Creating and Finding New Business

Transcription

1 Ohio & Kentucky REALTORS Joint Convention & Expo September 24 27, 2017 Cincinnati, OH Creating and Finding New Business Presented by: Adorna Carroll (3 credit hours 1 st Hour) Monday, September 25, :00 p.m. 4:00 p.m. Ohio REALTORS - Copyright, 2017

2 Ohio & Kentucky REALTORS Joint Convention & Expo September 24 27, 2017 Cincinnati, Ohio CE SESSION PROCEDURES: We have provided all of the course materials for the joint Ohio & Kentucky REALTORS Convention & Expo on line. Please look for the appropriate table in the back of each room for either Ohio or Kentucky session contacts to answer any questions you may have before the session begins. There will be no breaks during the sessions. If you need to leave a session for any reason you will need to stop at the monitor s table in the back of the room and sign out of the session and back in when you return. Whether you leave for a restroom break or to make a phone call we will need to record the time missed from that session. The Ohio Division of Real Estate s code (Revised Code 1301:5 7 03(B) (3) (a) states that you must be present 90% of the time in order to receive CE credit. This means in a: 1.5 hour session you may not miss more than 9 minutes. 3 hour session you may not miss more than 18 minutes. OHIO Ohio attendees registered for the convention will receive five (5) continuing education tickets (five is the maximum number of sessions one can attend). The tickets will be unique to Ohio REALTORS database and your full name will be on each ticket. For each of the courses you attend it will be your responsibility to fill in the name of the course on your CE ticket and turn it into a course monitor at the end of the session. If you registered onsite for the program please visit the Ohio CE table at the back of the room for an on site CE form. Ohio CE certificates will be ed within 30 days. KENTUCKY Kentucky attendees will be required to sign in for each session at the Kentucky CE table at the back of the room. Kentucky attendees will need to submit an evaluation form at the end of each session in order to receive CE credit. OHIO & KENTUCKY If you are an individual desiring both Kentucky and Ohio CE credit, you will need to follow the procedures for both states signing in at the start of the session at the Kentucky CE table and submitting both the Ohio Continuing Education Credit Form or Ticket, and the Kentucky Evaluation Form at the end. Thank you for joining us at the joint Ohio & Kentucky Convention & Expo in Cincinnati!

3 Generating Business and Conveying Your Value Adorna O. Carroll, DSA ABR/M, SRS, CRB, C-RETS, CIPS, RENE, GRI, PSA, SFR, epro DynamicDirections.com Facebook.com/AdornaSpeaks Linkedin - AdornaCarroll

4 Excerpts From 2-day Core Course 1 approved elective required Evidence of 5 closed transactions representing a seller Additional benefits and services $99 annual fee 2-day Core Course Understanding and Leveraging Teams 2 approved 1-day electives HR Solutions for Teams Team Leadership Position Your Team for Profit Team Collaboration Tech Tools No additional benefits or services No recurring dues One time application fee $159 to secure the certification 2 day Core Course Power Negotiator s Playbook and Advanced Field Negotiations No additional benefits No recurring dues One time application fee $159 to secure the certification

5 Before You Can Convey Your Value, You Need To Know What Your Value Is

6 Differentiation

7 Mapping Out Your Value is a pivotal piece to being able to convey value

8 Once You Know Your Value, It s Time To Communicate It

9 Who Are You Trying To Reach?

10 Leads Require Consistent Effort and Nurturing Before they Turn into Sales! 8

11 Lead to Sale Ratio Incubating COLD leads versus WARM leads requires much more effort with a lower ROI Converting a warm lead to a sale is probable Converting only cold leads from lead generation services or website services occupies more of your time and statistically the conversion possibility is substantially lower in comparison 100 cold leads may yield 1-5 sales 100 warm leads from a sphere can statistically yields sales Relationship building is the key to success 9

12 Sample Target Markets SPHERE Contacts Geographic Area Farming Cold Calling and Floor Calls Other Agents for Referrals Expireds & FSBOs Your Business Specialties Global Transactions 55+ Markets Rent to Own, Investments Condos, GREEN Living Military Transactions Started, Trade-Ups, Scale Downs Luxury & Distinctive Properties Resort, Vacation, 2 nd Home Commercial, Businesses, Investments

13 Networking Builds Your Sphere Essential component to build certain types of spheres for marketing Relies on your personal relationships Could be Cultural and heritage organizations B2B area business vendors, owners/employees Agents in and out of your state for referrals Hobby groups Personal What are some examples of personal and virtual 11 networking?

