1.) The 3 powerful prospecting techniques

which secure the most listing appointments

2.) The 4 major mistakes agents make when

prospecting for sellers

3.) How to create a pre-listing package that

seals the deal before you even show up

4.) How to market yourself as a ‘selling

machine’ (which is what every seller wants to

hire!)

We will cover…

POWERFUL Prospect ing Techniques

1. 10-10-20

2. Content

Marketing

3. Direct Mail

3

10-10-20

CONTENT Marketing

“One of the main ways that companies are

establishing authority and gaining trust with consumers is by consistently creating valuable

content through a variety of channels.

This typically involves relevant industry information

that provides insight to an audience.

Doing so allows a company to steadily

build rapport with its demographic and

develop a loyal following.”

Forbes Magazine

Content Marketing Will Be Bigger Than Ever

2014 will be the year that real estate marketing shifts to effectively and

consistently answering the one question every real estate pro gets asked:

How’s the market?

Nobu Hata NAR’s Director of Digital Engagement

“

Marc Davison 1000Watt Consulting

Frivolous content will

sink in 2014 as the

gems of true insight

continue to rise.

STOP with the

Cherry Pie

Recipes

BRANDING

EXISTING Home Sales

NAR 6/2014

% Change in Sales

from last year

by Price

Range

NAR 6/13/2014

Direct Mail is

BACK!

Decade Average Rate Payment

1970s 8.86% $1,589

1980s 12.7% $2,166

1990s 8.12% $1,484

2000s 6.29% $1,237

July 2014 4.17% $975 The average 30-year fixed mortgage rates and the approximate payment for a $200,000 mortgage.

Payments are principal & interest only, based on a $200,000 fully amortizing mortgage.

All terms are assumed to be 30 years.

Freddie Mac 7/2014

Historic Mortgage Rates by Decade

The 4 Major Mistakes agents make when prospecting for sellers

1. Bragging about Themselves

2. Bragging about Their Company

3. Branding the Wrong Message

4. Telling instead of Teaching

It’s okay… just sign the papers

“

Dave Ramsey Financial Guru

When getting help with money,

whether it is insurance, real estate or

investments you should always look for

someone with the

heart of a teacher,

not the heart of a salesman.

CONFUSION

“It’s not that potential

homebuyers aren’t

qualified in terms of their

credit scores or in how

much they have saved for

their down payment.

It’s that they think they’re

not qualified or they think

that they don’t have a big

enough down payment.”

- Housing Wire commenting

on a study by Nomura

The DOWN PAYMENT Biggest Misconception about Mortgages

Percentage of respondents to Zelman & Assoc

survey who believe that you need a minimum

of a 15% down payment to purchase a home.

Freddie Mac 6/2014

The DOWN PAYMENT According to Freddie Mac:

• A person “can get a conforming, conventional

mortgage with a down payment of as little as 5

percent (sometimes with as little as 3 percent

coming out of their own pockets)”.

• Freddie Mac's purchase of mortgages with

down payments under 10 percent more than

quadrupled between 2009 and 2013.

• More than one in five borrowers who took out

conforming, conventional mortgages in 2014

put down 10 percent or less.

Freddie Mac 6/2014

Letting more consumers know how

down payments are determined could

bring more qualified borrowers off the

sidelines. Depending on their credit

history and other factors, many

borrowers can expect to make a down

payment of about 5 or 10 percent.

Christina Boyle Freddie Mac VP and Head of Single-Family

Sales & Relationship Management

The Deal on the

Move-Up

Home

The Impact of

INTEREST

RATES

Freddie Mac 6/2014

Freddie Mac

Actual Rates January 2013 – July 2014

30 Year Fixed Rate Mortgages

30 Year Fixed Rate Mortgages

Actual Rates January 2013 – June 2014

Projected Rates June 2014 – 2015 4Q

1/2013 6/2014 10/2015

1/2013 6/2014

Freddie Mac

Projected Rates June 2014 – 2015 4Q

Freddie Mac 6/2014

30 Year Fixed Rate Mortgages

Freddie Mac Rates January 2013 – June 2014

Date Mortgage Interest Rate* P&I**

Today $250,000 4.17 1,218.17

July 2015 $260,000 4.8 1,364.13

*Average Commitment Rate per Freddie Mac **Principal and Interest Payment

$145.42 Difference in Monthly Payment

Monthly Annually Over 30 Years

$145.42 $1,745.04 $52,351

Date Mortgage Interest Rate* P&I**

Today $500,000 4.17 2,436.34

July 2015 $520,000 4.8 2,728.26

*Average Commitment Rate per Freddie Mac **Principal and Interest Payment

$291.92 Difference in Monthly Payment

Monthly Annually Over 30 Years

$291.92 $3,503.04 $105,091

The

Pre-Listing

Package

that seals the deal

before you get there

The 2 Major Mistakes 1. Bragging about

Themselves

2. Bragging about

Their Company

SELLERS’ GUIDE

www.KeepingCurrentMatters.com/trial

Marketing

yourself as a

‘SELLING

MACHINE’

(which is what every

seller wants to hire!)

SOLD SOLD

15 ‘MAJOR’ REASONS TO OWN A HOME as per a survey by the Joint Center for Housing Studies at Harvard University

* the reasons are in no particular order

www.KeepingCurrentMatters.com/trial

Let’s continue to lift home

sales by getting more

listings priced to sell!!!