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- Must complete 90 days to Success program meeting minimum Goals.
- Send announcement letter to all of your sphere of influence.
- Establish a database system for all your contacts. Outlook or other database systems. Top Producer, 3x5 cards, etc.
- Contact program plan. Dates of what you will send and when all mailings for the year will go out.
- Weekly calendar schedule, Monthly calendar and yearly calendar including vacations. You must follow and adjust this calendar during your training. Must know how to prospect, present, & follow up.
- Prospecting systems in place with scripts memorized.
- Memorize the scripts for prospecting, objection handling and presenting. Must know and role play and practice regularly.
- Call around sold and new on the market in your farm.
- Know what to say, how to say it, and when to say it.
- Establish two farm areas to call just listed and just solds; condos and homes. Look for turn over areas and work those Get the information from Tom Emery from Advantage Title.
- Attend title company classes.
- Qualify appointments. Know scripts to set appointment.
- Must know how to use a listing presentation, prelisting package and buyer and sellers work books.
- Set specific goals for the year.
- Must track numbers daily.
- Know contracts.
- Must know how to do loan origination. Specific class.
- Must know how to fill out and read a loan application.
- How to run and analyze a credit report.
- How to prequalify buyers and show them homes.
- You must have a briefcase containing: Seller workbook, your prelisting package, listing contract, disclosures, seller’s net sheets for $300, $400, $500, $600 thousand dollar sales calculator, cards, pens, lock box, realtor key, marketing materials, and letters of recommendation. Buyer workbook, purchase contract, buyer net sheet, fax headers, 2 page memos. Always keep your briefcase in your car.
- Keep accurate memos with your file to show when and what was said. Mail, e-mail or fax to confirm conversations. Keep a copy and write in log to keep with every file.
- In the end every agent must know and be proficient in the four things their job requires. Prospecting, prequalifying, presenting, and following up.
- How to sell homes.
- Must be proficient in using the MLS; searching for properties, doing a Competitive Market Analysis, sending listings and searches by e-mail, and statistical analysis.
- How to use Winforms and our website for forms and contracts.
- Marketing homes. Website, automatic e-mail.
- Quick start checklist is complete.
- Keys:
- Find someone motivated to buy or sell real estate.
- Prequalify them and set an appointment.
- Give them a phenomenal presentation that compels them to want to sign and sign them up.
- Follow-up, obtain a sales contract and close it.
- Add them to your sphere of influence.
- Finish 90 days to success.
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