TWO: BEST PRACTICES – TACTICS & TOOLS
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SPHERE OF INFLUENCE: The people who know you and know you are in real estate, and trust and admire you. Properly managed contacts with your SOI yield the highest return on effort, giving you greater control with whom and how you work. This business asset is completely unique to you. FSBOs: For Sale by Owner (FSBO) are sellers who are choosing to sell their property without hiring an agent or broker to facilitate the sale. When it comes to finding “now” business, FSBOs have raised their hands to let you know they have already decided to sell, and they want to do it right now. EXPIREDs: Properties that did not sell during their listing contract—usually between 90–180 days, or that were canceled or withdrawn from the market before expiration. Both are good sources for now business because, many times, the reason for selling still exists, and in some instances, may even be greater. FARMING: The cultivation of leads in a specific neighborhood over time through prospecting and marketing activities. By specializing in a particular location or with a particular group of people, you can generate much better results than if you were broadly trying to cover your entire market. OPEN HOUSES: Weekly opportunities to lead generate with Open House visitors as well as opportunities to “circle prospect.” Open Houses are a win-win—you are satisfying an existing seller while also acquiring additional buyer and seller leads. CIRCLE PROSPECTING: Time-bound marketing and prospecting of just listed, pendings, just sold, and Open Houses in targeted geographic areas around specific listings.
© Anywhere Real Estate Services Group LLC CENTURY 21 ® | VIRTUAL BUSINESS PLANNING
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