Get more listings

Review
Importance of Goals and Finding your Why
Importance of Scheduling and Sticking to it
Fastest Sources of leads
How to Create Effective online ads
How to answer the calls and set appointments

in my experience...
agents always focus on more getting the fish on the hook than in the boat
Where are leads coming from instead of how to convert them to buyers and sellers
Most will not dedicate to becoming MASTER SALES PEOPLE

My Top 10 Ten Things REFUSE to do
1. Create A schedule
2. Stick to a schedule
3. Write down goals
4. Get accountability partner
5. Follow up more than 2-3 times
6. Delegate busy work and focus on sales
7. Memorize Scripts
8. Use scripts
9. Role Play Scripts
10.BE consistent with what works

self - evaluation
Take out a piece of paper and pen
make 4 columns headers
Monday Tuesday Wednesday Thurdsay
8-9
9-10
10-11
etc

What we will cover today
Prospecting Mindset
Where to find Listings
Setting Listing Appointments
Prepare for Listing Presentation
Listing Presentation
Sign the Listing

Things All Agents Need to Know
Develop the skills necessary to

3 THINGS TO OVERCOME
●TIME
●EXCUSES
●FEAR

GOAL:FACE-TO-FACE CONTACT ASAP
SOI
FACEBOOK
SQUEEZE PAGES
EXPIREDS
FSBOS
DOOR KNOCKING

Update Database Script
(You are calling people you know!)
Hi, this is _____. How are you? I have a question for you…do you have a minute?
I am updating my database and I realized I do not have your home address.
Can I get that from you? Thanks!
By the way… If you were buying or selling real estate or knew someone who
was, am I the agent you would refer them to?
Do you know anyone right now?

TAKE ACTION ON PHONE
Hi! How are you?
This may sound crazy but… I am calling because I am in the middle of a real
estate course and I won’t be able finish and get my certification until I get 10
names and numbers of people who may want to buy or sell a home?
Who do you know that is moving or looking for a home?
(anyone in your church, job, pta, network, neighbors, family members, etc?)
Thank you so much! How about you? When do plan on moving??

TAKE ACTION ONLINE
I’m reaching out to all of my friends for a quick favor... Can you take just a second to help
me out?
I am in the middle of a real estate course and I won’t be able finish and get
my certification until I get 10 names and numbers of people who may want
to buy or sell
Who do you know from work or your social circles that is looking to …BUY A HOME…,
…SELL A HOUSE… or, …INVEST IN REAL ESTATE… that I could call today? THANK
YOU!

FACEBOOK
FB MESSENGER – “Do you know anyone needing to buy or sell real
estate?”
Initial 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!!!

Facebook and Next Door Seller Squeeze Page
As a Realtor, my friends are always asking me if I can tell them the value of their home. Using a really cool
proprietary home valuation program, I have created a really cool tool that will instantly tell you the value of
your home. Just click and pop in your address!
https://myre.io/0vg9QCrmT46zA
FOR INSTRUCTIONS AND MORE IDEAS
https://www.youtube.com/watch?v=8Dk3MvTUUYY

EXPIREDS
(c) Tankersley Training Inc
1. ALREADY USING REALTOR – NO CONVINCING
2. ON THE MARKET – READY TO SHOW
3. REALLY NEEDS TO SELL
4. TIME CRUNCH
5. JUST NEEDS TO MEET YOU!! ☺

keys to fsbo and expired success
memorize the scripts
practice the script
don’t modify the script
stick to the script
don’t get distracted
handle objections with memorized reponses
get back on track immediately
always ask for the appointment

