This contents of this presentation are confidential ... · Place your Photo on all prospecting material Be known for something: “Aaron lists and sells a property every working day”

IMPORTANT NOTICE

This contents of this presentation are confidentiald t t b h d ith thi d tand are not to be shared with any third party.

www.aaronshiner.com

Creating Clients for LifeCreating Clients for LifeContact Management System

Why Prospect Effectively?Why Prospect Effectively? 80% of Sales are made after the 9th 15th contact 80% of Sales are made after the 9th – 15th contact

48% of all Sales People give up after the initial sales contact

25% more give up after the 3rd point of contact

12% more give up after the 4th point of contactg p p

5% more give up after the 5th point of contact

Only 10% of all Sales People continue past the 1st four Only 10% of all Sales People continue past the 1st four points of contact. If this is true, then that means…

Only 10% of Sales People are making 80% of all the sales!

How tomake the “YOU” brandHow to make the YOU brand

Place your Photo on all prospecting material Place your Photo on all prospecting material

Be known for something:

“Aaron lists and sells a property every working day”

“Aaron Shiner, Western Sydney's most trusted opinion”y y p

Create a catch phrase for your branding: “Dedication Direction Drive”Dedication ,Direction, Drive “Honest , Down‐to‐Earth Selling”

M k k ti t i l t hi d i Make your marketing material eye‐catching and unique

Why do Real Estate Agents lose clients ?Why do Real Estate Agents lose clients ?

D d 1%• Deceased 1%

• Moved out of area on job transfer 5%

• Referred by friends to other agents 7%

• Competition Prospecting efficiently 9%• Competition Prospecting efficiently 9%

• Competition brand Awareness 15%

• Customer being ignored by Agent 63%

What your prospects are thinking & you must be able to answermust be able to answer…

“D hi R l E h b i i i d?”• “Does this Real Estate agent have my best interests in mind?”

• “Why should I do business with this person? ”

• “Can I trust this person enough to do business with them? ”

• “Do I like this person enough to do business with them? ”

The Power of CorrespondenceThe Power of Correspondence



Just Sold Prospecting – The Old Wayp g y

The facts about Just SoldThe facts about Just SoldProspecting ‐ The Old Way

• The average annual property turnover rate in most areas is 7%

• The breakdown:

– 7% divided by 12 months = .58% (The chance of a potential seller moving within the month youmoving within the month you send a just sold prospecting letter)

– Divide 12 months by the amountDivide 12 months by the amount of days in the month = 0.0194% (The chance of you sending this letter and it being read on the day they are thinking of selling)

Just Sold Prospecting – The New Wayp g y

The facts about Just SoldThe facts about Just Sold Prospecting – The New Way

• You are dealing exclusively with the 7% of people who are already thinking of sellingalready thinking of selling

• Utilises an already qualified database of past appraisals

• They receive your message on a frequent and regular basis

The 24 Point Plan ‐ Letterse o t a ette s

Hi (first name)

The 24 Point PlanHi (first_name), Great Result ,we just sold 55 Reserve Rd Mount Druitt just round the corner from the property u own for 320K & it sold in 21 dayssold in 21 days, Aaron Shiner

Hi (first name)

The 24 Point PlanHi (first_name), Just thought u should know that 55 Reserve Rd Mount Druitt has just been sold for 320K & it sold in 21 days, The market is movingmarket is moving, Aaron Shiner

Hi (first name)

The 24 Point PlanHi (first_name), Aaron Shiner does it again, SOLD SOLD SOLD, 55 Reserve Rd Mount Druitt sold in 21 days If you want to be SOLD contact westerncontact western Sydney’s most trusted opinion.


The 24 Point PlanHi We have had aHi, We have had a huge increase in buyer demand in the past 2 weeks, if u are considering selling, I have 68 buyers wanting 2 purchase ASAPpurchase ASAP Interested ? Aaron S


www.aaronshiner.com

Hi (first name) The

The 24 Point PlanHi (first_name) ,The Spring Real Estate Market is NOW in Full Swing. We ghave more buyers than properties If u R interested in selling give us a callselling give us a call Aaron Shiner


Hi (first name) Just

The 24 Point PlanHi (first_name) Just wanted to get your feed back 2 see when u wanted 2 take me up on my offer to find out what your house is worth in 2day’s marketin 2day s market…Aaron Shiner


www.aaronshiner.com



Hi (first name)

The 24 Point PlanHi (first_name), Just to let u know I am sending u out the newest sales

freport for Mount Druitt as it has the latest sales history. regards Aaronregards Aaron Shiner.


