Farming
Published on Nov 19, 2015
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MORE DECKS TO EXPLORE
PRESENTATION OUTLINE
Presented by Brooke James
Manager of Career Development - Troop Real Estate, Inc.
What do you want your life to look like?
Business Plan Handout http://bit.ly/rebizplan
Photo by Droidicus
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Photo by Alex E. Proimos
What is the Turnover Rate?
- # Homes Sold in past 12 mo./Total # Homes
- Example: 39 Sold / 800 Homes in Big Sky
- .04875 =4.9% Turnover Rate (Very Good!)
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Different methods of farming
- Doors
- Calls
- Mailers
- SOI (Sphere of Influence)
- Pop By's http://bit.ly/popbyplan
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- Word of Mouth
- Social Media
- Videos
- Emails
"Hi, good afternoon, my name is ___ and I'm a Realtor with Troop Real Estate. The reason I'm coming by today is because we have a new open house at 24 Main St over here and I just wanted to come by and personally invite you to the open house. If you can't make it Thursday we'll be holding it again on Sunday. We'll have free food on Thursday, too!" STOP TALKING. BREATHE and RELAX.
Reasons to Knock
- Just Listed
- CAR's One Cool Thing
- www.car.org/aboutus/onecoolthing/
- Buyer looking in the area
- Neighbor Sold - we still have buyers!
More Reasons to Knock
- Neighborhood Market Update Report
- Community Non-Profit Participation
- Neighborhod Event Invite
- Seasonal Gift i.e. pumpkin scoop
- Item of Value - i.e. Sports Schedule
More Reasons to Knock
- Open House Invitation
- "Good Guys" List of local service providers
- Deliver Home Value Report
- Notepads
- TroopU Handouts www.trooptoolbox.com
"F" FOR FAMILY
How are you doing?
How is your family doing?
How is (spouse)?
How are your kids?
Photo by miksalac
"O" FOR OCCUPATION
How is your job going?
How is your business doing?
Are you looking forward to retirement?
How long since you changed companies?
Photo by DrTH80
"R" FOR RECREATION
What have you been doing lately?
So, are you still (riding bikes, sailing, racing cars, etc.)
By the way, how was your trip to __________?
Just out of curiosity, what are you doing to enjoy yourself?
Photo by fatboyke (Luc)
"D" FOR DREAMS
So, what are your plans for the future?
Just out of curiosity, have you made any vacation plans yet?
So, what are your plans for the holidays?
So, what will you be doing with your time now that you have retired?
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Track Your Results
Greg McDaniel's Tracking Sheet: http://bit.ly/trackfarm
Photo by Presidio of Monterey: DLIFLC & USAG
Track Your:
- Calls / Face to Face
- Attempts / Not Home
- CMA appts.
- Sides: Sell or Buy?
- Future Potential to Sell or Buy
"Hello? Oh hi. My name is ___. I'm a local Realtor here in the area with Troop Real Estate. You know, I'm doing some calls personally in the neighborhood. The reason why is that in our town we only have 250 homes that are for sale. I have 3 different buyers (only if you do - they'll call you out) looking to buy and you know I was just wondering if you guys might be thinking of selling in the near future OR you just might be interested in getting a professional market update on your home."
Angry Homeowners
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Handle with grace & class:
"You know what? I am so sorry. I did not intend to bother you. I'll put you on my Do Not Call list so I do not bother you. Would that be fair?"
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Keep Your Mind Moving
- Split your screen
- -Caller on one side, Research on other:
- Vacation Spot, Facebook, MLS, Pinterest...
- Have music going
Photo by ecstaticist
Hey Bob,
It was fantastic to talk to you today. Thank you for your time. I wish you the best with restoring your '59 Mustang.
I know you don't buy and sell every day, but when you do please keep me in mind.
Best Wishes,
Jane
What should we send?
- Just Listed/Sold 250 - 500 radius
- Find the Value of your Home
- Monthly Newsletter
- http://bit.ly/ahsmarketing
- Anniversary of home purchase
Photo by swanksalot
What else should we send?
- Birthdays
- Copy of HUD for Taxes
- Thanksgiving Cards
- CoreFact.com Cards
- *Market Update Report - MLS data
Photo by cole24_
* You cannot list any properties that are ACTIVE in a market update that aren't your listings. You CAN say "15 homes for sale in your neighborhood, call me for info" WITH the disclaimer:
“Based on information from the Association of REALTORS®/Multiple Listing as of [date the AOR/MLS data was obtained] and /or other sources. Display of MLS data is deemed reliable but is not guaranteed accurate by the MLS. The Broker/Agent providing the information contained herein may or may not have been the Listing and/or Selling Agent.”
You can also mail out...
- Sports Schedules
- Reminders of Major Events in Town
- Google map snapshot of your sold homes
- Logo Coloring contest http://bit.ly/fiverrcaric
- Long-time Realtors - Which agent did you buy from?
Photo by cindy47452
and these...
- Coupons for local restaurants
- Infographics on what market is doing (CAR)
- New Agents - Announcement/Intro Letter
- Buyer Needs and Wants w/ photo and bio
- Past Client Testimonials
Photo by fd
and these...
- Zillow's Make Me Move or FSBO
- Party Invitations (50 Reasons handout)
- Inspirational Quotes
- Garage/Estate Sales
- Spring Cleaning and Dump Your Junk
Photo by laffertyryan
- ALWAYS -
Have a CALL TO ACTION
- ALWAYS DIRECT THEM TO: -
- Call you for Market Update Report
- Call you to get info on event
- Go to site for info, home search
- Visit facebook event page for contest entry
- Call you for details on your buyers
After 8th Week, Call.
"Just checking in with you. I know you're getting my cards, wonder if you are thinking of making a move."
No = 12 Direct
Yes = 33 Touch
33 Touch Plan
- 18 Touches - Emails, Cards, Letters, Mailings, Drop offs
- 8 Thank You or Thinking of You Cards (let's do lunch)
- 3 Phone Calls
- 2 Touches - Birthday, Mothers Day, Fathers Day
Photo by Ed Yourdon
A Good Start: 500 - 1000
Top Producer: 1500 - 2500 for best turnover rate.
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Do your math and determine which farm territory fits your goals and budget.
Keeping Costs Down
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BULK MAIL:
Postage .291/per
USPS EDDM:
Postage .175/per
Templated Designs through Market Leader, Corefact (avoid graphic designer rates)
Request for Home Value Report
- Print it out (cma@cloudcma.com)
- Knock on their door
- Hand it to them in person with explanation that it's computer generated, you can do a Professional Market Update on their home if they want.
Other things to keep in mind...
Photo by Abby Lanes
Have Awesome Content
Keep your messages relevant to them and the time of year.
Look Professional
Full Color, Gloss. Stand out with larger size, or be unique.
Use the Power of the Brand
troopgraphics.com for logos and guidelines
How to Drive Them To Your Website
- Feature a promotion
- Hold a Contest
- Have a Survey (announce a winner)
- - surveymonkey.com
Photo by Manzabar
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- Significant Presence of YOU
- Dominant Active Real Estate Content
- Messages in Your Voice
- Consistent Branding
- Calls to Action
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Let's Get Started!
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