/condo building from the list and submits their report request


Condo Report Postcard


Seller Lead Generation ProgramProvides a complete set of postcards and follow-up emails to generate seller leads from a targeted neighbourhood

www.GettingListings.com/EuropeAgents


4 Seller Loyalty BuildersDeliver a Pre-List Package to the seller BEFORE meeting with themDo a Room-By-Room Review to help the seller stage their home & maximize their sale priceCreate an excellent Seller Marketing Program thats better than your competitionUse a PowerPoint Listing Presentation to differentiate yourself from competition


The First Showing Is Now OnlineSix Ways Our Listing Marketing Campaign Is BetterDigital photosDigital and PDF floor plans of the homeHD video of the interior, exterior and neighbourhood with wide-angle lens6-page colour feature sheetBest website marketing of the homeOnline ads use Craigslist or equivalent

We Offer 2 Marketing PlansFull Service Plan = 5%

No Frills Plan = 4.35%

In both cases, 2.5% is paid to the agent who brings the buyer

The NO FRILLS PlanOffers fewer services than the Full Service Plan

Its basically the same service that most other agents provide but for a lower commission


Communicate With The SellerUse a Listing Checklist at your meeting to ensure the seller is knowledgeable about what to expect once their home goes on the marketShowing feedback www.HomeFeedback.comWeekly or bi-weekly seller update callsEmail and blog market updatesMake sure seller knows your goal is to get them the highest price AND that youre different from all the other agent !!

Seller Checklist After Signing The Listing

Online Marketing Checklist For Virtual Assistant


What If Youve Got An Overpriced Listing?Suggest they do a 17-21 Day Test where you monitor how many showings youre gettingZero showings = overpriced by 6-8%1 showing every few days but NO offers = overpriced by 4-6%Several showings every day and an offer within the 17-21 days = priced rightPick the X-Y Day Test period thats right for your market and use it to set up a future price adjustment


Ask For A Video Testimonial


What People Are Saying About UsPost your happy buyer/seller videos onlineSet up your own YouTube channel like TorontoCondos.TV or TorontoRealEstate.TV and upload videosCan set up a blog to showcase your testimonials WITH an intro story about the sellers experience and circumstances WhatPeopleAreSayingAboutUs.com



Get Some Further TrainingLearn how to create excellent results with online video at EasyAgentVideoEurope.comHow to get ALL the listings you want in any area GettingListings.com/EuropeAgents* Build your referrals from past clients TheWorldsMostInterestingPostcard.com/EuropeAgents


Take It Step By StepResearch Pick a neighbourhood where annual sales are typically 6%-10% of the total homesCreate a stealth site and set up an autoresponder accountMORE research build a for sale list and/or a sold list so youll have something to sendGrow your list advertise on Google, etcCreate ongoing drip email follow-ups


Get StartedDecide what youre going to work on firstSet a reasonable timetableProgress not perfection ! Speed of implementation is importantRemember Ongoing Team training and mastery of scripts and presentations is CRUCIAL to their success!!What Questions Do You Have??


Remember toDownload Todays Presentation PLUS Lots Of Our Team Procedures, Presentations + Checklistswww.UltimateTeamTraining.com/Turkey

online leads…

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buyer consultationnow

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