MINDSET OF A CLOSER
IDENTIFY NEEDS
FIND SOLUTIONS
PROBLEM SOLVER
YOUR SUCCESS
YOUR BUSINESS
LEADS
Never Takes NO for an Answer
CLOSER:
ONE-CALL-CLOSE MENTALITY
FAILURE IS NOT AN OPTION
ON THE PHONE: AN APPOINTMENT OR SCHEDULE NEXT CALL
IN-PERSON: INK ON PAPER
NEVER DISCONNECT WITHOUT A COMMITMENT
A CLOSER
YOU MUST DO ‘WHATEVER IT TAKES’ TO HELP YOUR CLIENT MAKE THE DECISION THAT THEY WANT TO MAKE BEFORE IT IS TOO LATE!!
BUYING OR CRYING
CLOSERS NEVER QUIT
STALLS
I want to think about it
“The person that saw this house yesterday wanted to think about it and they will buy it today and you will lose it”
I want to talk to a third party
“Are they going to live in the home? Make the payments? Do they have the same tastes as you? Will they advise you to continue renting?
I want to sleep on it
“Wouldn’t it be better to make a decision when everything is fresh?”
I want to see more homes
“We determined that you love this home… do you want to lose it?”
More Stalls
I want to pray about it
“My experience that if it is God’s will nobody can stop it and if it is not nobody can force it. Let’s put in the offer and pray that His will be done”
Let me ask you something, and please level with me, could it be that the reason you are hesitant to make a decision is because you know this is THE ONE and the thought of buying is now a reality? ___
I assure you, I will be here every step of the way to take care of everything.
LEADS
Find! Capture! Set Appointments! Follow Up! Close!
STS
SPEED -TENACITY-SCRIPT
ALL ON THE SAME TEAM
When Lead is Received w/Email and Phone
When Lead is Received w/ Email Only
LEAD GEN LIKE A NINJA
BUYERS
Buyer Paths
Process of a Buyer
Generate Lead
Set Appointment
Meet at the House
Interview
Regroup/Qualify
Show 1 ugly house and 3 good ones (New if possible)
Close on the one they like most
Write Offer
Open House Events
Treat your open house as if you were planning an event, i.e Wedding, Birthday Party, Fundraiser, etc
When you look at every open house opportunity as an event instead of a chore, you will…..
STOP WASTING YOUR WEEKENDS and START MAKING MONEY!
Open House Success Elements
�
Nosy Neighbor Script
“We have a lot of buyers looking at the property, and from my experience, we’ll have created a bidding war by the end of this week. If we end up with 5-7 qualified buyers, only one of them can win, so we’re going to have a handful of people willing and able to buy in this neighborhood. Have you given any thought to selling?”
Depending on the answers you get, follow up with these questions:
“At what price would you sell?” Or “You must know someone who’s thinking of selling?”
Entry Forms
�
Switch Properties
SWITCH PROPERTIES - properties for sale in the same neighborhood
94% of visitors will have no interest in the property (6% will) Find the TOP 5 HOTTEST BUYS in the Market Area
Questions to Ask When Greeting a Visitor
Conversation When Visitor is Leaving
Renters who will be ready to move soon
Tip to find prospects:
RENTER SCRIPT
Hello! My name is ________. I am with EXP Realty.
Our records show that your lease may be ending soon and I wanted to tell you about a couple of homes in the neighborhood that you can buy for the same or maybe even less monthly payment than you have now.
IF YOU COULD BUY… IN SAME NEIGHBORHOOD…
FOR LESS THAN RENT… WHY WOULDN’T YOU?
Why Are You Renting?
No savings for down payment
Payment will be higher
I don’t want to be responsible for maintenance
What if I could get you into a home with NO money down, in a comparable or nicer home for the same or lower payment.. AND… provide a top of the line home warranty that will cover anything they landlord would have to fix?
Closer Questions
Are you concerned about your financial future?
Do you like spending money that you will never get back?
Why are you making you landlord rich instead of building your own wealth?
Do you want to be able to leverage your equity to pay for school, trips, etc?