Hello. My name is ________________with EXP REALTY . How are you?
The reason I’m calling is that I noticed your listing expired today and I would like to apply for the job of getting it sold for you.
<SMILE>
(You may get some objections here. If so, acknowledge and empathize then move on to the rest)
There are only 3 reasons a home will sit on the market this long and not sell. If it is priced right and good condition, it must be
that it needs better marketing.
I have a SUPER-AGGRESSIVE marketing plan that I would like to share with you at your convenience.
Of course I’m sure you are going to want to get your home back on the market as soon as possible so I can arrange to meet
with you this afternoon or later this evening….whichever works better for you.
EXPIRED SCRIPT

Greetings!
IF YOU ARE READING THIS LETTER THEN YOUR REALTOR HAS NOT SOLD YOUR HOME.
My name is Rick Tankersley and I am EXP REALTY. I have noticed that your house was recently taken off the market so I am
writing to see if you still have an interest in selling.
I welcome the opportunity to meet with you to go over your Real Estate needs and update you on current market conditions in San
Antonio. Together we can devise a plan that will get your home sold.
In this VERY competitive market you need a Realtor experienced in your area who will get your home sold for full market value in
a reasonable amount of time.
I will offer you my __ years of experience selling homes in San Antonio and an unconditional 45 day listing agreement that you can
cancel at any time with no fees to you.
I get paid when you get paid…at closing.
I promise to talk to you personally during the listing period at least twice a week with updates.
I promise to answer my phone when you call or return your call within 30 minutes Mon-Sun 8am-8pm. Try it! 210-788-9690.
If you are serious about selling your home then give me a call today and start packing! I look forward to hearing from you.
Sincerely,
EXPIRED LETTER

1. Download the Expired numbers early– Sort by phone #
2. Call every lead before 10AM
3. Make notes on each expired that was not reached
a. If voice mail - Call back later
b. If no answer – Make plans to visit the home
c. If disconnected - Make plans to visit the home
d. Place unreached leads with phone #s in a stack to be called later
4. Hand pick 10 expireds you would like to list according to price and location
a. Hand address 10 envelopes
b. Mail expired letters (for less than a Starbucks latte per day, you can mail 10 leads)
5. Pick 5 expireds to visit based on price, location and proximity to each other
a. Visit each of the 5 between 6pm and 7pm
b. Go to the door, knock and speak to the seller
c. Have Prior MLS SHEET, 5-7 recent comps, FedEX or UPS envelope
6. Gather all unreached leads with phone numbers and call them before 9pm
a. Place all unreached leads with phone numbers to call with new leads tomorrow.
7. This is the consistent success cycle: Calls -> Letters ->Visits-> Calls
GOAL
1 EXPIRED LISTING PER WEEK = 50 Listings
10 BUYER LEADS GENERATED BY YOUR LISTINGS = 60 DEALS
IF ONLY 30 CLOSE @ $6000 COMMISSION = $180,000 INCOME
AGGRESSIVE EXPIRED DAILY PLAN

May I speak with the owner of the home for sale please?
This is the owner.
This is ________ with EXP REALTY. Tell me - have you sold your home yet?
No, we haven’t sold it yet, and we are not listing with an agent.
I understand that. Let me ask you this, are you cooperating with real estate agents -by that I mean if an agent brought you a
qualified buyer at a price acceptable to you, would you being willing to pay at least a partial commission?
Well, we might pay a couple percent.
Great. My office is currently working with a lot of qualified buyers, and over the years we have sold a lot of for sale by owner
homes on a partial commission basis.
What I need to do is stop by your home to take a quick look to see if it matches up with the needs of any of our current buyers.
It will only take 10 or 15 minutes, and I will not be trying to pressure you to list or anything like that.
In fact, I have a new special report called How to sell your home yourself, for the highest possible price, without paying a big
commission. It is very informative and I will bring a free copy to leave with you when I stop by.
I can stop by this afternoon or tomorrow morning, which is best for your schedule?
FSBO SCRIPT

FSBO SPECIAL REPORT
Click here for the Special Report referenced in last slide:
https://drive.google.com/file/d/1EuJ6PIUf6CSdrwy02pHDdpWn8RtCuld3/view?usp=sharing

