Sell Your Listings Faster. The system and processes used by the Real Estate Solutions Group to get home sold quickly for the highest price. These tactics have helped Anton Stetner and his team sell hundreds of homes in Washington State around the Seattle Metro.
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Sell Your Listings Faster with Anton Stetner's Strategies
1. Sell Your Listings Faster
Featuring Anton Stetner!
Presenter: Shannon Shimabukuro
Senior Market Leader Trainer
www.marketleader.com
2. What is Market Leader Power Hour?
⢠Best practices
⢠Workshops
⢠Live Q & A
www.marketleader.com
3. What Will You Learn Today?
Sell your listing faster
⢠Setting client expectations
⢠Price the home with a seller-proof pricing
action plan
⢠Market the home more effectively than
anyone else
⢠Questions
www.marketleader.com
4. Meet Our Featured Expert: Anton Stetner!
⢠Founder and acting CEO of the âReal Estate
Solutions Groupâ
⢠Active broker in real estate since 2003
⢠Track record of success:
â 2010: 118 homes closed
â 2011: 204 homes closed (GCI 1.12M)
â 2012: 194 homes closed (year to date) (GCI 1.12)
⢠Fun fact: Featured in Wall Street Journal as in the
top 250 teams by sides according to Real Trends
www.marketleader.com
6. Qualify
⢠Price
â âHow much do you think your home might sell for?â
⢠Motivation
⢠Timeframe
⢠Whatâs your dream
â âWhat are you trying to accomplish by selling?â
⢠What do you owe?
⢠Are you a short sale?
â âDue to the current economic climateâ Âź homeowners are in a negative home
equity situation Does that apply in this situationâ
â Hints:
⢠âIâm not going to sell my home below this price.â
⢠âI have to net X amount in order to sell my homeâ
⢠IF they qualify, schedule appointment
www.marketleader.com
7. Educate
⢠Confirm appointment
⢠Send:
â Pre-listing package
â âHire meâ YouTube video
â YouTube video on stats in their market
â Statistics of whatâs happening in their market
â CMA report for their area:
⢠Does NOT give them the price.
â Homework sheet
www.marketleader.com
8. Homework Sheet
1. Completed Property Disclosure Statement
2. Marketing Description
1. (Why did you buy this home and what do your friends say about it?)
3. Warranties
4. House plans
5. Copy of house keys
www.marketleader.com
10. The Tone
1. Claim the territory
2. How much homework did they do?
3. Quick walk-through
4. Listing Presentation
âDo you have specific questions on information we sent you, about us, or would you like
to get started talking about your home?â
5. Show indifference to the outcome
1. Hire me
2. Choose not to hire me and youâll hurt my âfeelingâ
3. If I cannot meet or exceed all of your expectations Iâll bow out
www.marketleader.com
11. The Plan
⢠Our Marketing Plan
Trial close: âBased on who we are and how we market the property, if we
can agree on price, are you ready to list your house today?â
⢠The Proof
â Leverage Website Analytics to highlight your national and international reach
â Visitor totals
â Total number of leads looking in that zip code
â Map: last month or a year back
www.marketleader.com
12. The Market
⢠Walk through whatâs happening in market
⢠Whatâs happening in neighborhood
⢠Dropped⌠X% since itâs peak.
⢠Whatâs going on with âYOURâ house?
â Focus on averages of CMA comparatives
Trial close: âBased on this data, where do you
feel we should price your home?â
www.marketleader.com
13. Pricing Dialogue
⢠Are you a seller or an owner?
⢠After a week, if we donât get enough, clicks:
â Review the clicks, review the market and review the price
â After 2-3 weeks, weâre going to reduce the price of the property
â There will be X amount of showings before price reduction
www.marketleader.com
16. Week 1- phone call
⢠Review
⢠Your property is on the market
⢠X calls
⢠X showings
⢠Presence on the internet
⢠Leave VM
www.marketleader.com
17. Week 2
⢠Send them stats
â What sold in neighborhood
â What didnât sell
â What went pending
â If neigh short saleâ and priced lowerâ worried
â New propertyâ lower than usâ worried
⢠Discuss Price
⢠Follow-up with a phone call
www.marketleader.com
18. Week 3
⢠Get Price reduction
⢠If stubborn, prep for week 4
⢠Update the seller with the market statistics
â âWhy did others sell and we didnât?â
â âLetâs go look at 123 main street to go look at this home and find out why it
soldâ.
