Aaron Shiner - Tret.com.au

IMPORTANT NOTICE
This contents of this presentation are confidential
and
d are nott tto be
b shared
h d with
ith any thi
third
d party.
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www.aaronshiner.com
Creating Clients for Life
Creating Clients for Life
Contact Management System
Why Prospect Effectively?
Why Prospect Effectively?
 80% of Sales are made after
80% of Sales are made after the 9
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
g
p
the 4th p
point of contact
 5% more give up after the 5th point of contact
 Only
Only 10% of all
10% of all Sales People continue past the 1st four 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 to make the How to the “YOU”
YOU brand
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”
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p
 Create a catch phrase for your branding: “Dedication
Dedication ,Direction, Drive
Direction Drive” “Honest , Down‐to‐Earth Selling”
 Make your marketing material eye‐catching and unique M k
k ti
t i l
t hi
d i
Why do Real Estate Agents lose clients ?
Why do Real Estate Agents lose clients ?
• Deceased
D
d
1%
1% • Moved out of area on job transfer
5%
• Referred by friends to other agents 7%
• Competition Prospecting efficiently
Competition Prospecting efficiently
9%
• Competition brand Awareness 15%
• Customer being ignored by Agent 63%
What your prospects are thinking & you must be able to answer
must be able to answer…
• “Does this Real Estate agent have my best interests in mind?”
“D
hi R l E
h
b i
i
i d?”
• “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 Correspondence
The Power of Correspondence
The Power of Correspondence
The Power of Correspondence
The Power of Correspondence
The Power of Correspondence
Just Sold Prospecting –
p
g The Old Wayy
The facts about Just Sold
The
facts about Just Sold
Prospecting ‐ 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 you
moving within the month you send a just sold prospecting letter)
– Divide
Divide 12 months by the amount 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 –
p
g The New Wayy
The facts about Just Sold The
facts about Just Sold
Prospecting – The New Way
•
You are dealing exclusively with the 7% of people who are already thinking of selling
already 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 ‐
e
o t a Letters
ette s
The 24 Point Plan
Hi (first
(first_name),
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 days
days,
Aaron Shiner
The 24 Point Plan
Hi (first
(first_name),
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 moving
moving,
Aaron Shiner
The 24 Point Plan
Hi (first
(first_name),
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 western
Sydney’s most
trusted opinion.
The 24 Point Plan ‐
e
o t a Letters
ette s
The 24 Point Plan
Hi, We have had a
Hi
huge increase in
buyer demand in the
past 2 weeks, if u
are considering
selling, I have 68
buyers wanting 2
purchase ASAP
Interested ? Aaron S
The 24 Point Plan ‐
e
o t a Letters
ette s
www.aaronshiner.com
The 24 Point Plan
Hi (first
(first_name)
name) ,The
The
Spring Real Estate
Market is NOW in
Full Swing.
g We
have more buyers
than properties If u
R interested in
selling give us a call
Aaron Shiner
The 24 Point Plan ‐
e
o t a Letters
ette s
The 24 Point Plan
Hi (first
(first_name)
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
2day s market…
market
Aaron Shiner
The 24 Point Plan ‐
e
o t a Letters
ette s
www.aaronshiner.com
The 24 Point Plan ‐
e
o t a Letters
ette s
The 24 Point Plan ‐
e
o t a Letters
ette s
The 24 Point Plan
Hi (first
(first_name),
name)
Just to let u know I
am sending u out
the newest sales
report for
f Mount
Druitt as it has the
latest sales history.
regards Aaron
Shiner.
The 24 Point Plan ‐
e
o t a Letters
ette s
The 24 Point Plan
We 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.
Aaron Shiner
The 24 Point Plan ‐
e
o t a Letters
ette s
The 24 Point Plan
Hi (first
(first_name),
name)
Wishing you & your
family all the best in
2010. I hope this
year is even better
than the last & filled
with happiness.
Aaron Shiner
The 24 Points ‐ Summary
The 24 Points •
•
•
•
•
•
•
•
•
•
•
•
•
•
•
•
3 x Just Sold Letter
3 x Just Sold SMS
ld
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’ss SMS
1 x Active Agent Report
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 do
What I do...
• 2000 potential sellers with Correspondence 2000 potential sellers with Correspondence “Yes”
Yes selected
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 sales
g
• 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
0 to 1000 in 90 days
•
Purchasers who have bought from your office over the past year who are 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 contact
pp
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 days
0 to 1000 in 90 days
Build your potential future seller list from 0 to 1000 in 90 days
0 to 1000 in 90 days
Build your potential future seller list from 0 to 1000 in 90 days
0 to 1000 in 90 days
Build your potential future seller list from 0 to 1000 in 90 days
0 to 1000 in 90 days
Anniversary Prospecting
e sa y ospect g
• Method
Method – To stay in contact with every person you 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 100 & 175
Anniversary Trail Prospecting ‐ Day 366 & 426
Anniversary Trail Prospecting ‐ Day 609 & 732
Anniversary Trail Prospecting ‐ Day 915 & 996
Anniversary Trail Prospecting ‐ Day 1098 & 1195
Anniversary Trail Prospecting ‐ Day 1320 & 1462 Anniversary trail Prospecting –
y
p
g Day 1830
y
7 Quick Distinctions
1 All
1.
All your problems are your questions unanswered. bl
i
d
Answer your questions to solve your problems.
2 For things to change first you must change
2. 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!
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y g
7. Thoughts become things so think about things you want!
IOWA University Wrestling Team
y
g
“He
He worked hard by day
worked hard by day
And toiled by night
He gave up play
He gave up play
And some delight
Dry books he read
y
New things to learn
And forged ahead
Success to earn
He plodded on with Faith and guts ih d
And when he won They called it luck”
They called it luck”
“List
List And Sell Like And Sell Like Never Before
Before”
Aaron Shiner
Aaron Shiner