Scott – this is an overview of the workshop for Schneider regarding fsbos and open houses.
They have asked me to deliver quite a few programs to help them build their listing inventory. Every broker wants the same thing. More listings.
You will be also be able to do these with other independents. Even franchises. Here is why. People like Matt Delhougne runs his organization like a team, not a company. Much like I do. Chad does. As you and I discussed, we would rather herd dogs than cats. In other words, everyone knows their role. There are no free-for-alls where agents can do whatever they want.
YOU ARE THE VOICE OF THE KICKOFF
Schneider is buying into that strategy. They have never had an organized fsbo or open house plan, They are herding cats. They understand, if they coordinate things, they will see higher productivity. They want a predictable, always in place training program. You are the voice of the kickoff.
Here are the training sites for their agents. There are not many audios for the open house program for agents. I would encourage you to listen to the audios. Keeping in mind it is our hope that you can do this for other brokers as well.
http://offmarkethomeguide.com/blog/schneider/open-house/
The FSBO program is far more strategic for the agents.
http://offmarkethomeguide.com/blog/schneider/fsbos/
WHAT SCHNEIDER NEEDS / AND REALTY EXECS AND OTHER REALTY FIRMS
An external voice. Someone that helps gather the agents. Much like our 7 am calls. Something new will get them involved. Schneider, like other realty firms needs programs like this to be injected into their sales force. A possibility to come from this is a weekly call with you or Heather to “gather their troops.”
Much like kids won’t always listen to their parents, the sales force often needs a fresh voice.
VIGNETTE #1 The New York Giants vs the Chicago Bears – “sometimes one idea is all you need”
As we get started, I would like to ask a few questions.
— Who here has held an open house?
— Would you say, you hold 1 per month, or more like 2-3?
— When agents hold open houses
a. Is the main reason to hold an open house to “pick up a buyer to show other homes too”
b. or “is there a high probability you will sell it to a buyer that enter the home that day?”
c. Or in some cases, “to appease the seller?”
— What is the buyers main purpose for going to an open house?
a. is it nosy neighbors
b. is it buyers in the early stages
c.is there a small portion that may have their lease end soon / or people out of town/relocating
— How often are buyers going to an open house, looking for a buyer’s agents help?
a. most of the time they are looking for an agent
b. rarely
c. probably not their priority
— Another background question…If you were a buyer, and you went to a Coldwell Banker open house. Then you left and went to a Re/Max open house, what is the difference to that you would see?
Are the agents doing anything “so compelling that if you were a buyer” that you would Is there anything that will occur differently, other than the color of the sign in the front yard?
VIGNETTE #2 – OUR PURPOSE TODAY
Today in our brief time together, we are going to do what the New York Giants did, implement an idea that will create differentiation. An idea that will get buyers intrigued. But first we have to answer this question.
As an agent, what can you GIVE……or SAY to buyers that will stop them from going to any other Realtor, if we can answer this one question…, “what do buyers really want at an open house?” Bob, Sally….what do buyers want more than anything?
Here is the answer!
They want the same thing in life that each of us would want…………more housing choices.
VIGNETTE #3 – How to find what buyers want
What we have done / with Cort and Terri is to produce a list of …….what buyers are looking for ….sources for off market property…
Here is an example. We recently had a buyer looking for a condo in Brentwood Forest – however everything sold in a day with multiple offers.
We simply looked at the properties for rent in that complex……….found one…….and we had price agreed in two days
This past summed there was a buyer looking in Chesterfield Hills …there were no ranches for sale………so the agent we were working with followed the program and contacted the expired listings with a special letter and website………one seller said yes…..and within days….we had price agreed.
Like the NY Giants….the secret one thing of the open house program…is meeting buyers and walking them thru the off-market possibilities.
In other words..give buyers what they want………..more housing choices.
So my question for you is…….if you were a buyer
With a good system, Bob, if I could ask you specifically, and Sally, I would to hear your thoughts on this too, with a good system, could an agent that is strong at follow up, truly close 10 deals per year from an effective open house program?
Ok, I would like to shift gears. Picture yourself at the open house. Are buyers coming in looking for an agent to help them? Is that their main motivation – to find a house or find an agent?
From my experience training this program, agents have said buyers want ONE THING. Anyone venture a guess what that is? Bill, Susan?
Right! Buyers want more housing choices.
So the question is / how do you
VIGNETTE # 4
Is there anyone here…..that could use another well-priced listing ……..right now?
Of course….yes
If you called all of your friends and past clients could you drum up a listing? Let me follow that up with another question. Could you do that each week? Call your friends and get a listing………………………..clearly no.
There is only one source for all Realtors at every brand.
That one source is easily accessible………….costs no money…………….and is 100% moving………….
It is not an internet lead. Not a sign caller…
It is the FOR SALE BY OWNER
The beauty of the FSBO is……….they have a sign in their yard….so clearly they are selling…….and perhaps buying….
VIGNETTE #5
Are fsbos tough…………yes, very hard. Lots of competition.
But, and I would like your input on this………is there anything else you can do …to get a listing each week or each month?
Why don’t most agents go after fsbos?
a. to much competition
b. could it be…………………fear…………………fear of rejection
c. perhaps not having the skill set to convert them………….
d. other…is there another reason agents would not pursue them
Let’s flip that question………..
Of all the lead generation systems….why do agents like fsbos as a source ….if it is so hard to get one
Bill……..Sara………your thoughts?
Yes…the reason to go after the fsbo is …….
a. they are a great place to practice your presentation skills
b. you will get a paycheck
c. you may get two paychecks…when they buy
d. you get a lifetime of referrals
VIGNETTE #6
If you were to venture a guess………how many fsbos do you need to see in person…before you obtain your first one…
From those I have been in a coaching program like this…..the answer is usually SEE 9 and get ONE…..
The question is……….is that worth it………..if you saw 10 people and one said yes and that one became a paycheck….would that be worth it….
Most of the people that I have seen come through a program like this said YES ………
No up front fees……..and someone will says yes……….however….it is tough…
fsbos are a challenge………………..
i was told once………..that everything ………….everything that is truly worth it……is an uphill run…
meaning it’s hard….
however…we all know……since we were kids…………….if we dedicate ourselves to the task
if we practice ………what happens? We get better.
Guys I want to thank you for all of your input….
Terri ……..Cort thank you as well for the platform to present your kick off of these 2 excellent lead gen programs..
I have a last question for all of you….
Could you see yourself….holding 10 open houses in the next 6 months……and what it would do for your life….
If yes…let’s step forward commit to Terri…………
Same with the fsbo plan…..if you have interest….if you are brave…..talk to Terri….
Closing Story – Acres of Diamonds – “what you seek is often right in front of you”