1. CALL FSBOS TO SET APPOINTMENTS
2. VISIT ONE NEW FOR SALE BY OWNER A WEEK AND BEGIN RELATIONSHIP
3. FOLLOW UP WEEKLY WITH VALUABLE INFO
a. FSBO REPORT
b. CMA
c. TAX INFO
d. MARKET INFO
e. STAGING INFO
f. ADVERTISING INFO
g. DO OPEN HOUSES FOR THEM
h. UPDATES
4. LET THEM KNOW YOU’RE READY TO LIST ANY TIME
5. ALWAYS ASK FOR REFERRALS
GOAL
VISIT ONE FSBO A WEEK = 50 FSBOS
20 DECIDE TO LIST
5 BUYERS GENERATED FROM YOUR LISTINGS = 25 TRANSACTIONS
20% FALL OUT = 20 CLOSINGS @ $6000 = $120,000 INCOME
SALE BY OWNER SUCCESS PLAN

DOOR KNOCKING SCRIPT
Hi There, My name is _____________ with EXP REALTY. I’m
not sure if you noticed but we just sold a home around the
corner at 123 Happy Hollow. That house ended selling for
over list price and we had five offers!
What that means to you, is that there are now, AT LEAST, 4
qualified buyers who are without a home- searching in this
area!
Since this house went for so much more than the seller
thought it would, we now have a lot of neighbors wanting
to know how much their home is worth!
Did you want in on that list??

3 x 12 = 36
36 / 2 = 18
18+36 = 54
54 X $6000 = $324,000
..
3 LISTINGS PER MONTH

Handling
Appointment
Setting Objections
Getting in the door is 80% of the battle

Rule #1: use the scripts
●YOU’RE NOT AS GOOD AT “WINGING
IT” AS YOU THINK YOU ARE.
●YOU’RE NOT EFFECTIVE WITHOUT
THE RIGHT WORDS!!

WE ALWAYS EXPECT OBJECTIONS
●DON’T BE SURPRISED WHEN THEY DON’T SAY YES.
●BE READY FOR “NO”
●SCRIPTS GET YOU IN THE DOOR
●OBJECTIONS HANDLERS CLOSE THE DOOR BEHIND YOU

THREE rebuttals to learn ASAP
Alternative Choice: WHEN IS A GOOD TIME ? TODAY AT _____ OR WOULD
_____ BE BETTER???
Are you familiar Close: ARE YOU FAMILIAR WITH THE TECHNIQUES I USE TO
GET HOMES SOLD?? (you’re kidding!!!)
If I Could, Would you Close: Let me ask you, if I sold your home in 30 days or less,
would that cause any problems for you?

Objection 1: Not interested
So, you are not interested in
SELLING YOUR HOME, or… Not
interested in ME?

Objection 3: My brother is a realtor
ARE YOU INTERESTED IN
GETTING YOUR HOME SOLD
OR DOING YOUR BROTHER A
FAVOR?

Objection 2: I am relisting with the same
agent
I am wondering why….. Knowing your home has
not sold….
Why would you make the same mistake twice?
How much longer do you want to wait to sell your
home?
Another 3, 4, 6 months… or longer????

Objection 4: I AM TAKING IT OFF OF THE
MARKET
INTERESTING.
I KNOW A LOT OF SELLERS WHO GET FRUSTRATED AND JUST
THROW IN THE TOWEL!
ISN’T IT TRUE …THAT YOU WOULD STILL LIKE TO SELL YOUR HOME,
YOU’RE JUST REALLY FRUSTRATED WITH THE PROCESS??
______________________________________________________________
If I could … close
Are you familiar close?

Objection 5: You’re the 20th agent to call
me!
WOW! I AM SURPRISED! THERE ARE OVER 10,000 AGENTS
IN THE CITY..
IT’S CRAZY THAT ONLY ___ HAVE CALLED YOU?
________________________________________________
Are you familiar…..
Alternative Choice…
If I could….

