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Jeff Glover and his crew have taken over 10,190 listings in his profession, with him personally having taken over 2,500. He’s domestically often known as a family title. Over time Jeff has perfected a 5-point mannequin to get each itemizing!
1. Content material Creation
Create content material that communicates your distinctive worth. Jeff calls this his “Itemizing Plan of Motion.” Every element has a major goal that helps drive dwelling his crew’s worth.
Promotional Advertising and marketing – The way you successfully market properties to maximise vendor web.
Institutional Advertising and marketing – The way you market you and your model to the Vendor’s benefit.
Pricing Technique – Tips on how to value the property to maximise the ultimate gross sales value.
Visuals – Have nice visuals that again up every part that you’re saying.
Proof – Have tons of testimonial and private critiques.
YOU – The way you present up on social media is content material too. It’s essential to look the half!
2. Apply
Upon getting your content material created, you need to apply, apply, apply. The way you ship your content material is as essential as your content material itself. Apply each day for 30 days by doing the next:
Write – Handwrite your total itemizing presentation.
Chant – Chant (alone) your total presentation.
Function Play – Function play your total presentation.
3. Supply
Jeff has 4 totally different itemizing shows and all of them have the very same content material. What adjustments is the speed of pace, tonality, quantity, and physique language. This implies if he’s talking to somebody who values knowledge, he slows down and leans into the pricing technique section of his itemizing appointment. If he has a excessive driver who desires to maneuver rapidly, he shortens all of the sections. The content material is the science, however delivering it in a method that the tip person will hear it greatest is the artwork!
4. Communication
Jeff communicates with every potential shopper 5 instances earlier than the itemizing appointment to construct rapport:
Textual content Message (After the appointment is ready) – Ship a message that claims “Thanks for agreeing to satisfy with me, I’m excited to see your own home!”
Cellphone Name – If the appointment was set by another person Jeff calls to have a pre appointment dialogue. He teaches that every agent ought to know the questions that they want answered earlier than they really have the assembly.
E mail – Jeff sends an e mail to the potential shopper letting them know what will occur on the appointment.
Textual content Message (Day of the appointment) – That is the day of the appointment and it merely says “I’m excited to see you right now! I look ahead to assembly you and seeing your own home.”
Cellphone Name 60 Minutes Out – Jeff calls the potential shopper when he’s 60 minutes out from the appointment.
“If you wish to be in a deeper relationship with somebody you need to talk extra usually.” – Gary Keller
Pre-Appointment Package deal
This can be a bundle of knowledge that Jeff and his crew present to the vendor earlier than the appointment. It’s both emailed, dropped off, or overnighted.
Cowl Letter – Thanking them for agreeing to satisfy and offering a fast rundown of what is going to occur once they meet.
Copy of References and Opinions – Testimonials are key and Jeff lets others inform his story.
Plan of Motion – This can be a checklist of what you do to promote their dwelling.
3-5 Lively and Offered Listings – This isn’t a full blown CMA, however it’s simply sufficient data to get them interested by a listing value.
“What Occurs Subsequent” Doc – This explains what’s going to occur after they checklist the property with Jeff and his crew.
Proof of Comparable Gross sales – Jeff handpicks a number of properties which are comparable in space and value vary and highlights that he and his crew bought them.
Copy of Sellers Disclosures – Jeff asks the sellers to fill out the disclosure varieties in order that he can save time on the appointment.
To obtain Jeff Glover’s Itemizing Plan of Motion, click on right here.
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