Inventory is still low, so it’s important to target sellers who are likely to move. This increases your chances of getting your job listed. We encourage you to find at least one new opportunity from the list shared below. Perfect your process. Then choose something else! To find listings now, you need to find the seller you need to move.
Who are the sellers you absolutely must sell to?
Probate – This is almost a market-proven segment. Nine times out of 10, the heirs want the money from the sale of the home, so they will do whatever they can to get the property sold.
Divorce – Couples considering divorce often consider selling their home.
Relocation – When you have to move due to job change or other life circumstances.
Notice of default – They are on the verge of losing their home and have the assets to get out of it. You can help them by allowing them to sell their home and get the cash they need from it.
Look for areas with high turnover. If you’re in a state where a title company has resources to help you identify market hotspots, contact them to find out where high turnover rates are.
Expired and sold by owner – You don’t need a lot to make big changes in your business. What I like is that they want to sell and they are trying to sell. They couldn’t make it happen. This means they are motivated.
We do not expect you to address all of these areas. Choosing too many of these areas can leave you feeling overwhelmed and unsure of where to start. My suggestion is for him to choose one area among the must-move seller opportunities that I have shared. Think about what feels right to you and what interests you most.
Maybe you’ve been through a divorce, move, or foreclosure yourself, so you understand what they’re going through. Or maybe you have a knack for locating and selling difficult-to-sell homes. Find your niche and try to implement it. Once it’s running smoothly, you can always go back and make another selection.
Other areas to find listed leads:
Educational events – Partner with your lender. We will introduce this event as the latest information on the economy and interest rates. Invite everyone in your database to these educational events. Be sure to call all participants after the event.
Don’t ignore your database. Even if you are told that it is not selling now, this is a treasure trove for your future. Adding new things is great, but don’t ignore your database. Most of your business is likely stored in databases today. The person you talked to last year and said they were waiting for you may already be ready. Maybe they didn’t want to give you an actual deadline to distance themselves from you. Or maybe something has changed in their life. Whatever they say about deadlines, doubt it. “What is important to you about that time frame? If you knew it would be financially advantageous to do it sooner, would you consider it?”
Always remember to ask great questions to uncover their true motives.
Perfect your training campaign. Automated campaigns are no substitute for eye-to-eye and ear-to-ear conversations. A training campaign is a safety net. Drop a web of connections onto them. Run a nurturing campaign and add events, phone calls, personal texts, stops, and more. Set up a training campaign centered on the database. If you have a good CRM, set up a campaign and work on it. If you don’t have a suitable CRM, you need to find one and start using it.
Provides an annual property audit to the database.
“Hello NAME, I know you are busy, but I won’t make it too long. I hope your year is going well. Today’s call is about business. As your name suggests, my customers and friends Many of you have been calling me and asking me what’s going on in this real estate market. What’s going on with rates? Are they going up or down? What’s going on? This is actually a call to customer service. I want to ask you something? We’re happy to answer your questions and provide you with information. I recommend annual property inspections to all of my friends and clients. I will perform a custom valuation of your home, provide you with that information, and discuss any questions you may have with me. . Will it help?
This is not pushy or necessary. You didn’t ask them for anything, just provided incredible service. Sometimes we forget how much they value your information and you as a wise advisor. It’s a good idea to find someone you haven’t spoken to in the past few months and offer to do an annual property check.
During your annual property inspection, ask: “I’m interested. What real estate-related plans do you have in the future?”
Look for opportunities to get in front of them. You have the power to bring ideas and have data-driven conversations to help them understand that they can do more than they think.
Reciprocity theory and its application to real estate diagnosis.
When someone does something for you, it’s human nature to feel obligated to return the favor immediately. The theory of reciprocity comes into play when you answer questions and provide free annual property inspections. This is the perfect time to say: “Can I do you a favor? I know you know a lot of people. One of the things I enjoy most about building a business is that you, your friends, It’s about having the opportunity to work with people who are like family. Is there anyone you would like to ask me a question about today, or who would like a property inspection, or who is considering buying or selling? Do you have it?”
When using this script, use a memory facilitator, such as your church, work, or your child’s sports team. This helps activate their thinking.
Now is the time to fill your pipeline with a list of leads.
Debbie De Grote is the CEO and co-founder of Forward Coaching.
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