14 Leverage Your Heritage by Engaging in Multicultural Marketing Attend networking functions Home Seller Seminars Bi-lingual approved paperwork Bi-lingual peripheral partner teams Live translators from area colleges Census.gov; Realtor.org; FNMA.com Great Designation Series for International CIPS Certified International Property Specialist 12

15 Sphere and Sphere of Sphere Sphere marketing and CRMs, customer relationship management systems, apps and software are essential Not connecting on a regular basis with the folks that know and trust you is career suicide Sphere of Sphere Marketing is leveraging those connections so that they then promote you to their individual sphere networks When done consistently and regularly this exponentially grows your business

16 1 CRMs 4 What do you use??? Which product is right for me? How will I get my contacts into it? What will I use it for? Who will manage it? What will I send? Can this be outsourced? Customer Relationship Management Programs are essential for your business growth and success

17 Real Estate CRMs Insightly REThink BoomTownROI Salesforce RealtyJuggler Top Producer Placester Zoho Propertybase MarketLeader Others?

18 Once You Know Your Value You Craft Your Message What It Is Defined By The Product What It Does Defined By The Benefit What It Means Defined By The Effect Why Should I Care Defined By The Motivation

19 Craft Your Message Template for uniform look Larger easy to read fonts Online and/or offline? STRONG-BOLD grabber line Bullet rest of your message Include photo/contact info Link everything back to your personal sites for more info Highlight your designations spell them out! Consider outsourcing this project 17

20 When The Time Is Right For You Proven Track Record Results Oriented Responsive to Your Needs Focused on Achieving Your Objectives Committed to Saving You Time, Effort and Money I Am Ready To Help abcrealty.com Jan Rogers SRS Seller Representative Specialist ABR Accredited Buyer Representative RENE Real Estate Negotiation Expert C-RETS Certified RE Team Specialist Jan@abcRealty.com JanRogers.com

21 When The Time Is Right For You I Am Ready To Help Jan Rogers SRS Seller Representative Specialist ABR Accredited Buyer Representative RENE Real Estate Negotiation Expert C-RETS Certified RE Team Specialist abcrealty.com Jan@abcRealty.com JanRogers.com

22 Template Uses Just change the title and bullets for a: Postcard Drip Campaign E-Drip Campaign Modify slightly for : Business Card Property Flyers Just Listed/Sold Cards (property on other side) Website Social Media Banner 20

23 Product Options for Conveying Your Message Traditional Color for Real Estate Koogle Cards Vista Print Prospects Plus Express Copy Sharper Agent Sendsations Electronic Mail Chimp Constant Contact icontact Realty Juggler Outlook/Access YouTube Top Producer Social Media Sites What Do You Use?

24 Other Opportunities to Convey Value Marketing is one way to convey your value but another opportunity involves the conversation between professionals and prospective buyers and sellers

25 Purpose of the Appointment Visual uniform format used with every seller to reduce risk and manage expectations This is NOT a presentation, it is a conversation Describe what you can/can t do by law; will/won t do by Office Policy; must do by the Code of Ethics; and want to do based on how you do business Overview of the process and demonstrate the value you bring to the table Set a mutually agreeable price for a saleable listing Determine if you want the listing

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27 WEB17

28 How will you know if your prospecting is successful? 26

29 Tracking Your Prospecting ROI Campaign 1st Q 2 nd Q 3 rd Q 4 th Q Year Total Leads Sales 100 Sphere Postcard Drip Sphere EBlast Social Media Networking Leads/Sales Leads/Sales Leads/Sales Leads/Sales Leads/Sales 27

30 Tracking Your Prospecting ROI Campaign 1st Q 2 nd Q 3 rd Q 4 th Q Year Total Leads Sales Leads/Sales Leads/Sales Leads/Sales Leads/Sales Leads/Sales 100 Sphere Postcard Drip 10/4 12/3 8/2 18/6 Sphere EBlast 10/2 15/4 9/3 11/3 Social Media 13/5 11/3 15/5 17/6 Networking 20/6 8/2 14/5 15/3 28

31 Designations and Certifications Adorna is Authorized to Deliver ABR - Accredited Buyer Representative (2-days plus elective and annual dues) SRS - Seller Representative Specialist (2-days plus elective and annual dues) CRB Business Management Courses for Brokers, Managers, Leaders NEW 1-day courses and annual dues CRETS Certified Real Estate Team Specialist certificate program for Teams/Team Leaders 2-day core course plus two 1-day electives one time application fee and NO recurring dues RENE Real Estate Negotiations Expert certification 2 one day courses; no additional electives; one time application fee and NO recurring dues

32 Adorna O. Carroll, DSA ABR/M, SRS, CRB, C-RETS, RENE, GRI, CIPS, SFR, epro DynamicDirections.com AdornaSpeaks Twitter AdornaCarroll - Linkedin