Notes from Shift 2: Overdrive
We are Lead Generators Lead Conversion
Leverage Technology
Price ahead of the market
Be present
Attitude is everything – Positive “Whether you think you can or you can’t either way you are right!” Henry Ford
10% does 54% of the business
How do you get out of being stuck in the middle (average) Massive success is doing stuff you don’t like.
Successful people have a plan B
Prioritize – It’s your choice.
Know your market, units, sales, interest %, med. Sales, absorption, affordability, foreclosures, etc.
Focus on Income- YOURS
If your GCI goal is 150,000 then double it. Go to
5 listing = 10 more sales
We have met the enemy and he is us “pogo”
Dedicate 3 hours a day to lead generation
26% Engages/ Motivates
19% Works against the goal
55% Unmotivated
Ask for the appt. 4 no’s = 1 yes (embrace the no’s, yes is next)
Market Snapshot
Time Blocking – Calendar it 4-1-1
Pencil your calendar and replace it elsewhere
Embrace the craziness
Dedicate 30 minutes a week to:
1) Prepare
2) Take Action
3) Maintain
Determine you advocates- connectors. 33 touch, 12 direct, email 1st and 15th of the month, 1 call per month.
“How is the market?” …. “Why do you ask?”
Identify your critical action
What do you say? (1) Best Buy List (2) Know Your Numbers (3) 33 Touch
Selling the product… Money spent must yield a 10 to 1 return.
We are interpreter of the Market
People want stability
Cheap URL… dot info. “What is the price of my _X_ home info…?”
“Is the market stabilizing in _X_ neighborhood?”
Email tag line “Get me my market snapshot”
5 million homes will sell in 2009
Market has over corrected it will go back up. Graphics…
Why? Selling? When Move? What if it doesn’t sale? How much do you think it is worth? Are you prepared to adjust aggressively to the market?
Rent or Sell. If rent $200 loss per month better than $20,000 equity loss…
Yelp.
Call Data Base update it.
Strategic Price
Drop 10% every 10 days, min 5% but that is chasing the market. Get into new bracket.
Must meet inspectors… Should meet neighborhood…Could??
Be Honest – Be Up Front- Be Aggressive. Agents are the 1st to know.
Sellers get price agreement up front.
The pull of want is not as great as fear of loss.
Family, Occupation, Recreation, Dream
Energize Buyer Urgency
Tour no more than 3 to 5 homes, narrow the field with them.
3.5% down… “If I told you, you could earn X by investing X, would you?” The cost of waiting.
Open house, create a “
$8,000 is expiring
Short Sale: Access Loss Mitigation mmrem.com
2nd’s want 20-30% on the dollar. No deal, WAMU/CHASE
Hard money Loans
Make and Mind Money. Money is good for the good it can do, for and whomever you care about.
Budget, P&L, Weekly & Monthly.
Set Goals, Analyze spending. Zenhabits.net
Jessica Roberts
Keller Williams
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