Why should your landlord get your money AND the tax benefits you should be getting as a homeowner?
Do you like the guy that much?
Let’s do this….
I don’t mind… I will arrange my schedule just to show you what you can get for the same money you are paying now. You’re going to be shocked! How about this evening or later tomorrow afternoon?
When I see people like you I recall many of my past clients who waited until the market shifted and rates went up. Because of higher rates, they payments were higher and the quality of home they could buy was not as good as if they would have bought in a market like this. Wouldn’t just make good sense, if you were going to buy, that you would buy while rates were down and the market was good?
FACEBOOK MARKETING
Send Individual Facebook Messages FB MESSENGER:
“Do you know anyone needing to buy or sell real estate?”
Facebook Public Post
“I have clients that are looking to purchase a home but we have not found anything yet. My clients need to close in less than 30 days! If you or someone you know are considering selling, please let me know ASAP! I may be able to sell your home without it even going on the market. Comment below, email me at ____or call/text me at (your cell #) right away. I look forward to hearing from you! (P.S. I have already searched the MLS) THANKS!!!”
TWITTER PROSPECTING
Type “moving to San Antonio” in the search bar on top right of page.
Look through the tweets.
Respond to the tweet: “Hi! I noticed you were moving to San Antonio. I can help you find a great home or apartment to buy or rent. My services are free. Can you tell me a little bit about what type of housing you are looking for?”
End Result
GIVE ME YOUR PHONE NUMBER SO THAT WE CAN COORDINATE
INCOMING LEAD SCRIPT
Hello, this is____. How may I help you? (I am calling about a home at 123 Happy St)
Oh yes! That must be a great home… we have gotten a lot of calls on it today.
When would you like to see it? (I just have a question about it.)
Ok. Let me pull it up on the computer. I am pulling the info up now… (NOTE: do not pause here… go directly into conversational questions)
Alright! I have the info pulled up. It really is a great looking house!! What would you like to know? (How much is it?) It’s _____... is that in your price range? (yes)
Great! We should go see it before it is gone!! I can arrange my schedule to meet with you today around 3 or 4.
Which one is better for you? (4 is best) Awesome!
I will schedule this one and a couple of more in the same neighborhood. I will call you back once I confirm the showings.
BY THE WAY… are you PAYING CASH, or will you NEED FINANCING? (Financing)
No Problem! Stand by and I will call you back with the scheduling information
What is a HOOK?
Headline with a good hook
Lease with Right to Purchase
homepartners.com
Qualifications
Who needs this program:
Tip to find prospects: Search MLS for neighborhood with lots of rentals ->Print RENTED status 12 months back ->Knock on the renter’s door and offer a “lease with right to purchase” program ->Ask for Referrals
HUDHOMESTORE.COM
Fill in State and County and hit search
Classified Ad Headlines witha Hook!
More Headlines with a Hook
HOW AND WHAT TO POST ON CRAIGSLIST
When Craigslist Inquiry only texts?
Craigslist Dos and Don’ts
DO
Post every day
Keep ads new and fresh
Use the best photos
Post at optimum times when possible (12pm and 7pm)
Use ads to get calls to set appointments
Always include your phone number multiple times in ad
DON’T
Don’t Use more than 4 photos
Don’t Include Address in ads
Don’t focus on one type of listing or price range
Don’t Skip a day
HOW AND WHAT TO POST ON FACEBOOK MARKETPLACE
What to post:
Other Agents Listings (get permission)
Hudstore.com listings
Your own listings
When to post: Everyday (at least 5-10 ads)
How to Post: Log in to Facebook, Click Market Place, Click “Selling Something” – Choose “Item For Sale” , Select a Category – Choose “Property for Sale”, Fill in form and paste pictures
FB Marketplace Prospects will message you
Message back immediately “When would you like to see it?”
(Today)
“Please give me your phone number so we can coordinate the showing”
(use lead conversion script)
What if they just want an address? Say “This home requires scheduled showings. When would you like to see it?” or “I will need to meet you there. Is 3pm or 6pm better?”