Objection 6: You’re using the exact script
that the last guy used!
THAT’S GREAT!! That means that they were ALSO trained by the world’s
BEST Real Estate training organization!
We are not only trained to REACH OUT to sellers like yourself, but we are
HIGHLY TRAINED to GET HOMES SOLD QUICKLY!
Let me ask you…. would you rather use someone that is highly trained and
skilled in selling homes quickly or would you prefer to get saddled with an
under-skilled agent?
I HAVE A VERY EFFECTIVE SYSTEM! ( Are you familiar….Alternative
Choice… if I could….. Alternative choice….)

Objection 7: I am really just not interested
I HEAR YOU!
LET’S DO THIS….
I KNOW YOU STILL NEED TO SELL YOUR HOME, AND I KNOW I COULD SELL IT QUICKLY!
GIVE ME 15 MINUTES TODAY AROUND 5 OR 7.
IF YOU ARE NOT ABSOLUTELY CONVINCED I COULD SELL FOR MORE MONEY IN A SHORT TIME…
THEN YOU HAVE ONLY LOST A FEW MINUTES.
(If I could sell your home…..)

Objection 8: The other agent is giving me a
discount. Will you?
Everything is negotiable.
Since I haven’t seen your home…. I don’t
know if I will be listing it.
(alternative choice…)

Objection 9: Are you familiar with my area?
INTIMATELY!! (Alternative Choice)

Objection 10: I haven’t seen any of your
signs
THAT’S BECAUSE MOST OF OUR HOMES ARE SOLD BEFORE EVEN HITTING THE MARKET!
(Are you familiar….)

Objections 11:
Where were you when my home was listed?
(Why didn’t you bring me a buyer then?)
Quite honesty, I had no idea that your home was even on
the market until it came up as an expired. Of course that
would not happen with my aggressive marketing plan.
Are you familiar with the techniques I use to sell homes?

Objection 12: I am not listing with an agent
GREAT!
I AM NOT INTERESTED IN LISTING YOUR HOME.
MY JOB IS TO SELL IT!
(ARE YOU FAMILIAR….)

Objection 13: DO YOU REALLY THINK YOU
SELL MY HOME IN 30 DAYS??
I DON’T KNOW. I HAVEN’T SEEN IT!
(ALTERNATIVE CHOICE…..)

NEVER TAKE NO
FOR AN ANSWER
WHEN A YES IS
STILL
AVAILABLE!!

More Objection Handling
https://www.mikeferry.com/wp-content/uploads/2018/02/08-28-17-40-Real-Estate-Objections-Handled.pdf
https://www.tomferry.com/blog/top-10-objections-and-the-scripts-to-overcome-them/
https://www.inman.com/2017/03/07/21-common-objections-handle-real-estate-agents/
https://www.inman.com/2017/06/06/special-report-the-art-of-handling-objections-in-real-estate/

THE
PERFECT
LISTING
PROCESS
7 steps to getting every listing
67

PREPARATION
▪ Prequalification script
▪ Cma
▪ Net Sheet (Trinitytitletx.com)
▪ Marketing plan
▪ Listing Agreement
▪ Sign for the Yard

PRE-LISTING INTERVIEW (PREQUALIFY THE LISTING)
Before I come out ...there are a number of questions I need to ask you ...OK?
1.If what I say makes sense ...and you feel comfortable and confident that I can ...sell your
home ... do you plan to list your home with me when I come out on __________?
2. Are you planning to interview more than one agent for the job of selling your home?
3.Tell me again ...where are you moving to?
4.How soon do you have to be there?
5.When I see you ...how much do you want to list your home for?
As a professional real estate agent, I study homes and prices every day, therefore I
assume you’ll list with me ...at a price that will cause your home to sell ...correct? So ...what
price won’t you go below?

