Buyer's Market? Seller's Market? Low Inventory? Whatever the market conditions, smart agents know the strategies and tactics to keep business flowing and clients happy. What are you doing to keep your business thriving in today's market?

2. Get Out of Judgement,
Get Into…
Curiosity

5. How well do you REALLY
know your market?

6. Seller’s Market
Creates strong
Seller’s Market
Demand is higher than
supply Buyer AND Seller
confidence is high

7. Buyer’s Market
Creates strong
Buyer’s Market
Supply is higher than
demand
Buyer confidence is
high

8. How well do you REALLY
know your business?

9. Tracking:
Tracking Leads

10. Tracking:
Tracking Transactions

11. What to Track?
 How many leads generated
appointments?
 How many appointments became
clients?
 What is the “leads to closed
business” ratio?

12. What to Track?
 Which activities yielded the best return?
 Which ones didn’t?
 Which methods are most successfully
reaching
target audiences?

13. How well do you REALLY
know your ideal client?

14. Your Ideal
Client

15. What Do
Consumers
Want?

16. What is Valuable?
• What are they seeking?
• What is valuable to them?
• How can you provide that?

17. Attracting (New) Business

18. Who Should You Target?
• Past Clients
• Homeowners with equity
• Investors
• Builders

19. Many consumers may not be aware
that they can sell now, especially if
they were ever previously underwater.

21. Generate
Incubate
CONVERT!

23. Lead Gen Musts
1. Make it a priority.
2. Identify your ideal client.
3. Establish a relationship.
4. Give it time.

25. Create Your Ideal Day

26. Create Your Ideal Day

27. Lead Incubation Musts
1. Be responsive.
2. Add value.
3. Make a connection.
4. Ask open-ended questions
-- Go 3 deep
5. Capture as much info as
possible

28. Lead Incubation Strategies
• Website content
• Rethink drip marketing
• Consistent communication
• Respect communication preferences
• Anticipate questions and needs
• Always have a Call To Action

31. Lead Conversion Musts
1. Create affinity
2. Start the conversation
3. Set the appointment
4. Formalize the relationship
5. Consistent review of your Action Plans

32. Raising the Next Gen of Clients

33. STAND
OUT
How Can You

35. Know Your Core Values

38. Let Your Clients Tell Your Story

39. Get Personal
• What makes you
YOU?
• Why should
consumers want to
work with you?
• What is important to
the consumer (and
what is not)?

46. Multiple Offers!

48. Buyer Strategy
• Always conduct a Buyer Consultation prior
to showing
• Educate the buyer on the market
• Discuss your recent experience with
multiple offers – with past buyers and
sellers
• Discuss Absorption Rate and market data

49. Buyer Strategy:
Your Homework
• Pull comps before showings
• Have data, such as Absorption Rate,
number of days on market, etc. up-to-date
and ready to share
• Confirm status of properties before
showing
• Get buyer agreement signed before
showing

50. Buyer Strategy:
Your Homework
• Talk to the listing agents - find out:
– What is important to the seller?
– Are there any special terms to be aware of?
– Has the seller authorized the listing agent to
share anything with potential buyers?
• Prepare the buyer for possible
disappointment

52. Make Your Buyer’s Offer
Stand Out
• Creative closing date
• Escalation clause
• Fewer/shorter
contingencies
• Fewer concessions
• Shorter timelines
• What else is attractive to a seller?
Think like the seller:

53. Seller Strategy
• Discuss multiple offer strategy in your
Listing Consultation
• Educate the seller on the market
• Discuss your recent experience with
multiple offers – with past buyers and
sellers
• Discuss Absorption Rate and market data
in detail…and explain it

54. Seller Strategy
• Include multiple
offer forms in
listing package
• Agree to a
strategy before
listing and get
seller buy-in

55. Prepare Your Listing for
Multiple Offers
Think like the buyer’s agent:
• Give as much instruction as
possible/your seller will allow
• Provide guidance on:
– Closing attorney/title co.
– Closing date
– Other terms important to
your seller

57. GOT SLIDES?
www.MauraNeill.com/todays-market

58. Connect: about.me/MauraNeill