Tip from Anton:
âRemember, itâs not âI thinkâ the
price⌠rather itâs âthe marketâ says
the priceâŚâ
www.marketleader.com
19. Week 4
⢠Weâre getting our price âcorrectionâ
â I was overly optimistic at what the market would buy.
â What will it take to get the property sold?
â The market has rejected our price
â Our number is bigger than what we can get for it
⢠Even increments in prices:
â $5,000 or $10,000
â NO $299,995!!!!
Tip from Anton:
Price in even increments! ($5,000 or
$10,000; not $299,995!!!!)
www.marketleader.com
21. Preparing the house for sale
⢠Full Staging (over $700k)
â Under $700k: bring in staging consultant
â make them pay for it
⢠Professional Photos
â On anything that looks good
⢠âFluff and Buffâ
www.marketleader.com
22. Marketing the house for sale
⢠The Plan
â Postcards to the neighborhood
â Virtual Tours
â YouTube
â Craigslist
â Real Bird
â PPC Ads
â Blog
www.marketleader.com
23. Direct Mail
⢠Send 8 pieces out for every listing (using same postcard- make edits):
â Just Listed
â Come to our open house!
â Price Reduced
â We just got an offer/Pending Inspection
â Under Contract
â Now is a great time to buy or sell
â Sell your home today for what you wanted last year
â Distressed home owners: 9 options for avoiding foreclosure
www.marketleader.com
25. âPick your neighbor programâ
⢠Get out there!
⢠Introduce yourself
⢠Say the script
⢠Ask for a referral
⢠Ask them if they have questions
about the market
⢠Invite them to Open House
www.marketleader.com
26. Video
⢠Virtual Tour (with Visual Tour)
⢠Animoto (to make a video slide show)
⢠Full Video (use Power Power Director to edit)
⢠Upload toYouTube and promote via:
â Facebook
â Fan Page
â Twitter
â Blog post
â Property Profile (in MLS and own site)
www.marketleader.com
27. Craigslist
⢠Run 3-8 different ads
⢠Add 2-4 calls to action per ad
⢠Example #1: Open House Daily- Call for times
www.marketleader.com
28. Example #2:
⢠Posting tool in Market Leader with Free list of distressed properties (link)
www.marketleader.com
29. Example #3:
⢠URL from listing page in Market Leader with property search link
www.marketleader.com
30. Example #4
⢠All home search in the city and a full listing detail of specific property
www.marketleader.com
31. Example #5
⢠Title: See all homes in Mill Creek
â Not shown:
⢠Main photo in price bracket search
⢠Generic photo- drive to Wordpress site
⢠With phone number only
www.marketleader.com
32. Sell homes faster by:
⢠Setting Client Expectations:
â Qualify
â Educate
â The Tone
â The Plan
â The Market
⢠Leverage a Price-Reduction Action Plan to sell a home faster
⢠Create a strategic marketing plan to maximize exposure
www.marketleader.com
33. Join us next week!
⢠Our next Power Hour will cover:
â The newest features in your Market Leader system
⢠Going live this Tuesday morning!!!
â Halloween marketing pieces
⢠Find, customize and send with your new features your favorite Halloween designs
â Live Q/A
Next Wednesday at 10:00 am pacific, 1:00 pm eastern
www.marketleader.com
34. Homework Please fill out the post class survey
to receive todayâs notes!
Sell Listings Faster
ďą Pick a new tool to help you sell a listing faster:
â Video
â Craigslist
â Group email to contacts
â Create a referral program
â Send postcards to targeted contact base â or neighborhood!
ďą Register for next weekâs Power Hour!
ďą Fill out the survey to receive Antonâs:
â Class notes
â Pick your neighbor program script
â Video examples
â 4 week price-reduction strategy
â And more!
www.marketleader.com
35. Want More?
⢠Class Notes: Fill out post-class survey
⢠Customer Support: 1-877-450-0088
⢠Leads:
â Pro users: 1-888-820-4778
â Business Suite owners: 1-877-732-0698
⢠Power Hour recordings & handouts
â http://www.marketleader.com/best-practices
⢠Short Tutorials:
â http://www.marketleader.com/agent-steps-to-success
www.marketleader.com
36. THANK YOU ANTON STETNER!
https://twitter.com/AntonStetner
https://www.facebook.com/anton.stetner
http://www.youtube.com/antonstetner
www.marketleader.com
Hinweis der Redaktion
Maybe add screenshot of Sellerâs Report with visitorsâŚ