The Three P's of Listings Prospect Present Perform

1. THE THREE P’S OF LISTINGS
Prospect
Present
Perform

2. PROSPECT
 PROSPECT EVERYDAY!!!
 SOURCES OF LISTINGS
 SPHERE OF INFLUENCE (SOI)
 FSBO
 EXPIRED
 FARMING
 JUST LISTED/PENDING/SOLD

3. SPHERE OF INFLUENCE
 WHAT BETTER PHONE CALL TO MAKE THAN TO
SOMEONE YOU KNOW
 AT LEAST 200 NAMES
 Personal Visit: At least once a year
 Telephone: Three times a year
 Personal Note: Immediately after each visit or call
 Bulk Mail: Monthly (postcards, newsletters, flyers)
 Email: Monthly (eNewsletter, eCard, personal email)
 Market updates and area information as needed

4. Good evening, Tom, this is ______________. How are you doing?
Tom, the reason I’m calling is that I’ve entered the real estate
business with XYZ REALTY. I’m excited about the company
and the business, and I would really appreciate your help.
The next time you hear of someone who’s thinking of making a
move, would you do me a favor?
First, would you tell them about me? Second, would you pick up the
telephone and tell me about them? I’d really appreciate it! I’ll send
you some of my cards in the mail tonight. Let me make sure I have
your current information. (Verify address and email information.)
By the way, Tom, who do you know who might be planning on
buying or selling real estate?
Thank you again, good-bye.

5. FSBO
 WHY DO OWNERS GO FSBO?
 UNDERSTAND THE FSBO
 DON’T TRY TO LIST ON THE FIRST ATTEMPT
 FACE TO FACE FIRST TIME CONTACT
 ASK SOME QUALIFYING QUESTIONS
 ASK TO LEAVE YOUR CARD AND OFFER TO ANSWER ANY
QUESTIONS
 FOLLOW UP PLAN

7. OBJECTIONS
 LEARN DIALOG FOR COMMON OBJECTIONS

8. EXPIRED
 UNDERSTAND THE MINDSET OF AN
EXPIRED
 WORK THEM EVERY DAY
 SET UP A PLAN
 CALL, WRITE LETTERS
 FOLLOW UP

9. OBJECTIONS
 LEARN DIALOG FOR COMMON OBJECTIONS

10. FARMING
 select a geographic area
 select a niche market
 make a plan
 follow up

11. SELECTING AN AREA
 know your area – preview all listings
 know your competition
 local ordinances, HOA regulations for subdivision


12. Starting your farm
 get list of street names
 owners names
 sale dates
 have a 6 month and 12 month plan
 FOLLOW UP PLAN
 How to manage database
 What to use

13. JUST LISTED/PENDING/SOLD
 make calls around all new listings
 pendings
 solds

14. PRESENT
 YOUHAVE AN APPOINTMENT, NOW WHAT
 DO YOUR HOMEWORK
 CMA
 MARKETING PRESENTATION
 MAKE IT ABOUT THEM NOT YOU
 CLOSE FOR THE LISTING

15. DO YOUR HOMEWORK
 KNOW WHO THE SELLERS ARE
 CHECK TAX, DEED RECORDS

16. CMA
 WHAT GOES INTO A CMA
 BEST 3 ACTIVE COMPS
 BEST 3 SOLDS
 BEST 3 EXPIREDS
 CMA SHOULD BE THE LAST THING DISCUSSED AFTER YOUR MARKETING
PRESENTATION
 SEPARATE LISTING FROM PRICE

17. PERFORM
 DO WHAT YOU SAY YOU ARE GOING TO DO!!!!
 KEEP IN TOUCH WITH SELLER ON A WEEKLY BASIS
 MARKETING YOUR LISTINGS
 WHERE TO MARKET
 COMMUNICATION WITH SELLERS

18. RESOURCES
 DAVID KNOX - http://www.davidknox.com/
 MIKE FERRY - http://www.mikeferry.com/main/content/complimentary
 DARRYL DAVIS – http://darryldavisseminars.com/
How To Become A Power Agent In Real Estate
 FLOYD WICKMAN - https://floydwickman.com/
 http://www.realtor.org/field-guides/field-guide-to-farming-and-prospecting
 Realtor.com – prospect toolkit - http://realtormag.realtor.org/node/11779
 Realtor.com – follow up toolkit -http://realtormag.realtor.org/node/11780

19. SUE LUCAS
843-997-4595
SL1586@SCCOAST.NET
https://www.facebook.com/techtipsandtraining