PRE-LISTING INTERVIEW (continued)
6. How much do you owe on the property?
7. Have you ever thought about selling it yourself?
8.Will you help finance the home for the buyer ...or do you want your cash out?
9. Would you please describe your home for me?
10. I’ll be sending over a package of information ...will you take a few moments
and review it? What is your email address?
11.Do you have any questions before I arrive?
12.So you know ...our meeting should only take between five and twenty-five
minutes ...is that OK? I’ll look forward to seeing you on _________ at
____________.

CMA BASICS
1. FIND THE PROPERTY ON BCAD.ORG
2. LOG ONTO MLS, CLICK SEARCH’
3. SEARCH CRITERA: SLD STATUS, EXACT SUBDIVISION OR AREA, 3-6 MONTHS
BACK, CHOOSE SQ FOOTAGE RANGE WITHIN 300 SqFt UNDER AND OVER
4. CLICK VIEW RESULTS
5. CHOOSE 2-4 HOMES WITH THE CLOSEST SQ FOOTAGE AND SIMILARITIES

PRE-LISTING PACKAGE
▪ Send out your Listing Presentation in a PDF format
▪ Here is an editable version of a marketing plan
https://docs.google.com/presentation/d/1jC5n9rQZpYtA5wHf9sr92IHgUImCvL5i5HTWKh7xZbE/edit#slide=id.p1

ITEMS TO TAKE WITH YOU
▪ CMA
▪ Net Sheet
▪ Marketing plan
▪ Listing Agreement (Pre –filled)
▪ Sign for the Yard

MENTALLY PREPARED
▪ Have everything together the day before (or early if same day appointment)
▪ Leave for appointment early
▪ Listen to positive, motivational music on the way (NO TALK RADIO!)
▪ Arrive at home 10 minutes early (Wait in Car until 5 minutes til appointment)
▪ Envision yourself getting the listing
▪ Look in mirror and say “You Got This!”
▪ Walk up side walk and wave at the home!
▪ Step on to grass as if looking for something
▪ Knock on Door
▪ Smile
▪ Introduce yourself, Extend your had to shake and SMILE!

TNT - TOUR AND TAKE NOTES
▪ When you arrive at the home, ask for a tour and take notes about the good, bad and
ugly features of the home.
▪ Use this time to BUILD RAPPORT – Ask about items, pictures, etc in home

SAFE ISLAND
▪ Find a place in the home (preferably the kitchen table) where there is a place to sit at
a table with no distractions.
▪ NEVER sit in living room, den, media room or outside

PRESENTATION – GET 5 YES’S
▪ Remember FBT (Feature/Benefit/Tie-Down)
Get 5 yes's and go for the close
▪ "So here's what happens next...“
▪ Never say “so what do you think?” “are you ready to get
started” “what are your thoughts” or anything like that!
▪ Highlights - 1. Service Guarantee 2. Social Proof 3. Internet
Marketing 4. Professional Photography 5. Open Houses

PRICING
▪ Go Over CMA and determine the price
▪ Show NET SHEET and what they would make if sold at the right price
▪ Circle the SELLER NET with a Marker or Red Pen!
▪ “After EVERYTHING is said and done, this is what you will walk away with!” Sound
good? GREAT
▪ Say “All we have to do now is sign the contract”

SIGN THE LISTING
AGREEMENT
▪ Nothing left to do but sign the contract.
▪ Overcome any lingering objections.
▪ Why is commission 6% ? – The Net Sheet already includes the commission. It is the
amount you said you wanted to net correct?
▪ Will you discount your commission? – NO
▪ The other agent will discount their commission – “The most important skill an agent
can bring to a seller is the ability to be a strong negotiator, to ensure you get TOP
DOLLAR for your home. If an agent discounts his own commission off the bat, what will
he do with your price?”
▪ I think 6 percent is too high. “Can I explain how commission works? (6 dollar bills)

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