We have had a huge

The 24 Point PlanWe have had a huge increase in demand 4 investment houses. If u r considering selling, I have 14 investors wanting 2 purchase ASAP Interested?ASAP. Interested? Aaron Shiner


Hi (first name)

The 24 Point PlanHi (first_name), Wishing you & your family all the best in 2010. I hope this year is even better than the last & filled with happiness. Aaron ShinerAaron Shiner

The 24 Points ‐ Summary• 3 x Just Sold Letter

ld

The 24 Points Summary• 3 x Just Sold SMS• 1 x Formally on the market letter• 1 x Formally on the market SMS• 1 x Spring Letter• 1 x Spring SMS• 1 x Time is running out letter• 1 x Time Running out SMS• 1 x What Do These 6 Houses Have In Common Letter• 2 x CMA report (by letter or email)p ( y )• 2 x CMA SMS confirmation• 4 x Active Agent Report’s Letter• 1 x Active Agent Report’s SMS1 x Active Agent Report s SMS• 1 x Christmas Letter• 1 x New Year SMS• 24 points of contact total• 24 points of contact total

Does prospecting from your database work? What I doWhat I do...

• 2000 potential sellers with Correspondence “Yes” selected• 2000 potential sellers with Correspondence Yes selected

• Letter Sent – “Time is running out letter”

• From the letter sent, 45 appraisals turned into 23 listings

• From those 23 listings, 20 were converted into salesg

• Total campaign cost: $2000 ($1 Per letter)

• Campaign length: 1 month• Campaign length: 1 month

• Total commission earned: $136,000

• Return On Investment – 6700%

Build your potential future seller list from 0 to 1000 in 90 days

• Purchasers who have bought from your office over the past year who are

0 to 1000 in 90 days

• Purchasers who have bought from your office over the past year who are not on anniversary trails or scheduled for future contact

• Past Appraisals done by the office not scheduled for future contactpp y

• Past “Withdrawn from market” Clients. Introduce yourself as the new agent looking after their file.

• Current landlords

• Blanket drop your precinct with the 24 point plan letters every 90 days

• 7 year Itch letter

• Anniversaries from the other agents in your area

Build your potential future seller list from 0 to 1000 in 90 days0 to 1000 in 90 days




Anniversary Prospectinge sa y ospect g

• Method To stay in contact with every person you• Method – To stay in contact with every person you have ever SOLD a house to and SOLD a house for.

• Outcome – To stay in contact with your past clients and form a relationship that lasts a lifetime.

• Events – Call the past client on the day of their anniversary and every half year. Give your past client a up date on the market via phone and a general chat to build rapport and just check in and say hi.

Anniversary Trail Prospecting ‐ Day 0 & 30







Anniversary trail Prospecting – Day 1830y p g y

7 Quick Distinctions

1 All bl i d1. All your problems are your questions unanswered. Answer your questions to solve your problems.

2 For things to change first you must change2. For things to change, first you must change.

3. Spend 5% of your time on the problem & 95% of your time on the solution.

4. While the difficult takes times the impossible takes just that little bit longer.

5. If it was easy, every one would be doing it.

6. The harder you work the luckier you get!y y g

7. Thoughts become things so think about things you want!

IOWA University Wrestling Teamy g

“He worked hard by dayHe worked hard by dayAnd toiled by night

He gave up playHe gave up playAnd some delight

Dry books he readyNew things to learn

And forged aheadSuccess to earn

He plodded on with i h dFaith and guts

And when he won They called it luck”They called it luck”

“List And Sell Like Never Before”List And Sell Like Never BeforeAaron ShinerAaron Shiner

Documents

This contents of this presentation are confidential ... · Place your Photo on all prospecting material Be known for something: “Aaron lists and sells a property every working day”