What if they aren’t pre-qualified? Have your lender call them �asap before the showing. Make sure the lender talks to them �before you leave for showing. If not cancel!
CREATE AD
Choose Ad
Category
Choose Lead Generation
Choose Daily Budget
Name Campaign
Choose Area
(address works)
Choose Interest (house hunting click suggestions)
Use defaults
Use defaults
Edit Image
Choose Image
Type in Ad Copy choose Learn More call to action
Choose Lead Form and confirm
LEAD GENERATION WITHOUT FOLLOW UP
LIKE FISHING WITH A TORN NET
Your Follow Up Habit Loop
THE 1-31
“MAGIC BINDER”
FOLLOW UP PROCESS
COMPLETION
GETTING
APPOINTMENTS
WATCHING
DATABASE GROW
➢ 2” BINDER, DIVIDERS LABELED 1-31, MAKE COPIES OF LEAD SHEET
➢ EVERY LEAD HAS A LEAD SHEET
➢ EVERY LEAD IS ASSIGNED A NUMBER (1-31) FOR THE DAY OF THE MONTH YOU WILL FOLLOW UP
➢ WHEN YOU FOLLOW UP, ASSIGN A NEW DAY AND MOVE LEAD SHEET TO THAT DIVIDER
➢ CARRY BINDER EVERYWHERE
CREATE 1-31 FILE
70 Percent of all transactions will be a direct result of FOLLOW UP!
1-31 is Superior to Digital CRM
The “3x3 + 8X8” Calling System
When Lead is Received w/ Email Only
When Lead is Received w/Email and Phone
# Of Call Attempts to Make Initial Contact
When Initial Contact is Made with Lead
Follow Up After the Sale
Awkwardness is Not a
Sales Technique
ALWAYS HAVE A REASON TO MAKE THE NEXT FOLLOW UP CALL
Call with excitement and purpose
Always Ask For Meeting
EXAMPLE: “Hi Joe! I have some really cool news to share with you! I know you said you wanted to wait until October to buy, BUT when my lender called to tell me about the NO MONEY DOWN special program, I had to call and tell you about it. �I wouldn’t want you to miss out.”
Enthusiastic “Lead ins” for Follow Up Calls
Carrots that Lead to Meeting with Buyers
Scenario: Internet lead with phone #
Call Immediately! If no answer call back immediately (double dial)
Send text: “Please call”
Send email “I received your inquiry. I have the information in the home. Please call 210-333-3333.”
30min - 1 hour Call again. Text if no answer “I have the info you requested”
2 hours - Call, Text, Email - “Are you still looking?”
DAY 2 - Call, Text, Email Two - Three times “The home is still available”
Day 4 - Call, Text Email -Two - Three times “I have new info about the home. Please call”
Scenario: Incoming Contact, Script Used, No appointment set
First Call - “I forgot to ask, are you an investor or will you be living in the home? (living) Awesome! Because I specialize in homebuyers. My job is find every incentive available to help buying a home easy and affordable. Let’s do this… Iet’s set aside time to see some homes and I will go over the incentives. Are afternoons or evenings better for you?
Second Call - “I was doing some research and I believe the house you called in is a little overpriced. We can definitely offer less than list which would save money on the down payment. Let’s go take a look!
Third Contact - Next Day - “I just found out about a special loan program that offers ZERO money down and a LOW rate. Right now it’s available for most credit scores. You guys could really benefit from this! This program will go away soon. Let’s go look at a couple homes and discuss the details.
Fourth contact - Hey it’s me again! Have you guys found a home yet? Great! You are still looking , right? I found a brand new home in your desired area with granite counter tops, wood laminate flooring and tons of upgrades. It’s available view tomorrow. What is the best time for you?
Fifth Call - Hey there! Remember that I was telling you how I am always looking for incentives for my buyer? Well, my broker has approved a commission rebate to anyone who contracts before the end of the month. This along with lender and builder incentives could be a HUGE DEAL for your family. Let’s get together….
FOLLOW UP FALLACIES
FOLLOW UP CHEAT SHEET