Session 1: Business cycle (3 Videos / 3 forms)
Segment 1-1: Explanation of the business cycle (form: Business Cycle)
Segment 1-2: Annual marketing expense analysis: Where are you spending your marketing dollars now? What is working and what is not working? Who are you trying to attract? Are we throwing money at the wall without a plan (Form: Annual Marketing Expense Analysis)
Segment 1-3: Designing your life and your business: Purpose sheets (5 Purpose Sheets)
Session 2: Income needed / units needed / sales needed (4 Videos / 2 forms)
Segment 2-1: Budgets (take them back to the wedding plans and remind them that without planning that in advance, you will end up with a 2nd mortgage on your house in your 50’s)
Segment 2-2: Units needed
Segment 2-3: Designating Sources to the business plan
Segment 2-4: More on sources (splitting SOI into favorite 50) establishing quarterly goals
Session 3: Identify your sources of business and create intentional marketing plans (3 Videos / 1 form)
Segment 3-1: Monthly Source Tracking Recap
Reviewed future connections, inactive connections, active connections and favorite 50
Reviewed sources and quarterly goals
Tracking sources by month (form from Google Docs)
Assignment: Fill out the Google Docs source tracking chart with the name of the source and the goal for each source
Segment 3-2: “I” formation marketing
Segment 3-3: Managing Your Database
Adding columns or categories for referrals, buy/sell yr, and favorite 50…Sorting database by A, B, C & D
Session 3 Assignment:
Create source goals (yearly and quarterly), create a database, if necessary. Choose contact manager, create categories and sort
Form: Source Tracking Excel Chart
Session 4: Listings are the name of the game (5 Videos / 1 form)
Segment 4-1: Recap / Emotional buy in / Listings by the Dozen / Work the circle of prospects from the inside out (Fav 50 – Active connections – Inactive connections – future connections)
Segment 4-2: Protect your sphere and market to favorite 50 (FORD & flower/pie give aways) new websites like lessthan6percent.com are invading / MLS auto drips invading
Segment 4-3: Create tribes from your favorite 50 Seth Dailey…get your people together with you as the glue
Segment 4-4: Build and market to your SOI (call me for my program..InTouch) Watch for deeper info
Segment 4-5: Future connections / Zillow reviews and contributions / led into video email (contact me for more information)
Session 5: Marketing strategies (6 Videos / 13 forms)
5-1: Marketing Vs Prospecting
5-2: Geographic farming: Research for farms / Asparagus metaphor
I formation (12 ideas of what to say, send or give, ways to interact & engage, investment)
Market stats, information from zoning & planning meetings, NARRPR, NAR digital home Buyer, NAR special features report
5-3: Open houses
5-4 FSBO attitudes and fears
5-5 FSBO Expireds where to find them
5-6 FSBO Expireds 1st contact, ideas to send and organizational systems (Sold cards…evidence of success,
Intro letter / current market stats / monthly pending report in price range) items of value…how to hold an open house / article on writing better headlines / SEO for your web page / more signs, more people, questions to ask the buyer before showings / call back for safety / NARRPR, NAR digital home Buyer, NAR special features report / Sold cards (evidence of success) / monthly pending report in price range
(The last 3 minutes of 5-6, sound cut out) retape the segment about my system and recap how sources should be updated every month and a 12 month system should be in place.
Session 5 assignment:
Review and complete sources and # of units for each
Create a written marketing/prospecting plan for each source (12 months of mailings or emails for SOI, calling plan for fav. 50, plan for 2 face to face with fav 50, information and interaction plan for open houses)
Systems like InTouch, Expresscopy.com, Quantummail.com, Homebydesign, etc
Put any expenses incurred on budget and be sure to adjust income and units needed to compensatefor $ spent
Research NAR Research reports and NARRPR for mailer ideas
Session 6: Opportunity time and Internet leads (4 Videos / 1 form)
6-1 Recap: Marketing vs prospecting (keep track of all FSBO & expired and do the that house is worth / I would make / glad I don’t need the money / Zillow seize the happy moment reviews
6-2 Capturing Internet leads: video email (NLP stats) / drip campaigns / stay in touch / NAR research, surveys and RPR for ideas
6-3 & 6-4: Opportunity time call conversion: Stop giving verbal virtual tours! Nancy on Woodland…That home has a terrific view and 4 bedrooms, what were you looking for? This home may be a great possibility for you. When would you like to see it?
Session 7: Part one of Positioning (pricing) homes (3 Videos)
7-1 Pricing (challenges with today’s pricing model…my price / CMA / etc. … RRRD)
7-2 Pricing: New terminology (Stop pricing homes!…3 net sheets)
7-3 Pricing: Think like a buyer (Competition Vs Comparables)
Session 8: Positioning (pricing) continued (5 Videos / 5 forms)
8 – 1 Think like a buyer recap (Timber frame house story with Hank & Darcy)
8- 2 Absorption rates (City, school district, sub division…12 months back)
8-3 Shopping Cart (Price & property specific absorption rate, Market stats that matter form and SCR dialogue, drawing, etc.
8- 4 QHA (difference between Shopping Cart and
8 -5 Repositioning
Session 9: 5 Steps to successful listing appointments (5 Videos / 3 forms)
9-1 Listing interview
9-2 Pre-listing strategies
9-3 Agenda for listing appointments
9-4 Listing presentations
9-5 Evernote systems
Session 10: Working with buyers (5 Videos / 8 forms)
10-1 Finding buyers
10-2 Getting prepared
10-3 Qualifying and counseling
10-4 Buyer loyalty
10-5 Showing and closing
Session 11: Negotiations (11 Videos / 2 forms)
11-1 Negotiations defined
11-2 Fairness
11-3 Emotions
11-4 See it their way
11-5 People believe what they author
11-6 Control the process
11-7 Separate the people from the problems
11-8 Facts, not feelings
11-9 Motivation Vs position
11-10 Permission based selling
11-11 Negotiation summary
Session 12: Recap & start all over (tracking business…what worked, what didn’t) (3 Videos / 5 forms)
12-1 Goals & stats
12-2 Sources of business
12-3 Seller / buyer stats
Total 57 Streamed videos and 44 forms