MOMENTUM 2018GOLD COAST

Ernest Hemingway

• High-pressure competitive • Scarcity• Attachment • Sales / commission breath

• Intelligent & compassionate• Abundance • Detachment• Helper / advisor

MINDSET

What I’ve learnt after30 years in real estate

and 4 market corrections

• Fear – don’t participate in it• Reduction of agents = better per capita per agent• You will make less $$$ unless you work harder

and/or more efficiently• Qualification and working with A-class buyers /

sellers crucial (work with motivated people only)• No such things as “bad” press• Negotiation, influence, closing become important:

• Creating competition• Social proof at appointments

• It’s a great market for:• First home buyers• Upgraders

• Expired listing strategy can boost your business• Break bread with your database:

• How much longer do you plan to stay in your current home?

• Out of all your friends, who do you think will be next to move?

• Reduce Ego Expenses: LEFTOVER, NOT TURNOVER

Process Trumps Motivation

REPEATABLE SCALABLE PREDICTABLE

Daily Checklist• Wake-up time• Morning ritual• Team huddle• MIT• 2 power hours• Review current deals• 4 social media posts• Vendor touchpoint• Minimum 30 minutes personal

development • 3 appointments

Weekly Checklist

• Training session• Team meeting• Project time• Pipeline follow-up• Open home preparation• Manage the marketing plan• Livestream on FB / Insta• Market knowledge review• 15 appointments• List X properties• Break bread with shot callers

The modern consumer is…

• Time poor• Less reliant on salespeople• Internet savvy• Dislikes high-pressure• Social media savvy• Price sensitive• Wants incredible value & service

Social Strategy

• Don’t just post houses• Remarkable vs ordinary• Proactive punch in the face content• Respond to comments• Polls• Don’t cross eco-systems• Views that matter• Email your database before you

Livestream

37,255People Reached

23,430Video Views

1,299Reactions, Comments & Shares

93,308People Reached

5,401Reactions, Comments & Shares

The Key to Prospecting = Unstoppable Listing Presentation

Investigate Social Media

Pre-list Qualification

Priming Knowledge Agent

Present Structured Plan

Case Studies

Loss Aversion

• What’s more important to you,

the risk of…

• At the moment I have $950k…

Buyer Scripts

In buying a home, what’s most important for you?

What’s the best home you’ve seen?

What prevented you from making an offer on that?

If there were 3 things you would not compromise on your new home, what would they be?

Buyer at the bottom of the market dialogue

“Mr & Mrs Buyer, the only way you

would know if you’ve bought at the

bottom the market, is when the

market goes up…”

The get an offer script

“At what price on a contract represents great value for you?”

ProspectingQuestions

1. “Are you living in your dream home”

2. “At what price would you be a seller?”

3. “I am doing a valuation for your neighbour…”

The database script

“I know you’re not selling and I’m

going to be brief.

The reason I’m calling is because…”

The Listing Agenda Script

Mr & Mrs Vendor, these are the areas most sellers want to discuss:• Timing• Marketing• Value• Fee• Method of sale • Why my company and Why me?• Is there anything else you’d like

me to cover?

The ideal buyer script

“Mr & Mrs Vendor who do you think is the ideal buyer for this home?”

“If I agree with you that would make us both wrong.”

The price alignment

script

“At the moment you are not in the

market, you are on top of the

market. I recommend a price

alignment of 5% at a level where we

reject 5 offers than get no offers.”

Reduce price script

“If you were a buyer looking at

the home – what are some of

the features you would change?”

The 5 Team Models

THE “NO TEAM” TEAM

FAMILY TEAM THE MACHINE TEAM

THE CUSTOMER TEAM

THE HIGH-END TEAM

Roles of your EBUAGENT RED PA (Admin) BLUE PA (Sales)

Listing presentations

Vendor management

Prospecting

Deal making

Team planning

OFI’s

Maintain files

Coordinate Diaries

Execute marketing plan

Check & respond to agent emails

Execute exchange/settlement process

Admin Duties

Support Agent

Operations Management for team

Cover holidays

Social media

Renumeration: $45 - $60K

Prospecting

OFI Callbacks

OFI’s

Buyer Appointments

B&P Inspections

Attend Valuations

Pre settlement

Drop Pre list kits

Attend auctions

Manage deals to settlement

Support Agent

Renumeration: $60 – 80k + incentives

25 MENTORSThe most influential agents

& thought leaders in Australasia

www.RealEstateGym.com.au