1. Who Am I?

2. My Goal / Mission / Passion!
• Give you at least 3 ideas TODAY that will help
you close at least 1 more deal a month,
starting _____________
• Everything I show you today is about growing
your_______and freeing up _________
• What is your _____ and _______worth?
• If you double your ______ it will double your
income and reduce your stress ______

4. (Free for YOU!) Every Tuesday!
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Live Real Estate Training
12:00 pm
Last 8 Class recordings and power points
Team in place to keep you moving
Private Facebook group

5. Question of the Day
• Jump forward one year from today. Looking
back over the past year, what has to happen in
your business for you to feel happy with your
progress?
– No right or wrong answer
– Most people aren’t specific
– Most people don’t know the “why”
– Most people either over estimate or
underestimate which is why we will determining
what you need – you may be working too hard 

6. A “Law” to live by
• A successful and fulfilling business is one that
safely and consistently pays you what you
want – in return for doing stuff that’s fun
while avoiding stuff that stinks. (i.e. sucks,
isn’t fun, you hate, etc. You choose )

7. Put Your Sellers Hat On!

8. NOW…Get the Listings (we will discuss today:)
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Database Management
Expired Listings
Direct Mail
Online- Facebook Ads
Techniques To Attract Listings
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Specialize
Geographic Specialization
Grow And Harvest (Farm)
Create A Continual Presence

9. Database Management
• Build a database and use contact
management software to maintain a
relationship with people you know and meet.
(Frequent and steady contact lets them know you take
your business seriously and you want them as your
clients, which is flattering to anyone)
Think like a rookie again……

10. Stay Top Of Mind

11. Weekly Video’s

12. Expired Listings
• Without a system of some kind you might be
yet another person who tried and failed. But
with one you can become an impact player
and making a good living doing what you want
to do
• Remember, owners of expired listings have a
problem that you can help resolve. But in
order to get their business you must come
with your "A" game. (and a system)

13. Results In Advance
Listing Presentation!

14. Expired Listings
• If you show up offering the most cutting edge
comprehensive marketing program available
you will win more listings!
– Make a property site for their house and drop off
business card stickers with their property domain
and text info!
– Then drop off….

16. Expired Listings
• Strategy
– Drop off Flyer (or mail)
– Follow Up call
– Drop off Their home flyer with link to their home
site and text (mobile site)

17. Expired Listings
– Drop off or mail link to Web Site With Your Flip
Show

18. Your Home Featured On My /Website

19. YouTube Branding / Exposure
Go live… http://www.youtube.com

20. Google Branding / Exposure
Go live… http://www.google.com

21. Your Home Is Automatically Posted
To 15 Of The Busiest Realty Sites

22. Easy Push To Seven Social Media Sites

23. Expired Listings
• You can drop off marketing materials if the
seller is not home. You should follow up with a
call and keep dropping by until you meet or
have a conversation with them…or in my
opinion until they scream and threaten to call
the police
• After you have built rapport, schedule a listing
appointment and let them know how you will
help them!

24. Potential Listings
– Have Asst. drop off sign

25. Potential Listings
• Use your listings to create more listings and
collect qualified buyer prospects.

26. Direct Mail
• Postcards
– www.gotprint.com 1000 for $40 and 2500 for
$100

27. Direct Mail

28. Direct Mail

29. Everydoordirectmail.com

30. Facebook Ads

31. Facebook Ads

32. Fan Pages

33. Online/Craigslist

34. Online/Craigslist

35. Online/Craigslist

36. Online/Craigslist

37. Techniques To Attract Listings
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•
•
•
Specialize
Geographic Specialization
Grow And Harvest (Farm)
Create A Continual Presence

38. Specialize
• Despite the policy of never turning down a
listing or qualified candidate, focus on
specializing on the type of property that will
best suit your performance goals.
• For an Agent I know, single family attached
homes provide the greatest return on
investment and are turning over the fastest.
This is where she is really making her money.

39. Geographic Specialization
• When a person decides to sell his/her house, they will find a
realtor either through referral, recognition of a local
representative, or through the internet.
• By focusing your promotional efforts on a specific geography,
you can increase your market presence so that you are the
first phone call if a target client decides to sell their property,
as well as first on the list if they ask a neighbor for referral. In
addition, if you specialize in a specific area, people will
recognize your name and be more inclined to trust you with
their listing and to negotiate their deal.

40. Grow and Harvest (Farm)
• Focus your marketing message on the area of geographic
specialization that you have chosen.
• If your area has a high rate of property turnover, then you will
do very well. The most successful realtor in my area papers
my door with her picture every Monday afternoon.
• In addition, she includes a list of properties in my
neighborhood that are listed or for sale. Looking at the sales
price of other properties is a good motivator for me to list my
own home and take advantage of the capital gains.

41. Create a Continual Presence
• Once you have chosen the type of property to specialize in,
and the neighborhoods to cultivate listings, begin promoting.
• As a marketing manager, I am a big fan of postcards that are
sent to target clients on a weekly basis.
• Generally, it will take about fifteen pieces of promotion
before a client will remember your name, but when they
decide to list, you will be the first phone call.

42. Done For You And With You!
• Listings Uploaded for you
– What does this mean?
• RIA listing presentation set up for you
– What we need
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Weekly training
One On One with Gerard, Adrian or My self
Accountability
What I would like For those Interested!

43. Work with people who
want their success more
than we want it for them.

44. Our Expectations
• One Loan Closing Every OTHER Month

45. Thank You For Your Time!
Richard Smith
“The Richard Smith Team”
Powered by LeaderOne Financial
281-994-4240
www.realestateagentsupport.com
www.texashomebuyingtips.com