Action Sheet (AgentSuccessSummit.com) Speaker: Hoss Pratt Title: 7 ...
Action Sheet
(AgentSuccessSummit.com)
Speaker:
Hoss Pratt
Title:
7 Fast Acting Ways to Double Your Income in a Low Inventory Market.
Free gift:
Plan Like a Boss (pdf) www.AgentSuccessSummit.com/HossGift
Step 1 – Have a VISON and create a plan to fulfill that vision. Jim Rohn, “We all have 2 choices: make a living or design a life.” Real estate is NOT your life. It is a vehicle to FUND your life. Know exactly what you want. Then reverse engineer a plan. Know WHY. Visualize the “perfect” business (see free gift). Step 2 – CHANGE what you are currently doing (if what you are doing was working, you’d already be there). Must change if you want different results. Get rock out of your shoe. Are you running a people dependent or system dependent business? Face the pain & change. Invest 10% of your gross commission income back into marketing. ROI 10-1. Step 3 – FOCUS on listings and have several sources or target markets (referrals, sphere of influence, REO, short sale, FSBO, expireds, probate, direct mail, farm, just listed/sold. After Great Recession, we are now in a demanding “Zero Tolerance” market. Higher standards. Must be confident, authority, expert. Must get results. How compete? Make your competition irrelevant. Offer several unique selling points for both buyers and sellers. 5 USP backed by results and testimonials (YELP, Zillow Reviews). Seller USP (use a performance guarantees) “I’ll sell your home guaranteed, you can fire me.” Buyer USP “Buy this home, if you don’t like it, I’ll sell it for free.” Seller asks, “Why are you different?” Answer: “We have an 89 point marketing plan that is designed specifically for selling properties in X subdivision the fastest and for the most amount of money.” Certified Pre Owned Home Program: pre-inspected, sellers fix all repairs over $500, and includes a Home Warranty. Hoss Test: certified homes sold 28 days faster and for 4.8% more. KPI = Key Performance Indicators. Step 4 – Leverage technology to AUTOMATE your business and lead generation. You can’t manage people, but you can manage systems that manage people. Automation is “removing human intervention”. 80% of all sales happen on the 5th to 12th contact…need to know you care. Only 10% of agents make more than 3 contacts. 95% of biz done by 5% of agents. Be selective about who you spend time and money prospecting. Technology will aid in the “cultivating” process (i.e. FSBO day 1 call, day 5 mail postcard, day 7 call #2, day 12 mail postcard #2,…). Use a CRM with drip campaigns and integration to lead sources. Follow-up with all leads within 5 minutes. Find leads, put in system, position service, close. Some CRMs are: FUEL Lead Systems, Top Producer, Realty Juggler, Wise Agent, Infusion Soft. Step 5 – Leverage your TIME to get more done in less time. Know what your time is worth. Annual income / 2,000 = $/hr ($50,000 / 2,000 = $25/hr). Anything that can be done for less, delegate. OPT = Other People’s Time. Spend time prospecting and lead generating. Fire self. Step 6 – Maximize, create, and capitalize on every OPPORTUNITY. Either make more transactions or earn more on each transaction. Find agent referrals. 3 letter offers (lender, agent, buyer). Step 7 – Stop trying to do it ALL, know it all, and be it all. Find those what are getting what you want, copy them, and get the same results. Be coachable…learning based. “Success is not something you pursue, it’s something you attract, by the person you become.” John Rohn.
(AgentSuccessSummit.com)
Speaker:
Hoss Pratt
Title:
7 Fast Acting Ways to Double Your Income in a Low Inventory Market.
Free gift:
Plan Like a Boss (pdf) www.AgentSuccessSummit.com/HossGift
Step 1 – Have a VISON and create a plan to fulfill that vision. Jim Rohn, “We all have 2 choices: make a living or design a life.” Real estate is NOT your life. It is a vehicle to FUND your life. Know exactly what you want. Then reverse engineer a plan. Know WHY. Visualize the “perfect” business (see free gift). Step 2 – CHANGE what you are currently doing (if what you are doing was working, you’d already be there). Must change if you want different results. Get rock out of your shoe. Are you running a people dependent or system dependent business? Face the pain & change. Invest 10% of your gross commission income back into marketing. ROI 10-1. Step 3 – FOCUS on listings and have several sources or target markets (referrals, sphere of influence, REO, short sale, FSBO, expireds, probate, direct mail, farm, just listed/sold. After Great Recession, we are now in a demanding “Zero Tolerance” market. Higher standards. Must be confident, authority, expert. Must get results. How compete? Make your competition irrelevant. Offer several unique selling points for both buyers and sellers. 5 USP backed by results and testimonials (YELP, Zillow Reviews). Seller USP (use a performance guarantees) “I’ll sell your home guaranteed, you can fire me.” Buyer USP “Buy this home, if you don’t like it, I’ll sell it for free.” Seller asks, “Why are you different?” Answer: “We have an 89 point marketing plan that is designed specifically for selling properties in X subdivision the fastest and for the most amount of money.” Certified Pre Owned Home Program: pre-inspected, sellers fix all repairs over $500, and includes a Home Warranty. Hoss Test: certified homes sold 28 days faster and for 4.8% more. KPI = Key Performance Indicators. Step 4 – Leverage technology to AUTOMATE your business and lead generation. You can’t manage people, but you can manage systems that manage people. Automation is “removing human intervention”. 80% of all sales happen on the 5th to 12th contact…need to know you care. Only 10% of agents make more than 3 contacts. 95% of biz done by 5% of agents. Be selective about who you spend time and money prospecting. Technology will aid in the “cultivating” process (i.e. FSBO day 1 call, day 5 mail postcard, day 7 call #2, day 12 mail postcard #2,…). Use a CRM with drip campaigns and integration to lead sources. Follow-up with all leads within 5 minutes. Find leads, put in system, position service, close. Some CRMs are: FUEL Lead Systems, Top Producer, Realty Juggler, Wise Agent, Infusion Soft. Step 5 – Leverage your TIME to get more done in less time. Know what your time is worth. Annual income / 2,000 = $/hr ($50,000 / 2,000 = $25/hr). Anything that can be done for less, delegate. OPT = Other People’s Time. Spend time prospecting and lead generating. Fire self. Step 6 – Maximize, create, and capitalize on every OPPORTUNITY. Either make more transactions or earn more on each transaction. Find agent referrals. 3 letter offers (lender, agent, buyer). Step 7 – Stop trying to do it ALL, know it all, and be it all. Find those what are getting what you want, copy them, and get the same results. Be coachable…learning based. “Success is not something you pursue, it’s something you attract, by the person you become.” John Rohn.
